Customer Reviews

Hardball Selling

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The mere mention of "high-pressure sales tactics" makes most sales managers cringe. But the problem, says veteran salesman and author Robert L. Shook, isn't that salespeople are using such tactics, but that they are using them incorrectly. Legions of sales professionals have learned to back away from tough and aggressive techniques that work. In fact, if you use hardball techniques properly, your prospects will never know. Shook suggests that the "relationship selling" pendulum has now swung so far in one direction that it's hurting sales. Unless you give your prospect the motivation to buy, you'll leave the office with a smile but without a check. Shook believes in keeping the upper hand, guiding the client along and not backing down an inch when it comes to facing "not now" excuses. As his many colorful sales anecdotes suggest, you can't deny the effectiveness of a strong approach when it comes to closing the deal. How much you like this book, however, will probably depend on how much you hate pushy salespeople. That said, we find that the book is full of good ideas. And if you don't snap it up soon you may miss your only opportunity...well, you know the rest.

Well, I bought this book hoping that it would give a direction to push harder for sales in a softer matter! But I read it and realized that the Author was really more interested in talking about his success! It was not a map out of how to sell in all kinds of markets but more towards Insurance and or Stocks. Its not a concrete tool to use in larger sales like Cars or Manufactured Homes. Some sales were underlined in Real Estate, but not enough to focus on. But, I will say I was going in looking for an outline to follow and did not receive it! It was full of success stories, more then how to work to become more successful. It was an easy read, but it did not help me personally.

It was a complete waste of money. A lousy book. If I could have seen it in a store I would not have bought it. Sidney Checketts

This book will change your life........