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Selling 101: What Every Successful Sales Professional Needs to Know Hardcover – April 3, 2003


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Product Details

  • Hardcover: 112 pages
  • Publisher: Thomas Nelson; 3.4.2003 edition (April 3, 2003)
  • Language: English
  • ISBN-10: 0785264817
  • ISBN-13: 978-0785264811
  • Product Dimensions: 6.7 x 4.9 x 0.5 inches
  • Shipping Weight: 6.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (77 customer reviews)
  • Amazon Best Sellers Rank: #14,831 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Zig Ziglar, one of the most sought-after motivational speakers in the country, delivers his message of humor, hope, and enthusiasm to audiences throughout the world. He is chairman of the Zig Ziglar Corporation, whose mission is to equip people to more fully utilize their physical, mental, and spiritual resources. His client list includes thousands of small and mid-sized businesses, Fortune 500 companies, government agencies, churches, and nonprofit associations.


More About the Author

Zig Ziglar is a motivational teacher and trainer who has traveled the world over, delivering his messages of humor, hope, and encouragement. As a talented author and speaker, his international appeal has transcended every color, culture, and career. Recognized by his peers as the quintessential motivational genius of our times, Zig Ziglar's unique delivery style and powerful messages have earned him many honors, and today he is considered one of the most versatile authorities on the science of human potential. Ten of his twenty-eight books have been on the best-seller lists, and his titles have been translated into more than thirty-eight languages and dialects. He is a committed family man, a dedicated patriot, and an active church member. Zig lives in Plano, Texas, with his wife, Jean.

Customer Reviews

It's a straightforward, easy to read book with lots of nuggets.
Priscilla Harlins
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.
Cathy Stucker
This is the perfect sales book for anyone who is considering entering the field of sales or that is just beginning a career in sales.
David T. Otis

Most Helpful Customer Reviews

51 of 55 people found the following review helpful 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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24 of 25 people found the following review helpful By Rolf Dobelli HALL OF FAME on August 31, 2006
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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23 of 24 people found the following review helpful By Erma J. Smith on October 23, 2005
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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8 of 8 people found the following review helpful By Todd B. Natenberg on March 15, 2005
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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92 of 121 people found the following review helpful 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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7 of 8 people found the following review helpful By Andrew M. Heller on November 29, 2003
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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6 of 7 people found the following review helpful By David T. Otis on August 10, 2006
Format: Hardcover
This is the perfect sales book for anyone who is considering entering the field of sales or that is just beginning a career in sales. Zig Ziglar gives practical, real world sales tips that will pay immediate dividends. David Otis, Author of "Walk Fast, Talk Loud and Smile (How to Succeed in Sales and Have Fun Doing It.)
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11 of 14 people found the following review helpful By Kim Jones on February 15, 2006
Format: Hardcover
A great book to remind you to stay observant of people's actions. This book will teach you how to persuade your customer more often to go in your direction. It also is about staying ethical and effective. Love this book.
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