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Supremely Successful Selling: Discovering the Magic Ingredient Hardcover – October 9, 2012

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Product Details

  • Hardcover: 224 pages
  • Publisher: Wiley; 1 edition (October 9, 2012)
  • Language: English
  • ISBN-10: 1118162331
  • ISBN-13: 978-1118162330
  • Product Dimensions: 6.2 x 0.8 x 9.3 inches
  • Shipping Weight: 14.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #810,928 in Books (See Top 100 in Books)

Editorial Reviews

From the Inside Flap

Everyone sells—no matter what your work or profession. The greatest salespeople know that integrity is the magic ingredient that convinces a buyer that what you're selling will benefit them. Successful salespeople don't overwhelm their potential customers or bamboozle them with misleading information. Instead, they help the buyer understand the value and appeal of a product or service for their personal life or for their business.

This book is replete with real-world success stories. It teaches you how to become an ethical ambassador for your product. Celebrated sales guru and motivational speaker Jerry Panas has harnessed the experience and knowledge of scores of the best salespeople in the country. In their own words, they explore how they overcame their own fears and understood that asking questions, listening, and building trust are what will get you to a "yes." You'll learn:

  • How to take the fear out of asking
  • Proven advice on how to get the appointment
  • The most powerful incentives that sell your product
  • The "Three Magic Questions" that engage a prospect and get them to give you the answers you need to win their business
  • The four Es that make a great salesperson: Empathy, Energy, Enthusiasm, and Ethics
  • And much more

Of course, not everyone will want to buy your product. But it's your job to help people understand how great an advantage you offer. Through integrity selling, you'll learn how to assure future buyers of the value of your product for their life. Learn how to become a partner to every customer, and you'll win their trust—and the sale.

From the Back Cover

"You are among the most highly esteemed and privileged. You are a partner in one of life's most noble professions. You are the power that turns the axle that spins the wheel that moves the shaft that activates the lever that fires the steam that drives the engine. You are the engine that makes it all happen."
–From Supremely Successful Selling

Praise for Supremely Successful Selling

"Everything you do in life is selling. We all sell no matter what we do for a living. That's what I really like about this book. It's perfect for everyone. I have 60,000 employees in my corporation. They can all use this book. Jerry has a wonderful way of telling a story. The book is easy to read, inspirational, and with just the right combination of humor and information."
Richard K. Davis, President & CEO, U.S. Bancorp

"Everyone in the world sells, no matter what your work or profession, so everyone will benefit greatly from Supremely Successful Selling. Practical, insightful, and just plain fun to read, it may very well be one of the most important books on selling that's been published in recent years.

"The book is a must-read. Jerry combines tips from some of the country's leading sales people he knows and has worked with along with insights from his own rich experience. Jerry Panas presents the key that will open any door to a successful ask.

"Jerry is a genius at pinpointing the single factor that ensures the sale . . . and the missing ingredient that will guarantee that you not fail. Supremely Successful Selling provides insights that propel you to success along with actual, remarkable stories that will inspire you to action."
Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

Customer Reviews

4.7 out of 5 stars
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See all 9 customer reviews
It's an easy and quick read.
Dr. John A. Farkas
Before you write your next email asking for a visit ------ read this book three times!
In fundraising, Jerry's book ASKING is the gold standard.
Roger Sullivan

Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Consumer on July 24, 2013
Format: Hardcover Verified Purchase
I am a sales coach who needed fresh ideas so I recently read about 6 books on sales, sales coaching and consulting. This book has makes many valid points and drives home that listening is the key to selling. It's worth a read I suppose if you are a beginner. I found some of the tactics to be very out-of-date and too transparent for a savvy buyer (feel, felt, found is about 30 years old). I'd start with "New Sales Simplified" by Mike Weinberg who knows today's market and dispels many "old" and over-used tactics/ideas about selling. Every sales person or coach should read "Coaching Salespeople into Sales Champions" by Keith Rosen and "Power Questions" by Andrew Sobel and Jerold Panas. Armed with those, you can't lose.
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Format: Hardcover
You've heard of the Horse Whisperer? Jerold Panas is the Customer Whisperer.

Don't let the title of this book fool you. In Supremely Successful Selling, Panas has written a guide for anyone, in any role or industry (and those trying to land a job), who wants to engage effectively with stakeholders or needs to make the case for a product, service or initiative.

In his 14th book, Panas outlines the key attributes of a successful salesperson, features lessons from the Great Ones -- among them Mary Kay, Stanley Marcus (Neiman-Marcus) and Melanie Sabelhaus (who went from IBM to second-in-command at the Small Business Administration) -- and provides proven techniques from a lifetime spent "making the sale."

Panas probably would dismiss that nickname, Customer Whisperer, because he firmly believes the role of a salesperson is to listen, rather than talk.

"You've heard about salespeople who talk too much," he writes. "But you have never heard about a salesman who listens too much."

Listening creates rapport, according to Panas, and it's only when a salesperson strikes up an honest and long-term relationship with a potential buyer that she or he can learn what the customer really needs.

"In order to listen the sale, you talk during the presentation for 25 percent of the time. The likely buyer talks for the balance, 75 percent of the time," he notes.

Throughout, Panas reminds the reader that selling isn't an end unto itself: "Your job is not to make a sale. It is to make a friend and a life-long customer."

He dedicates several chapters to nurturing good customer relationships -- "stewardship" -- and focuses on the critical role of ethics in selling. "Integrity isn't important -- it is everything," he insists.
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By JWC on December 13, 2012
Format: Hardcover
Before you prepare your next marketing and sales plan ------- read this book three times! Before you make your next sales presentation ------ read this book three times! Before you write your next email asking for a visit ------ read this book three times! Supremely Successful Selling is quintessential Panas and reminiscent of a career borne of imagination, deep and wide experience, and grounded in ethical practice.
An easy read and refreshingly thoughtful, it challenges the reader to think: differently about ethics - promises made and promises kept -- the obvious ----- and contemplate the value of careful research and planning, they importance of intense listening, and significance of timely asking.
Theory underwrites the practicalities expressed throughout this treatise. As I read the book, over and over, I can imagine chatting with Jerry over a cup of espresso munching on a croissant ---- a complex conversation and yet uncomplicated by the lengthy postulates and repetitive admonitions. The prose is entertaining, the real life stories captivating, and the logic inescapable.
This is 27 chapters filling 216 pages that should be required reading in every graduate and undergraduate academic marketing program. This is a handbook, major reference material, worthy reading by everyone with anything to sell. This is reading that makes me realize that "rainmaking" is the results of the lightning and thunder that accompany the rain showers that come from within each of us. Read this book three times as many times as you can --- and count on the building the enduring relationships that produce the best results.

---- John Kirkman, Managing Director, Acumen, LLC
December 9, 2012
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Format: Hardcover
Over the years, Jerry Panas has helped me (and hundreds of thousands of others) experience extraordinary moments before they happen. Known for decades as a clarion voice for philanthropy, Jerry overcame our fears and the sense of being so empty-handed when calling on persons of wealth. He helped us see how much we had to offer to caring people, and how pleased they could be with a worthy invitation.

In fundraising, Jerry's book ASKING is the gold standard. He anticipates for us the experience, and enables us to move past our angst into the ambitions of others.

More recently, in POWER QUESTIONS with Andy Sobel, Jerry pulls back the curtain so we can see better the things that others will enjoy discussing. It's not manipulation - its respect for those we call on, and the insight to their interests. We get to learn by listening, once we have set things in motion with the right questions.

Now, in SUPREMELY SUCCESSFUL SELLING, Jerry broadens the arena even further. After all, we all are selling something to someone, sometimes. And once again, its about respect for those we call on, in place of self-consciousness and naive notions of out-smarting someone.

It's deja vu with an even broader application. Thanks, Jerry

Roger Sullivan
Campaign Director
A global campaign of the United Methodist Church
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More About the Author

Jerold Panas is executive partner of Jerold Panas, Linzy & Partners, one of the nation’s largest firms specializing in campaign services and financial resource development. A popular lecturer, he is co-founder and chairman of the Institute for Charitable Giving, which specializes in training and coaching professionals in the field.

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Supremely Successful Selling: Discovering the Magic Ingredient
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