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Sell or be sold : how to get your way in business and in life / Grant Cardone.

Cardone, Grant, (author.).

Summary:

"Whether you're a salesperson, sales manager, or entrepreneur, Sell Or Be Sold is your guide to effectively selling yourself, your products, and your ideas to anyone!"--Jacket.

Record details

ISBN: 9781608322565
ISBN: 1608322564
ISBN: 9780615399249
ISBN: 061539924X
Physical Description: xvi, 258 pages ; 23 cm
Edition: First edition.
Publisher: Austin, Texas : Greenleaf Book Group Press, [2012]
Copyright: ©2012.

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Formatted Contents Note:

1. Selling : a way of life -- 2. Salespeople make the world go round -- 3. Professional or amateur? -- 4. The greats -- 5. The most important sale -- 6. The price myth -- 7. Your buyer's money -- 8. You are in the people business -- 9. The magic of agreement -- 10. Establishing trust -- 11. Give, give, give -- 12. Hard sell -- 13. Massive action -- 14. The power base -- 15. Time -- 16. Attitude -- 17. The biggest sale of my life -- 18. The perfect sales process -- 19. Success in selling -- 20. Sales-training tips -- 21. Create a social media presence -- 22. Quick tips to conquer the biggest challenges in selling.

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Subject:

Selling.
Self-realization.

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Table of Contents

Syndetic Solutions - Table of Contents for ISBN Number 9781608322565

Sell or Be Sold : How to Get Your Way in Business and in Life

Sell or Be Sold : How to Get Your Way in Business and in Life

by Cardone, Grant

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Table of Contents

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Table of Contents

Sell or Be Sold : How to Get Your Way in Business and in Life

Section	Section Description	Page Number
	Preface	p. xv
Chapter 1	SellingÃ¹A Way of Life	p. 1
	Selling Is a Prerequisite for Life	p. 1
	The Commission	p. 3
	Beware of False Data	p. 6
	SellingÃ¹Critical to Survival	p. 8
	Chapter One Questions	p. 11
Chapter 2	Salespeople Make the World Go Round	p. 13
	Salespeople Drive Entire Economies	p. 13
	Sales or College?	p. 15
	All Professions Rely on Sales	p. 17
	Chapter Two Questions	p. 19
Chapter 3	Professional or Amateur?	p. 21
	The Professional	p. 21
	The Amateur	p. 22
	The Great Shortage	p. 23
	Chapter Three Questions	p. 25
Chapter 4	The Greats	p. 27
	Commitment	p. 27
	Greener Pastures	p. 28
	The Power of Prediction	p. 32
	The Only Reason You Won't Like Selling (As a Career or in Life)	p. 35
	To Qualify As Great!	p. 37
	Chapter Four Questions	p. 40
Chapter 5	The Most Important Sale	p. 43
	Selling Yourself	p. 43
	Conviction is the Make-or-Break Point	p. 45
	Overcoming the Ninety-Day Phenomenon	p. 49
	Get Sold or Be Sold	p. 52
	Put Your Money Where Your Mouth Is	p. 53
	Ice to an Eskimo?	p. 54
	The Vital Point	p. 56
	Chapter Five Questions	p. 57
Chapter 6	The Price Myth	p. 59
	It's Almost Never Price	p. 59
	The Price Experiment	p. 60
	It's Love, Not Price	p. 61
	Move Up, Don't Move Down	p. 63
	Salespeople, Not Customers, Stop Sales	p. 66
	$4 Coffee and $2 Water	p. 68
	Chapter Six Questions	p. 69
Chapter 7	Your Buyer's Money	p. 71
	There is No Shortage of Money	p. 71
	Your Buyer and His Money	p. 72
	Second Money is Easier than First Money	p. 73
	The More They Spend, the Better They Feel	p. 76
	Chapter Seven Questions	p. 77
Chapter 8	You are in the People Business	p. 79
	The People Business, Not the "X" Business	p. 79
	The Most Interesting Person in the World	p. 82
	Communication = Sales	p. 84
	People are Senior to Products (Critical for Executives)	p. 86
	Chapter Eight Questions	p. 89
Chapter 9	The Magic of Agreement	p. 91
	Always Agree with the Customer	p. 91
	It Only Takes One	p. 92
	The Agreement Challenge	p. 93
	How to Soften Any Buyer	p. 96
	The Magic Words	p. 97
	Chapter Nine Questions	p. 99
Chapter 10	Establishing Trustp101
	Show, Don't Tell	p. 101
	Prospects Don't Make SalesÃ¹Salespeople Do	p. 102
	Credibility = Increased Sales	p. 104
	People Believe What They See, Not What They Hear	p. 105
	How to Handle the Buyer's Distrust	p. 107
	Tips on Using Written and Visual Information to Close	p. 110
	Help 'Em Believe You	p. 111
	Chapter Ten Questions	p. 112
Chapter 11	Give, Give, Give	p. 115
	The Magic of Give, Give, Give	p. 115
	Love the One You're With	p. 118
	Are You a Holiday Inn or a Ritz-Carlton?	p. 119
	Service Is Seniorto Selling	p. 121
	Chapter Eleven Questions	p. 123
Chapter 12	Hardsell	p. 125
	The Hard Sell	p. 125
	The Formula for Hard Sell	p. 127
	Closing Is Like a Recipe	p. 128
	Standing Is for Losing, Sitting Is for Closing	p. 129
	Chapter Twelve Questions	p. 130
Chapter 13	Massive Action	p. 133
	Take Massive Action	p. 133
	The Four Kinds of Action	p. 135
	Massive Action = New Problems	p. 136
	Production Yields Happiness	p. 137
	The10X Rule	p. 139
	Act Like a Madman	p. 140
	Chapter Thirteen Questions	p. 141
Chapter 14	The Power Base	p. 143
	Work Your Power Base	p. 143
	How to Build Your Power Base	p. 144
	Impose on Them or Help Them?	p. 146
	Capitalize on the Easy Sale	p. 148
	Creating Power!	p. 149
	Chapter Fourteen Questions	p. 151
Chapter 15	Time	p. 153
	How Much Time Do You Have?	p. 153
	Use Every Moment to Sell	p. 154
	How Much Time Are You Wasting?	p. 155
	The Lunch Opportunity	p. 156
	Lunch Out = Sales Up!	p. 158
	Chapter Fifteen Questions	p. 159
Chapter 16	Attitude	p. 161
	A Great Attitude Is Worth More than a Great Product	p. 161
	Treat'Em Like Millionaires	p. 163
	A Product of Your Environment	p. 166
	Tips for Having a Great Attitude	p. 168
	Chapter Sixteen Questions	p. 170
Chapter 17	The Biggest Sale of My Life	p. 173
	Summary	p. 178
	Chapter Seventeen Question	p. 179
Chapter 18	The Perfect Sales Process	p. 181
Step 1	Greet	p. 185
Step 2	Determine Wants and Needs	p. 186
Step 3	Select Product and Present/Build Value	p. 187
Step 4	Make Proposal	p. 190
Step 5	Close the Deal or Exit	p. 190
Chapter 19	Success in Selling	p. 193
	Ask Yourself These Questions	p. 194
	Be Honest with Yourself: Never Justify Failure	p. 196
Chapter 20	Sales-Training Tips	p. 199
	My Training Regimen for You	p. 203
Chapter 21	Create a Social Media Presence	p. 205
	$250,000 Sale Success Schedule	p. 210
	The Professional Salesperson's Daily Commitments	p. 272
	The Ten Commandments of Sales	p. 213
Chapter 22	Quick Tips to Conquer the Biggest Challenges in Selling	p. 217
	Rejection	p. 217
	Negative Surroundings	p. 219
	Discipline	p. 220
	The Economy	p. 221
	Competition	p. 222
	Product Knowledge	p. 222
	Follow-up	p. 223
	Organization	p. 225
	Call Reluctance	p. 226
	Fill the Pipeline	p. 227
	Closing the Deal	p. 228
	Calls Not Returned	p. 229
	Fear	p. 231
	Peoples Emotions	p. 233
	Negative Connotations of Sales	p. 235
	Not Having the Right Response	p. 237
	Overwhelmed by Customer Objections	p. 239
	Feeling Like an Idiot	p. 247
	Meeting New People	p. 242
	Breaking the Ice	p. 244
	Staying Motivated	p. 245
	Starting Over with New Clients	p. 246
	Losing Business to Others	p. 247
	Lack of Consistency	p. 248
	Cold-Calling/Prospecting	p. 249
	Commission Only/No Security	p. 250
	Long Hours	p. 257
	Traits of a Great Salesperson	p. 252
	About the Author	p. 257

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