Selling: Powerful New Strategies for Sales Success [Hardcover]

Kevin Hogan (Author), Dave Lakhani (Author), Gary May (Author), Eliot Hoppe (Author), Mollie Marti (Author), Larry Kevin Adams (Author)

Book Description

Publication Date: October 26, 2007

Product and service buyers are more educated than they've ever been. People tired long ago of "sales pitches". As a salesperson, you've already been through Sales 101. This book takes you there and beyond.

This book explores the cutting edge of persuasive selling. This book isn't for salespeople stuck in tradition, but those who embrace the new, and implement the strategies that will make them the superstars of tomorrow.

Unlike traditional sales books, you won't find canned closes or regurgitated and repackaged advice. You'll learn:

*How to buy back the sale

*Group strategies for mass influence

*The brutal truth about Value Driven Selling

*Sales Management secrets of today's Top Sales Managers

"I don't care how many sales books you've read in your life - I can guarantee you will walk away from this book with some deadly powerful new tactics you've never heard of. I did. The Praise/Criticism tactic alone is one of the most powerful ideas I've ever been presented." Mark Joyner, #1 Best-Selling Author of "Simpleology"

Editorial Reviews

About the Author

Kevin Hogan is an internationally known speaker and author of 12 books. He's a business consultant and body language expert.

Dave Lakhani is considered one of the nation's top experts on Persuasion and Applied Propaganda. He is an in-demand speaker and President of Bold Approach, Inc.

Gary May is a hugely successful trainer and Company Director. He is widely considered 'the' rising star of influence & persuasion and a must-have Speaker/Trainer.

Dr. Mollie Marti is President of Performance Sciences, Inc. a life and business training and coaching organization.

Eliot Hoppe is a leading authority on sales mastery, leadership and team development. He is President of Paramount Learning Systems, Inc.

Larry Kevin Adams runs THE FULL MEASURE, a consultancy dedicated to engaging people and organizations in the pursuit to fill the full measure of their creation. Find him on the web at www.thefullmeasure.com

Product Details

• Hardcover: 225 pages
• Publisher: Network 3000 Publishing (October 26, 2007)
• Language: English
• ISBN-10: 1934266043
• ISBN-13: 978-1934266045
• Product Dimensions: 9 x 6.3 x 1 inches
• Shipping Weight: 14.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (22 customer reviews)
• Amazon Best Sellers Rank: #513,068 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

33 of 34 people found the following review helpful:

5.0 out of 5 stars Selling, selling... Sold!, October 30, 2007

By 

Ben Mack (Nacirema) - See all my reviews
(REAL NAME)   

This review is from: Selling: Powerful New Strategies for Sales Success (Hardcover)

WARNING: This is a biased review. I adore the work of Kevin Hogan and Dave Lakhani and I buy everything they publish. I've been reading Dr. Hogan since the early 1990's and he's one of the few Ph.D.'s that knows how to get things done, be persuasive and teach me what he's doing. And Lakhani... Dave Lakhani is my favorite speaker to see live. This is the second time they have partnered-up and I'm writing more notes in the margin than is probably healthy. I can't get enough of Lakhani & Hogan's writing! If you are a student of persuasion and seek to turn your ideas into sales, of course you're already sold.

However... ==> Gary May, Mollie Marti, Eliot Hoppe and Larry Adams are all new to me. These are rising stars.

Larry Adams' advice on self-differentiation and branding is worth the price of the book.

Eliot Hoppe discusses being a sales manager and while this isn't my gig I was keenly aware of the important role of motivation and inspiration and the subtle use of persuasion he discusses.

Dr. Mollie Marti, well... you schooled me. Yes, I don't have a sales sytem detailed nearly as well as I should. Thank you!

Gary May, dude... you are a ball of energy to buy back sales like you describe. Okay, I feel wussy for not even knowing half of the ways you discuss making, closing and keeping a sale.

Great read! Thank you.

24 of 24 people found the following review helpful:

5.0 out of 5 stars Please DON'T Tell My Competition!, October 29, 2007

By 

April Braswell "Your Romance Coach" (Las Vegas, NV) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Selling: Powerful New Strategies for Sales Success (Hardcover)

Kevin Hogan, PhD, has done it again. Hogan has created an AMAZING new FRESH book on Sales, gathering creative GENIUS sales minds from across 4 continents into 1 new sales book. Think about it. 91% of the sales books you rehash outdated techniques which your prospects are defended against, right?

I actually have met, trained with, and been taught by the 4 of male contributors to this book and I have been delightedly anticipating the release of their collaborative effort so I could learn EVEN MORE from them. Thank-you for sharing generously from your treasure trove of professional sales experience to teach the rest of us who want to become GREAT sales people!

They do so with wit and whimsy and down-in-the-trenches-with-you sales expertise. I have to say, as an Inside Sales Rep selling into a territory I don't live near, a number of the Sales classics books on networking, which I love, are a tad irrelevant to my job right now. Not that case with SELLING: Powerful New Strategies! Eliot Hoppe's section on Asking Great Questions was highly pertinent for me both in my job and for simply being relatively new in sales.

A big thank-you to Kevin Hogan for bringing these talented individuals together in 1 volume from which I can and am already learning and applying ideas, examples, and principles from this book. Please DON'T tell my competition about Larry Adams' Extreme Sales Event idea. It's too brilliant. All of Gary May's ideas - Buying Back the Sale. DON'T tell anyone else about this book. Dave Lakhani, well, it's already too late. He's famous. Surely millions of others have heard of him and read his superb book on Persuasion and creating a mass image. But, please, shhhhh, please don't tell my competition about this book! Just tell your boss, your team, your COO and CEO, and be sure you have stock options before you do so, dramatically increasing revenue stemming from implementing ideas garnered from this book!

26 of 27 people found the following review helpful:

5.0 out of 5 stars Tested strategies - from theoretical to practice - use them now!, October 31, 2007

By 

Gail Hurt "career transition coach" (Austin, TX) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Selling: Powerful New Strategies for Sales Success (Hardcover)

Kevin Hogan has brought experts together to provide powerful selling strategies from different points of view. Anyone reading this book with learning in mind can take away powerful new ideas and strategies. What one does with this richness of strategies is what makes the difference between the learner and the doer.

Gary May, one of the authors, is a powerful example of someone who learned new strategies, immediately used them, and refined them from his personal success and experience. He now successfully trains others. You will benefit from his expertise!

Read this book and pick at least one powerful strategy - and do it until a new habit is formed. You'll be happy you did.