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Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect Hardcover – May 15, 2012


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Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect + Do It! Marketing: 77 Instant-Action Ideas to Boost Sales, Maximize Profits, and Crush Your Competition
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Product Details

  • Hardcover: 186 pages
  • Publisher: Breakthrough Success Publishing (May 15, 2012)
  • Language: English
  • ISBN-10: 0985411309
  • ISBN-13: 978-0985411305
  • Product Dimensions: 8.5 x 5.5 x 0.6 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (29 customer reviews)
  • Amazon Best Sellers Rank: #1,460,028 in Books (See Top 100 in Books)

Editorial Reviews

Review

"In the old days, salespeople were in power because they had information buyers needed. Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. New selling models are required. Are you playing by the new rules? Marc Wayshak shows you how."
--David Meerman Scott, bestselling author of The New Rules of Marketing and PR

"When I read a sales book, I look for a couple of nuggets that will give me a competitive edge. I found a bucket of gold in Game Plan Selling."
--Bill Cates, author of Get More Referrals Now


"If you have ever played sports and need to master selling, then you will love this book. Game Plan Selling shows us how to be a champion in the sport of sales."
--Jim Tunney, entrepreneur and former NFL referee, "The Dean of NFL Refs"

"If you are looking to close more sales then this book is a must-read. Marc Wayshak provides a great new perspective on and a lot of usable solutions to one of the oldest challenges in selling--closing the deal."
--Suzanne Bates, bestselling author of Speak Like a CEO


"If you want to learn how to close business deals in today's market, this comprehensive sales guide will put you ahead of the curve."
--Dan Schawbel, Inc. Magazine 30 Under 30 honoree & bestselling author of Me 2.0

About the Author

        Marc Wayshak is a sales strategist and the bestselling author of Game Plan Selling and Breaking All Barriers. He created the Game Plan Selling System, a revolutionary sales methodology, based upon his experiences as an All-American athlete, Ivy League graduate, startup entrepreneur and years of research, training and selling. Marc's innovative selling system works for salespeople, entrepreneurs and companies alike. He is a regular online contributor to Fast Company, Reuters, Entrepreneur, The Huffington Post, the Hoover's Bizmology blog and the Salesforce blog. 
Marc holds an MBA from the University of Oxford and a BA from Harvard University.
        While studying for his undergraduate degree at Harvard, Marc suddenly lost all his college savings in a stock market crash. Compelled to have to help pay for college, Marc started a small marketing company. Little did he know, he was about to embark on a journey filled with challenges. He would soon learn just how hard it was to have to sell in order to survive.
        By using the right techniques, Marc created exponential growth for his marketing business, turning it into one of the fastest growing event marketing companies in New England. The expanding client list soon included corporations such as Subway Sandwich Shops, ExxonMobil and Getty Oil. As his company grew, Marc served as captain of Harvard's rugby team and was selected as an All-American rugby player. These experiences as a top athlete further shaped his sales philosophy, as he discovered many similarities between closing the sale and winning on the field. After selling his business at just 23 years old, Marc began teaching sales to organizations both large and small.
        Today, Marc Wayshak is known as America's Sales Strategist. He shares the powerful strategies and techniques of the Game Plan Selling System through writing, training and coaching. Marc travels the world helping organizations and entrepreneurs transform their sales.

More About the Author

Bestselling author of the books Game Plan Selling: The Definitive Rulebook for Closing the Sale in the 21st Century and Breaking All Barriers: Insider Secrets to a Limitless Life, Marc Wayshak has combined his experience, research and years of training organizations with his deep understanding of sports achievement, as an All-American athlete, to create a revolutionary system for sales people, entrepreneurs and companies.

While studying for his undergraduate degree at Harvard University, Marc suddenly lost all of his college savings in a stock market crash. Compelled to have to help pay for college, Marc started a small marketing company. What he didn't understand was that he would actually have to sell his services in order to survive. He would soon learn...

This is what ultimately led Marc through the ups and downs of having to make tens of thousands of cold calls per year, speak to sell, ask for introductions and all of the other behaviors necessary to make sales. At first, he did everything wrong, but over those next few years began to learn what worked and what did not. Within three years, Marc had found some powerful mentors that saw sales from a completely different angle. Studying under these mentors, Marc ultimately began experimenting with many of his own techniques that he now teaches today in the Game Plan Selling System.

Marc finally was able to create exponential growth for his marketing business which quickly became one of the fastest growing event marketing companies in New England, with clients such as Subway Sandwich Shops, ExxonMobil and Getty Oil. At this same time Marc served as Captain of the Harvard Rugby team and was selected as an All-American. After selling his business at just 23 years old, Marc began teaching sales to organizations both large and small.

Years later, Marc Wayshak now is considered America's Sales Coach on Game Plan Selling. Sharing the powerful strategies and techniques in the Game Plan Selling System through his writing, training and coaching, he travels the world helping organizations and entrepreneurs transform their sales. Marc has a Master's degree from University of Oxford and his BA from Harvard University.

Customer Reviews

4.9 out of 5 stars
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And, it is easy to read.
Carole L. Cushing
I have read a hundred business books on motivation, sales, all of the 'how to' books, and Game Plan Selling is among the very best.
MIchael M
What makes it new is the product and the method selling it.
Linda Sue

Most Helpful Customer Reviews

4 of 4 people found the following review helpful By Infinet Marketing on April 19, 2013
Format: Hardcover
I make a ton of cold calls everyday and Wayshak's technique on prospecting completely changed the way I look at my job. I like how he lays out specific questions to ask prospects and his opening play concept is something that I now use all the time. A must-read for sales people.
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4 of 4 people found the following review helpful By MIchael M on April 19, 2013
Format: Hardcover
As a Vice President of Sales and Operations for one of the nation's largest home health providers, I am always searching for materials that will enhance our ability to meet and exceed our customer's needs. Game Plan Selling is a must read for any executive leading a sales organization. Marc 'uncomplicates' the sales process. The book provides a dozen gems of information that any person in your organization can take and run with. Its simple to understand and just as easy to implement. The message the book brings to life, has personally helped me identify and close a large deal for my organization. I have read a hundred business books on motivation, sales, all of the 'how to' books, and Game Plan Selling is among the very best. Frankly, because it works. I have seen results within a month of reading it. Read it and follow it. You will not be disappointed.
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3 of 3 people found the following review helpful By Geoff Barker on October 29, 2013
Format: Hardcover
Marc has written an excellent book. He struggled when he first started and developed a systematic method of generating and closing opportunities. He provides the steps, issues and solutions...I would recommend this book to anyone regardless of their experience level as Marc moves well beyond the traditional selling approach...
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3 of 3 people found the following review helpful By Timothy Cromwell on October 29, 2013
Format: Hardcover
If you are new to Sales or are an experienced pro, this book will give you a Plan to Succeed.

Check out Chapter 3 of this book "The 31 Most Common Struggles in Sales" This chapter alone is worth the price of the book. If you are not experiencing one of these challenges than you are either not being honest with yourself or you are already in the top 5% of your profession. If you are in the top 5%, congratulations, if you are not in the top 5% than this will certainly give you a plan to achieve that status.

Sales is a profession and many "suspect" prospects treat us like we are not deserving of their time before we speak. Marc will show you how to determine if the "suspect" is deserving of our time. He shows us that disqualification is crucial for serious sales growth.

This book will give you 59 easily laid out rules to build your skills. I would highly recommend this book as well as Marc's previous book "Breaking All Barriers" Read and Succeed!
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1 of 1 people found the following review helpful By Amazon Customer on October 29, 2013
Format: Hardcover
Great advice for sales people. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. a repeatable process and a clear plan to execute with commitment and passion
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1 of 1 people found the following review helpful By ptdoset on October 29, 2013
Format: Hardcover
Having been in the printing industry for over 30 years and as the owner I am constantly selling and consulting with clients and my sales reps. I have been to numerous seminars and have hired several "Sales" coaches along the way. Marc's "Game Plan Selling" has brought a new and different approach which my sales team has welcomed and embraced. I would highly recommend this easy read for anybody in sales.
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1 of 1 people found the following review helpful By T. R. Torrez on October 29, 2013
Format: Hardcover Verified Purchase
Marc's view of today's selling environment opened my eyes to what IS all around me. This book has changed the way I view my market and improved my approach in selling. Thank you.
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1 of 1 people found the following review helpful By Linda Sue on October 29, 2013
Format: Hardcover
Let's face it, sales is an old job. What makes it new is the product and the method selling it. Marc has a proven method to increasing your sales without driving yourself crazy. I was new in the "sales game" when I went to one of Marc's seminars. It was INCREDIBLE. I bought his book and it is getting dogeared from reading and referring to it so often. Every day offers a new chance for introductions and increased sales. I have been doing both fairly consistently after reading his book. My boss has asked me what the secret is and I've told her just have a Game Plan. You will enjoy this book.
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