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Selling 101: What Every Successful Sales Professional Needs to Know Hardcover – April 1, 2003

4.4 out of 5 stars 115 customer reviews

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Editorial Reviews

About the Author

Zig Ziglar, one of the most sought after motivational speakers in the United States, offers a message filled with humor, hope and enthusiasm for audiences around the world. Many of the books he authored have become worldwide best-sellers.
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Product Details

  • Hardcover: 112 pages
  • Publisher: Thomas Nelson; 3.4.2003 edition (April 1, 2003)
  • Language: English
  • ISBN-10: 0785264817
  • ISBN-13: 978-0785264811
  • Product Dimensions: 4.6 x 0.5 x 6.5 inches
  • Shipping Weight: 2.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (115 customer reviews)
  • Amazon Best Sellers Rank: #9,170 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Cathy Stucker VINE VOICE on December 6, 2003
Format: Hardcover
'Selling 101' is an easy to read and understand introduction to sales technique for those new to selling, or a quick review for experienced sales people who need a refresher. The book can be read quickly, but to get the most out of it return to each section and determine how you can apply the principles there to improve your skills.
There are chapters on overcoming call reluctance, need analysis, closing, dealing with angry clients, making the most of your time and more. You are sure to pick up at least a few good ideas. Part motivation, part how-to, 'Selling 101' may be just what you need to improve your sales results a little or a lot.
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Format: Hardcover
Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC's of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but we recommend it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.
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Format: Hardcover
I found this book to be a great asset to me as a professional salesperson. In an era when selling at any cost is popular, it's wonderful to read a book that stresses the need to be ethical, and above board in the field of selling. I also work for a company that requires the salespeople to show integrity in all that they do to help people. This book was just what I needed.
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Format: Hardcover
Zig Ziglar has done it again. As an author myself of sales books, I realize sales is about so much more than just having the 'gift of gab,' and fast talking. It's about asking the right questions and listening to the right answers. It's about not just being a consultant to others, but being a consultant to yourself. It's recognizing you are in the most honorable profession there is. Zig's theories exemplify this.
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Format: Hardcover Verified Purchase
Zig Ziglar is the master of sales. I have been reading his books since I started my career in auto sales and I credit much of my success to his knowledge and wisdom. So naturally, when I saw this book on Amazon and I realized that I had never read it, I ordered it. To my dismay, this book is not at all what I expected. Simply looking at it brought me to an uncontrollable episode of laughter, born of bewilderment and confusion.

It is a miniature pocket book which I would value at no more than $4. The concepts are very basic and in some cases, outdated. If you are a Sales Professional, don't waste your time or money on this book. There are no "refresher" ideas or any useful information for you at all. Pocket books are meant to be readily available so that you can quickly reference them for information. You will never ever have a need to take this book out of your pocket. In fact, it will probably serve you better as a paperweight. This booklet is perfect for beginners, and by beginners, I mean people who just started working in sales yesterday.

I still love amazon and I still respect Zig Ziglar. I'll just need to be more careful with what I order online.
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By A Customer on July 16, 2003
Format: Hardcover Verified Purchase
This book is basically a collection of "daily affirmations." Its a feel-good book. It has very little in the way of "actionable" advice. At only 100-pages, I expected a collection of greatest hits. This is the first, only, and last Zig Zigler book I will ever buy. For people with a serious interest in tangible advice on how to increase sales effectiveness, I would recommend Michael Bosworth's "Solution Selling," or Stephen Heiman and Diane Sanchez's "The New Strategic Selling" or "New Conceptual Selling." If you need to feel good about yourself, I'd suggest a psychologist instead (or simply buy a dog). Overall grade: D-/F.
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Format: Hardcover
This is a great little book to use as a handy check up book from Mr.Ziglar. I am not a sales person, but am in the service business and this book was just perfect for me. For $10.00 anyone can get this book and learn a few things, even if just for fun.
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By Hutt2 on November 21, 2013
Format: Kindle Edition Verified Purchase
This book is basic at best. It lacks a considerable amount of relevant examples in today's world. If you are looking for a job in sales and have never sold an item this book gives decent structure to a sales call. It also offers a good pep talk and gives insight to the possible future. However if you have had some sales training or have been selling for a couple years this book does not offer much.

I enjoyed the chapter on call reluctance the best as it showed me that everyone gets a little anxious when making a sales call. It also helped me reaffirm that I am equipped to be a salesperson and I have the basics down.
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