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Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar Hardcover – May 15, 2014


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Duct Tape Selling: Think Like a Marketer—Sell Like a Superstar + Duct Tape Marketing Revised & Updated: The World's Most Practical Small Business Marketing Guide + The Referral Engine: Teaching Your Business to Market Itself
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Product Details

  • Hardcover: 256 pages
  • Publisher: Portfolio Hardcover (May 15, 2014)
  • Language: English
  • ISBN-10: 1591846331
  • ISBN-13: 978-1591846338
  • Product Dimensions: 9.1 x 6.1 x 1.1 inches
  • Shipping Weight: 15.5 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (34 customer reviews)
  • Amazon Best Sellers Rank: #61,809 in Books (See Top 100 in Books)

Editorial Reviews

Review

Duct Tape Selling explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others—with our ideas, our products, our services, or even ourselves—we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you’ll learn the attitudes and abilities required to master the new world of sales.”
Daniel H. Pink, author, To Sell Is Human and Drive

Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.”
Jill Konrath, author, Agile Selling and SNAP Selling

“In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.”
Seth Godin, author, The Icarus Deception

“Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John’s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.”
Brian Halligan, HubSpot CEO and co-author, Inbound Marketing

Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you’re tired of seeing your sales fall apart, John Jantsch has the real-world answers.”
Jeffrey Gitomer, author, Little Red Book of Selling and 21.5 Unbreakable Laws of Selling

Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional.” 
Jill Rowley, social selling evangelist, Oracle

About the Author

JOHN JANTSCH is a marketing consultant, speaker, and the acclaimed author of Duct Tape Marketing, The Commitment Engine and The Referral Engine. He is the founder of the Duct Tape Marketing Consultant Network.  He lives in Kansas City.

Visit DuctTapeSelling.com

More About the Author

John Jantsch has been called the World's Most Practical Small Business Expert for consistently delivering real-world, proven small business marketing ideas and strategies.

John Jantsch is a marketing consultant, speaker and best selling author Duct Tape Marketing, Duct Tape Selling, The Commitment Engine and The Referral Engine.

He is the creator of the Duct Tape Marketing System and Duct Tape Marketing Consulting Network that trains and licenses small business marketing consultants around the world.

He frequently consults with small and mid-sized businesses helping them create marketing plans and organized marketing systems that smooth the way for steady growth.

Customer Reviews

4.9 out of 5 stars
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I highly recommend this book to anyone in marketing or sales.
Kirsten K McGannon
If you want to work smarter and earn more, he's someone you want to listen to, and Duct Tape Selling is a must read.
Nathan David Friedkin
As with Duct tape marketing this book is loaded with great insights and tons of helpfull ideas and information.
Amazon Customer

Most Helpful Customer Reviews

7 of 7 people found the following review helpful By Nathan David Friedkin on May 16, 2014
Format: Hardcover
It takes a special kind of voice to know this much about business, to have this level of life experience that has been polished into wisdom and to then communicate that valuable knowledge in way that not only makes sense to the rest of us, but inspires us to dream our dreams and (most importantly) to take actions to make them come true. John Jantsch has cleverly reframed the dreaded concepts of "selling" as serving and "closing" as connecting. A must read for anyone who wants to go into business for themselves or already is a small business owner. Jantsch talks like a millennial yet walks like a millionaire as he combines all the current technological tools of marketing with strategic application. If you want to work smarter and earn more, he's someone you want to listen to, and Duct Tape Selling is a must read.
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9 of 10 people found the following review helpful By John B. Spence on May 15, 2014
Format: Hardcover Verified Purchase
I read a ton of business books (100+ a year) and I focus a lot on sales -- I have probably read more than 300 book on sales -- and Duct Tape Selling would now be in my top four!! This is a superb book - I learned a lot and felt that the author's ideas were spot on. Definitely one you will want to add to your sales/business library -- and I think his book "Referral Engine" is the best on that topic. I would put both of those books as MUST reads for anyone in sales or the owner of a small business -- they are superb and give heaps of useful information, tools and ideas.
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5 of 5 people found the following review helpful By Kelly Weppler Hernandez on May 15, 2014
Format: Hardcover Verified Purchase
I’m a big fan of John’s previous books because he gives you a plan of attack that spells out exactly what you need to do.

I think this book is timely and appropriate given I’ve received several cold calls this month from sales people who should read this book. As a former salesperson, it boggles my mind that someone would pick up the phone without spending some time to at least find out a little bit about the company before making the pitch. And as John says, with the tools that are available today, it’s very easy to take signals from social data and online information to help your prospecting efforts. Listening with your ears and your eyes really has to be part of the sales process.

In the book, Jantsch also talks about creating sales insight and follow-up consulting “that’s so valuable people would be willing to pay for it”. That’s really just the sales extension of the inbound marketing model.

Sure, this is a different mind-set, but I’m really not sure how any sales person will be successful in the future without it.
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5 of 5 people found the following review helpful By Joshua Currier on May 15, 2014
Format: Hardcover
John Jantsch takes what seems like a mystery and breaks it down in to practical steps. This isn't a book on creating scripts, sales questions, or sales tactics. Rather, it's a guide on how to be the expert and authority in your market with a systematic approach to selling.

Whether you own your own company, are a sales person, or someone who manages a sales team, this book will give you incredible insights into how to gain expert status, establish authority in your market, and win the business of your prospects/clients. You're not going to find many other books on selling that provide this approach. You can actually feel comfortable selling using this approach, rather than cringing at the idea of every cold-call.
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4 of 4 people found the following review helpful By Jason Billows from Ottawa on May 15, 2014
Format: Kindle Edition
We're in a new era of selling and John Jantsch gives us everything we need to know to be successful as salespeople in this book.

His hourglass model opened my eyes to the role a salesperson should be playing throughout the entire cutsomer lifecycle.

I think this book will be really helpful for small businesses and 'one man shops' who do it all in their business. It'll help them to identify when they're marketing, when they're selling, and how to make it all work together.

It's definitely the best book I've read on selling in the past few years. I highly recommend it.
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2 of 2 people found the following review helpful By Shane Petty on June 4, 2014
Format: Hardcover Verified Purchase
I look forward to every book John Jantsch at Duct Tape Marketing publishes. Why? Simply because I know I'm not getting JUST a book. I'm getting an business education and a road map to follow for my business all packed between the cover. John is a teacher, business coach and a thought leader. His latest book on "Selling" opens the readers mind to how the business process has changed AND what to do about it.

I've learned from reading his other books that I'm going to need a highlighter and something to take notes with before cracking open one of these bad boys. The information contained is just that rich. And the best part is he provides the high level strategic look into the marketing/selling process and then brings it down to the practical tactics of what needs to be done.

There is no "magic" button for getting Duct Tape Selling implemented. It takes time to digest all the richness and to put the different pieces in place. But I'm looking forward to the journey, re-reading my notes and going back to highlighted areas and dog-eared chapters to implement his suggestions.

Thanks for another great education in "selling" John.
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Format: Hardcover
Duct Tape Selling is a valuable resource for anyone responsible for delivering revenue. It does not matter if you are an entrepreneur, a micro or small business owner, or the sales or marketing professional in a large company, you will find ways to change your “selling’ to a more powerful and effective approach.

While this book does provide action steps and some basic how-to’s, its real value is the emphasis on building expertise, authority, and trust. These personal brand elements are essential to success in the world of sales today.

Small business owners will find a blueprint for sales success in the pages of Duct Tape Selling. Implementing the processes of this book can forever change your business.

The book is also exceptionally beneficial for high performing sales professionals and their marketing partners who will quickly see the message and the step-by-step process as a way to connect and unite internally. I can imagine companies building and strengthening the processes of their sales and marketing teams by working through the book in chapter by chapter method and using the action steps as a master plan for gaining new customers and growing their revenue.

I personally like the prominent role given to the Marketing Hourglass™. This concept, introduced in John Jantsch's book Duct Tape Marketing, provides a detailed and progression-based view of the buyers’ journey. It provides a brilliant context for the alignment of everyone within a business. One of the most relevant aspects of the Hourglass is the reinforcement that the sale does not end with the execution of a contract or commercial transaction. The sale ends with the customer receives value and moves into the role of Referrer.

This will be another John Jantsch book that has a permanent spot on my desk and will be often referenced, written in, and dog-eared as the other books he has delivered. Well Done Mr. Jantsch.
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