Hardball Selling

How to Turn the Pressure on, without Turning Your Customer Off

Robert Shook

$37.99

Paperback

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English

Sourcebooks, Inc
01 December 2003

Psychology; Management & management techniques; Sales & marketing

"Straightforward strategies for those who want to take control of the sale and 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."

By: Robert Shook
Imprint: Sourcebooks, Inc
Country of Publication: United States
Edition: Reprint
Dimensions: Height: 229mm, Width: 152mm, Spine: 53mm
Weight: 312g
ISBN: 9781402201073
ISBN 10: 1402201079
Pages: 224
Publication Date: 01 December 2003
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Robert L. Shook is the author or coauthor of 25 books including The IBM Way with Buck Rodgers, Vice-President of Marketing at IBM. Shook has also written The Perfect Sales Presentation and Successful Telephone Selling in the 90s. He lives in Columbus, Ohio.