How to Say It to Sell It: Key Words, Phrases, and Strategies to Build Relationships, Boost Revenue, and Beat the Competition [Mass Market Paperback]

Sue Hershkowitz-Coore (Author)

Book Description

Publication Date: January 2, 2008

Based on a unique, customer-centric approach to selling, How to Say It(r) to Sell It provides practical, real world strategies proven to significantly increase sales results. Packed with power words, concrete examples, useable scripts, and specific communicative steps, this book is the key to reaching sales success.

--This text refers to the Kindle Edition edition.

Editorial Reviews

Review

"This book is both what you say and how you say it! Buy it and study the strategies-your customers will love you, and your competition will hate you."
-Jeffrey Gitomer, bestselling author of The Little Red Book of Selling

“I’ve spent my life in sales, and I can tell you, everyone can learn something new from Sue. Practical, useful, and adaptable advice—a must-read for anyone who values communication with customers.”
— Harvey Mackay, nationally syndicated columnist and author of the New York Times #1 bestseller Swim with the Sharks without Being Eaten Alive.

“Sue Hershkowitz-Coore is the master teacher of high impact communication techniques. But don’t be misled. This isn’t a book just for sales professionals and those that aspire to be. This is a success guide for everyone who realizes that building rapport and persuasive communication are the keys to satisfying careers no matter what the field of specialization. As a strategist, my best advice is to buy it, learn it, implement it…before your competition does and you’re left with no advantages other than your looks and dumb luck!”
— David Rich, Senior Vice President, Strategic Marketing/Worldwide, George P. Johnson Experience Marketing
“Sue’s uplifting positive energy and easy, practical advice shine through on every page. She marries sound selling strategy with foolproof tactics, so you really can’t go wrong. It’s like having your own sales coach. Put Sue’s principles into practice and you’ll feel better about yourself—and you’ll do better, too.”
— Raymond Stevens, Director, Staples University, Staples, Inc.

“This practical little book covers it all: important communication, telephone, writing and presentation skills for sales success! You'll build stronger relationships when you apply the keywords and strategies Sue provides.”
— Scott Russell, Vice President, International Sales Office; The Ritz-Carlton Hotel Company

“A wonderful and practical reference tool to keep in your back pocket. Sue Hershkowitz-Coore has filled every page with nuts and bolts advice. You need this book!”
— Louis Beck, Chairman of the Board of U.S. Bancorp of Ohio/CEO and Chairman/CEO of Janus Hotels and Resorts

“Sue Hershkowitz-Coore is the ‘Queen of Communication,’ but now she has outdone herself. As a salesperson you will no longer have to worry about what to say or write. Sue supplies you with the perfect words or phrases for every situation: even the ones you’d rather avoid. I’ve been in sales for 35 years and I have profited from this book. You will too.”
— Warren Greshes, author of The Best Damn Sales Book Ever

“A great read for anyone who wants to improve their sales. This insightful book gives sales managers practical information that they can use immediately. These commonsense ideas are easy to understand and will make you a better sales person.”
— Fred Shea, Vice President Sales, Hyatt Hotels Corporation

“How to Say It to Sell It is filled with hundreds of specific, real-world selling tips to help you talk, write and present a sales messages that wins the business. Turn to any page and learn something valuable.”
— Howard Putnam, Former CEO of Southwest Airlines, author of The Winds of Turbulence

“Words truly matter ... How to Say It to Sell It clearly shows you how to boost sales, close deals, increase revenue and guarantee success by choosing the right words and delivering them in a way that makes the difference. It's brilliantly simple, extremely practical and delightfully written ... essential reading for sales winners!”
— Roger Dow, President/CEO, Travel Industry Association, Former Marriott SVP of Global Sales

“Words and how you use them are powerful tools for the successful salesperson. How to Say It to Sell It is packed with nuggets that will help you communicate better to make more sales. Your competitors might use the right words but this book will show you how to use the best words.”
— Mark Sanborn, author of The Fred Factor and You Don't Need a Title to be a Leader

“The critical guide to improving your persuasive selling language that needs to be in every sales professional's back pocket. Applying these ideas will increase your selling success!”
— Jim Pancero, author of You Can Always Sell More

“Sue Hershkowitz-Coore's new book is packed with pragmatic ways to sell your ideas, products and anything else that matters. Instead of wasting your valuable time on platitudes or abstract theories, she provides real-life suggestions you'll be able to use immediately. Read it and reap.”
— Sam Horn, fifteen-time Emcee of the Maui Writers Conference and author of POP!

“In today's fast paced business environment you don't have the luxury of time to re-make a first impression. How to Say It to Sell It offers countless practical and helpful hints…written in a fun, entertaining style…a must-read for anyone looking to win business and enhance relationships.”
— Richard B. Green, Vice President, Association Business Development and Strategic Partnerships, Marriott International

“Sales process tells salespeople what to do and Sue’s book tells how to do it!”
— Brian J. Dietmeyer, President/CEO, Think! Inc. --This text refers to an out of print or unavailable edition of this title.

Product Details

• Reading level: Ages 18 and up
  
• Mass Market Paperback: 224 pages
• Publisher: Prentice Hall Press (January 2, 2008)
• Language: English
• ISBN-10: 0735204268
• ISBN-13: 978-0735204263
• Product Dimensions: 7.5 x 4.6 x 0.6 inches
• Shipping Weight: 4.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (9 customer reviews)
• Amazon Best Sellers Rank: #640,339 in Books (See Top 100 in Books)

More About the Author

Internationally recognized communications expert with multiple degrees and honors from prestigious universities, Sue helps audiences increase their profitability, professionalism and productivity through improved communications. Sue has authored Power Sales Writing (McGraw-Hill) and How to Say It to Sell It! (Prentice Hall/Penguin) and has been quoted in USAToday, CEO Insights and Selling Power. Sue is a past officer and board member of the National Speakers Association, a founding member of Meeting Professionals International's Women's Leadership Initiative, has been designated an MPI "Platinum" speaker for 9 consecutive years and was named "Best in Class - 2010-2012" by the Professional Convention Management Association.

Quick facts about Sue Hershkowitz-Coore:

*Has spoken before more than a million people across the USA and in seven international venues.
* Earned a fellowship sponsored by the University of California at Berkeley and a Masters degree in Counseling (Arizona State University -- Go Sun Devils!)
* Authored 2 books: Power Sales Writing (McGraw-Hill, now in its SECOND EDITION!) ranked 5 stars on Amazon.com and translated into 3 languages, and How to Say It to Sell It! (Prentice Hall/Penguin books)
*Published Dog Tales for the Heart, contributed to The Best on Success and The Best of Customer Service anthologies
*Elected to 2 terms as a Board member and officer of the National Speakers Association Board of Directors
*Appointed as a founding member of the 24,000 member Meeting Professionals International association's Women's Leadership Initiative Committee
*Served the meetings industry as a member of the Meeting Professionals Advisory Committee and on the Meeting News Advisory Council.
*Co-founded the Arizona Meetings Industry Council, served two terms as president of the *AZ chapter of the National Speakers Association.
*Appointed chair of National Speakers Association's Strategic Initiative Council 2004-05.
*Designated an MPI "Platinum" speaker for 9 consecutive years - since the inception of the honor
*Named "Best in Class - 2010-2012" by Professional Convention Management Association
*Received the NSA's President's Award for Distinguished Service 2006-07
*Lives in Scottsdale, Arizona, with her husband, Bill. Sue's son, Michael, is earning his degree in Fire Science and is the best manager (mom's opinion!) at The Outback Steakhouse.
*Holds two yellow belts in the martial art of Aikido, has run four 1/2 marathons in the past 5 years, is a happy MacBook Pro user, enjoys elite Platinum status with both American and US Airways airlines (her second home is seat 2B), and is a member in good standing of the National Speakers Association and Meeting Professionals International.

Sue's motivational keynotes have contributed to the success of many, many thousands of people. She blends funny personal stories and motivational messages, with universal principles of success and practical proven research. Join her many clients that not only invite her back more than a dozen times each year, but invite her back year after year, after year!

Learn more about scheduling Sue.

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

4.0 out of 5 stars Great book, November 25, 2009

By 

S Williams - See all my reviews

This review is from: How to Say It to Sell It: Key Words, Phrases, and Strategies to Build Relationships, Boost Revenue, and Beat the Competition (Mass Market Paperback)

This book makes it 'easier' to make those sales. When I bought it, I was hoping for great scripts. Instead, these phrases made it easy for me to write my own. I'm now building great relationships and making more sales because of how I communicate with my prospects.

2 of 2 people found the following review helpful:

5.0 out of 5 stars Unique Approach, Easy to Apply, February 20, 2008

By 

Lily Henson (Glendale, AZ) - See all my reviews
(REAL NAME)   

This review is from: How to Say It to Sell It: Key Words, Phrases, and Strategies to Build Relationships, Boost Revenue, and Beat the Competition (Mass Market Paperback)

Sue has written an excellent book loaded with practical strategies to boost sales. It's easy to relate to her specific examples about getting and keeping the customer's attention. Her unique, customer-focused approach -- and her real-world ideas to apply it -- are great. Each of the three sections -- communication skills, presentation skills, and email and sales writing -- offer great new ideas for moving the sales process forward.

2 of 2 people found the following review helpful:

5.0 out of 5 stars AWESOME READING, January 25, 2008

By 

Keith Levey (New Orleans, LA) - See all my reviews
(REAL NAME)   

This review is from: How to Say It to Sell It: Key Words, Phrases, and Strategies to Build Relationships, Boost Revenue, and Beat the Competition (Mass Market Paperback)

I carry this book with me everywhere! Truly!
We all sell, all the time, and this book provides a roadmap for more successful sales conversations. You'll enjoy the author's enthusiasm for selling and helping others succeed, too.