Selling: Powerful New Strategies for Sales Success (Hardcover)

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

Editorial Reviews

Product Description

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"

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: 4.9 out of 5 stars  See all reviews (21 customer reviews)
• Amazon.com Sales Rank: #514,180 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

35 of 35 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)

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.

26 of 26 people found the following review helpful:

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

By	April Braswell "www.AprilBraswell.com" (Las Vegas, NV) - See all my reviews (REAL NAME)

Amazon Verified Purchase

Kevin Hogan has done it again! Created an AMAZING new FRESH book on Sales, gathering creative GENIUS sales minds from across 4 continents into 1 new sales book.

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!

24 of 24 people found the following review helpful:

5.0 out of 5 stars Above & Beyond Sales 101, October 31, 2007

By	Leah Badertscher - See all my reviews

I was fortunate to read an advance copy of "Selling: Powerful New Strategies for Sales Success" and it has made a profound impact in my life. Being familiar with Dr. Mollie Marti's success as a psychologist and life coach specializing in human performance, I was excited to hear that she was bringing her scientific expertise and real world wisdom to a larger audience. As expected, Dr. Marti delivers principles and tools that carry all the power and substance of scientific research. As a bonus, she writes with a clarity, candor and comfortable ease that make it easy to imagine that this is a conversation you'd have with a trusted friend or mentor. A highly qualified friend or mentor.

In "Selling," Dr. Marti has teamed with a group of five selling experts to present strategies and routines for sales professionals interested in taking their sales performance to new heights. The sales techniques undoubtedly will help sales professionals get better results.

Although I am not a salesperson per se (after reading the book my idea of who is in sales has definitely broadened), I still found myself taking notes throughout the entire book on concepts and strategies with applications that will help me as a self employed mediator and writer. The information provided goes well beyond "Sales 101" and there is a wealth of material for anyone who is perennially in pursuit of living life to the fullest and achieving their full potential.

Everyone will find their favorite and most relevant sections and for me they were Dr. Marti's chapters under "Part II: The Inner Game." The material on establishing a value based direction and adopting a prospective, process oriented approach truly resonated with me. Dr. Marti not only inspires you to envision leading a more purposeful and fulfilling life, but she actually gives you the tools you need to create lasting changes.

The material in this book on strategies, routines, and daily actions has made a direct and substantial impact on my performance. As a competitive triathlete, the applications to sport were immediately apparent. I have begun implementing many of them in my regular training routine and my performance has improved. More surprising to me has been the relevance of these tools and strategies to my practice of creative writing. The changes this book has helped me make in my writing routine are already resulting in the kind of productivity every writer hopes for, and, as for writer's block? It hasn't been an issue.

Congratulations to Mollie Marti and her colleagues on putting together this excellent sales resource. And congrats to any reader smart enough to buy it and not limit this powerful advice to sales applications but to let it work for you in all areas of your life!

Leah Badertscher, J.D.