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Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales Paperback


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Product Details

  • Paperback: 385 pages
  • Publisher: Wiley; 1 edition (August 23, 2010)
  • Language: English
  • ISBN-10: 0470617861
  • ISBN-13: 978-0470617861
  • Product Dimensions: 9 x 6.1 x 1.1 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (22 customer reviews)
  • Amazon Best Sellers Rank: #863,609 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Eric Taylor is the President and Chief Collaboration Officer of Empowerment Group International. Eric speaks, trains, and coaches at some of America's most respected companies on the topics of sales, leadership, employee motivation, and personal development.

David Riklan is the founder of SelfGrowth.com, the #1-ranked self-improvement Web site on the Internet, and President of Self Improvement Online, Inc., a company that specializes in publishing information on self-improvement, business, and natural health on the Internet.


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Customer Reviews

4.6 out of 5 stars
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See all 22 customer reviews
All I can say is Wow !
abbe desimone
This is a great introduction to a variety of Sales Professionals, that you can use to find a mentor.
Dshew
If you are looking for the comprehensive sales book, this is a must read.
Matt A.

Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Denise on December 7, 2010
Format: Paperback
I have read about a dozen chapters with highlighter in hand and I am enjoying the "snippet" chapters similar to Gitomer's Little Red Book of Selling. I especially like the Sales Tips at the end of each chapter. Looking forward to reading the rest.
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13 of 18 people found the following review helpful By Maverick on September 27, 2010
Format: Paperback Verified Purchase
Basically this is a book made up of about 50 articles by other sales 'gurus'.

Each article is nothing more than an advertisement for each of the various gurus books, products and services and at the end of each article you are then encouraged to visit the authors individual website no doubt to be suckered into making another purchase.

This book is about 1% meat 99% fluffy filler.

I can't believe I fell for the hype.
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2 of 2 people found the following review helpful By John J. Callahan on December 5, 2010
Format: Paperback
Wide variety of sales wisdoms and insights, presented in short, concentrated chapters each authored by one of a veritable "Who's Who" in the world of professional selling.
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2 of 2 people found the following review helpful By Ron Bell on September 25, 2010
Format: Paperback Verified Purchase
what an awesome collection of ideas and concepts from dozens of sources. just in article alone I changed the way I was thinking about a client as well as an internal program. one key issue was around what is perceived as a reward and the element of scarcity. my operation is inside a prison facility so we are constrained from providing any incentives to the inmate employees -- no bonus, commission, deferred payout ... nothing -- I can provide them coffee. so applying just a few concepts meant I could be more effective for my clients as well as our internal operations. the authors have put together an incredible selection of contributors from multiple sources -- I don't think there's a modern or classic concept that is not covered somewhere in the book.
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1 of 1 people found the following review helpful By Jill Konrath on December 29, 2010
Format: Paperback
Mastering the World of Selling is filled with articles written by today's top sales experts on a variety of sales topics. Here are several reasons why it's absolutely worth getting:

* You'll be exposed to lots of excellent strategies on a wide variety of sales topics: prospecting, presentations, productivity, negotiating & more. I found tons of golden nuggets. (e.g., I love Kendra Lee's ideas for email subject lines!)

* You'll discover several new sales gurus whose work really resonates with you. In fact, you'll immediately know that it's just what you need at this point in your career. You can then go to their website and learn more from them.

* Because each article is only 2-3 pages, you can pick & choose what you want to read -- even if you only have a little time. If you're a sales manager, each article can provide fresh material for an upcoming sales meeting.

And finally, as a contributor to this book, I have to tell you that it was important for me to submit what I felt was my "best" article. Many of us in sales are a bit competitive ... and honestly, I wanted my work to stand out from the pack. After reading it, I suspect my colleagues felt the same way!
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1 of 1 people found the following review helpful By Dshew on September 27, 2010
Format: Paperback Verified Purchase
This book is basically a mishmash of the good pieces from the individuals outlooks who contributed. As you would expect, the content is concentrated down like Cliff Notes. This is a great introduction to a variety of Sales Professionals, that you can use to find a mentor. By mentor I mean the writer (sales professional) who most intrigues you, or matches a style that you feel is comfortable and suitable to your respective industry. That being said, there is something to take away from all of the collaborators and overall its an enjoyable read that will catch you up on modern Sales Techniques, Dos and Don'ts, etc... Good book.
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1 of 1 people found the following review helpful By Roger DeLaughter on September 27, 2010
Format: Paperback Verified Purchase
This is a great collection of tips from folks that make their living training sales men and women. Not everything is applicable to everyone but anyone in sales will either find some great new ideas or be reminded of things they already knew - good reinforcement! For me, there were some interesting "ah-hah" moments. I'm in a transitional phase in my career and I found some great tips that will help me make the transition more easily. I've dog-eared my copy for quick reference as I go back through and make additional notes to develop strategies around things I think will help.

I'm a follower of Ari Galper, of "Unlock The Game" fame. I heard about this book from an email I received from him. Ari's approach is somewhat non-traditional, but very effective. I was a little concerned that in a book like this, with dozens of contributors, many of whom espouse more traditional views, that the result would be a confusing mass of conflicting ideas. I was pleasantly surprised - and hats off to the authors and editors - that the book is a very cohesive collection with a lot of good advice.

I also like that the authors put bio's for each contributor along with their contact information, additional books they have written, and their website address. This book doesn't give you enough depth to really take any of the suggestions to the next level but with the help of the bio's, it points you to places where you can get additional information. It's a great collection of tips and I highly recommend this to anyone in sales no matter where you are in your career, what you're selling, or how successful you've been in the field.
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2 of 3 people found the following review helpful By Jim Cathcart on August 23, 2010
Format: Paperback
In a popular Hank Williams Jr. song he references "All My Rowdy Friends". That line makes me think of this book, with the exception of "rowdy" as the modifier.
I have joined with my friends and colleagues from the field of sales motivation and crafted what may well be the ultimate sales resource book. We approach the subject from many different perspectives yet, we all agree on the basic premise; that Selling is a way of helping people while helping yourself, and Selling is what drives commerce in a free enterprise system.
Keep this book handy and with a highlighter in hand, read it piece by piece, not like a novel from front to back, but like an encyclopedia, from topic to topic.
You'll be amazed at the amount of information you discover.
The Eight Competencies of Relationship Selling: How to Reach the Top 1% in Just 15 Extra Minutes a Day
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