How to Turn the Pressure on, without Turning Your Customer Off
by Robert Shook
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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
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
- Sourcebooks, December 2003
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