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Selling Without Selling: 4-1/2 Steps to Success Paperback – Bargain Price, September 19, 2003


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Product Details

  • Paperback: 208 pages
  • Publisher: AMACOM (September 19, 2003)
  • Language: English
  • ISBN-10: 0814471862
  • ASIN: B008SM1E9S
  • Product Dimensions: 9 x 6.3 x 0.6 inches
  • Shipping Weight: 11 ounces
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Best Sellers Rank: #9,538,467 in Books (See Top 100 in Books)

Editorial Reviews

Review

Future state of selling. -- John Stephens, Business Manager, 3M Company

Leads to quota-busting results. -- Gerhard Gschwandtner, Publisher

Makes you a better salesperson. -- Don Logan, Chairman, Media and Communications Group, AOL Time Warner

Priceless resource. -- Marsha Firestone, Ph.D., President, Women President's Organization

Read it and REAP. -- Jack Haire, Executive Vice-President, Time, Inc.

About the Author

Carol Super (New York, NY) was a two-term president of 3M's Cooperation for Growth sales program. At AOL/Time Warner, her sales responsibilities included Time, Newsweek, U.S. News & World Report, Business Week, and Sports Illustrated. Ronald D. Gold (New York, NY) is the president of a Manhattan advertising agency and an award-winning copywriter.

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Most Helpful Customer Reviews

5 of 6 people found the following review helpful By Lynellen Perry VINE VOICE on December 17, 2003
Format: Paperback
Part of Mary Kay's company philosophy is to "enrich women's lives", and this book can help you see how to be successful exactly by enriching others! The 4.5 steps are: Attitude, Rapport, the Process Inquiry, Presentation, and the Close. I dont see the table of contents on this detail page yet, so I'll give it to you: Ch1-Understanding Responsibility, Mission, and Response-Ability. Ch2-Building Rapport with Potential Clients. Ch3-Using the Super Theory or Relate-tivity. Ch4 -Harnessing the Power of Inquiry. Ch5-Creating a Successful Presentation. Ch6-Recognizing the Close--Just Reconfirm and Ask "When". Ch7-Overcoming Obstacles to Success. Ch8-Prospecting. Ch9-Everybody Hates Making Cold Calls. Ch10-Learning Super's Secrets of Sales Tool Maintenance. Ch11-Lagniappe.
These are things we all hear at unit meetings, but the author brings fresh perspective and practical support to them. A fast and fabulous read.
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2 of 3 people found the following review helpful By "anonymous182" on October 20, 2003
Format: Paperback
I'm sold, and I didn't mean to be. After 10 years in sales -- and reading more than a few books on selling -- I was skeptical. The book's power rests in its unobtrusive, common-sense approach: treat your prospects like you would a friend --understand them, speak their language, and be a partner in achieving their goals. Sounds easy, and it is...if you have the right tools. It's all there in the pages, the answers revealing themselves through the book's friendly and simple style. The book's best achievment is in living up to its title: you will be sold before you ever realize what happened.
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2 of 3 people found the following review helpful By Lori Lionetti on October 31, 2003
Format: Paperback
"Selling without Selling" is a great tool for success! I love all the quotes and references made from some of my favorite authors (i.e. Deepok Chopra, Tony Robbins and Dr. Wayne Dwyer. This an absolute must for sales people and anyone striving for success! Looking forward to the next book!
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Format: Paperback
Anyone in public relations of any kind needs to read this book! I am not in sales, but found every page full of information that will be helpful to me as Executive Director of a non-profit organization. The book is light-hearted and fun to read, and the reader learns (without learning).
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Format: Paperback Verified Purchase
This book is filled with great information BUT as an executive recruiter Chapter 9 on cold calls is not just good but indispensible! It sure helped my cold calling routine.
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2 of 3 people found the following review helpful By A Customer on October 21, 2003
Format: Paperback
For anyone interested in a career in sales, this is a must read,
takes the mystery out of selling in clear precise terms.
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