Hardball Selling by Robert Shook
How to Turn the Pressure on, without Turning Your Customer Off

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Synopsis

Straightforward secrets and strategies for salespeople who want to join the
winning top 5 percent of the sales force
--Get your foot in the door
--Control the sale without manipulation
--Create a sense of urgency
--Let the buyer participate
--Learn the crucial subtleties of an aggressive approach
--Target the biggest sales
--Sell abroad
--And much more

For many companies, 20 percent of their sales force generates 80 percent of their sales volume. In this hands-on guide, Robert L. Shook, a master salesman, teaches the high-pressure strategies that mean the difference between a super seller and a salesperson. The methods spelled out in this book describe what it takes to be in the elite 5 percent.

In Hardball Selling, Shook inspires all salespeople to dare to be different and master hard selling without browbeating or offending customers. Shook spent 17 years in the trenches perfecting his successful strategies. Using the four basic principles of hardball selling, he guides you through all the steps, from getting past the "gatekeeper" to the single-minded tactics necessary to close a sale.

"Shook's Hardball Selling is provocative and controversial--and filled with wonderful selling tips. I highly recommend it to every salesperson."--Martin D. Shafiroff, the world's No. 1 stockbroker
 

About Robert Shook

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C. Britt Beemer is founder and CEO of America's Research Group and a frequent media commentator on retail sales and trends. Robert L. Shook has authored numerous business bestsellers, including five "New York Times" bestsellers.
 
Published December 1, 2003 by Sourcebooks. 228 pages
Genres: Business & Economics, Health, Fitness & Dieting, Professional & Technical. Non-fiction

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