Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off (Paperback)

Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off By Robert Shook Cover Image
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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.

"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 the Author

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.

Product Details
ISBN: 9781402201073
ISBN-10: 1402201079
Publisher: Sourcebooks
Publication Date: December 1st, 2003
Pages: 224
Language: English