Customer Reviews

The Patterson Principles of Selling

5 star:		(12)
4 star:		(4)
3 star:		(1)
2 star:		(1)
1 star:		(2)

 

 

Author Jeffrey Gitomer's book's jacket refers to him as, "the modern leader of salesmanship." Given that splashy buildup, his book has to be an attention-getter - and it is. The contents are displayed in modern, freewheeling big fonts and graphics. The illustrations feature intriguing black-and-white, scratchy images of NCR founder John Patterson demonstrating his eccentric, but fundamental, approach to sales. Something about Gitomer's book is inexplicably charming, perhaps due to his boyish love of industrial history and his unapologetic idol worship of Patterson, an American sales icon. Gitomer, who "revised and revived" Patterson's rules, obeys the motto, "Think!" In an era when business intently focuses on maximized sales, why not look to history for some winning answers? Patterson's "Probable Purchaser" concept is a powerful idea, and the book's dicta are broad in scope if not deep. We believe Gitomer deserves fair credit for this thought-provoking work of industrial archaeology and encourages salespeople to read his book.

As I was reading this book I found it an easy read and the advice was good. However when I went back and reviewed the key things I felt I must remember and practice there were 15 MUST KNOWS. This is a book to study over and over and the principles outlined here will help anyone increase their sales if they apply them.

This book is very good except for a few points. One every time Patterson is quoted we get a Gitomer quote which often is totally off-base. This is a minor quibble. The major problem with the book is that it assumes you have a customer base from which to start. While it helps you develops a pitch for the PP it assumes in many cases that you already have customers to return to; Gitomer does not handle developing new leads at all. I consider that a sales flaw; you may not.

I am a HUGE Gitomer fan. NO question about it. But every now and again, everyone needs a reality check. The Gitmeister resurrected the ASTONISHINGLY TIMELY (albeit 100 year old) work of John Patterson of National Cash Register, arguably the "father of modern salesmanship". But he seems to have found it necessary to attach his cart to Patterson's horse. Or should I say, attach Patterson's cart to a horse named Gitomer.

My point is that Patterson's work can - and should - stand on its own. Footnotes or endnotes would have sufficed, but Git's added bits come-off as being at least a wee bit adolescent with a "nyah, nyah... TOLD you so / see... I was RIGHT" air. Still, you should NOT let that stand in the way of Patterson's stunning work. If you're in Sales, you MUST read this book. Like other Git material, it won't take long to get through it, it WILL make you smile, and it could make you RICH.

Gitomer has provided key skills and ideas in creating a buying enviroment! This is the first new book on sales in 120 years and should be read by everybody in sales ans sales management.

This little book is the best sales book I have ever read! Every chapter is a gem. It is an easy read and a book you will want to read over and over. Short easy to read and beautifully put together it is a must but anyone who takes their sales skills seriously. This is Gitomers best work yet!

This book gives the reader the opportunity to learn selling at the feet of John Patterson, the original master salesman of America. Gitomer does a great job bringing Patterson's principles into this era. I recommend this book to every sales associate out there!

A quick 136 page read is not all bad, however the author Jeffrey Gitomer, keeps telling us of Patterson's principles and then sends us to his (Gitomer) website to register for the anwser. I contend this is unauthentic marketing and a contradiction to Jeffery's claim of giving value. GIVE US WHAT WE PAID FOR AND THEN TRY TO SELL US. This is the perfect example of what not to do in sales. He assumes I have read his other books and that what he says is gold. Please give me what I pay for next time, if there is one.

John Halloran
Certified Gold Exchange, Inc
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It amazing to see how Gitomer took selling principles from over 100 years ago and related them to today. This is a great book for a salesman just entering the field or for one who's been in it for 25 years!!!

A friend who teaches selling recommended this as a worthwhile book about selling. After 31 years in sales and marketing, I still like to read these kinds of books for pleasure.

Mr. Patterson had a lot of things right in an era before cars. He understood and knew the fundamentals for making a successful salesperson. Most of his principles are valid today.

The most interesting thing I learned is that he called a "prospect" a "probable purchaser".....what a difference that makes in one's mindset when making an initial sales call.