The ABC of Sales: Lessons from a Superstar and over one million other books are available for Amazon Kindle. Learn more
Qty:1
  • List Price: $19.95
  • Save: $2.08 (10%)
FREE Shipping on orders over $35.
In Stock.
Ships from and sold by Amazon.com.
Gift-wrap available.
Add to Cart
FREE Shipping on orders over $35.
Used: Very Good | Details
Condition: Used: Very Good
Comment: Very Good/Very Good; Nice clean copy. No writing or highlighting. Unmarked inside and out. This item is fulfilled by Amazon and qualifies for Amazon Prime and Super Saver shipping.
Add to Cart
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 2 images

The ABC of Sales: Lessons from a Superstar Paperback – June 1, 2011


See all 4 formats and editions Hide other formats and editions
Amazon Price New from Used from
Kindle
"Please retry"
Paperback
"Please retry"
$17.87
$5.00 $0.44

Frequently Bought Together

The ABC of Sales: Lessons from a Superstar + Little Red Book of Selling: 12.5 Principles of Sales Greatness
Price for both: $30.68

Buy the selected items together

Customers Who Viewed This Item Also Viewed

NO_CONTENT_IN_FEATURE
NO_CONTENT_IN_FEATURE

Product Details

  • Paperback: 205 pages
  • Publisher: Gold Star Publishing; 1st edition (June 1, 2011)
  • Language: English
  • ISBN-10: 0983552703
  • ISBN-13: 978-0983552703
  • Product Dimensions: 0.7 x 5.8 x 8.8 inches
  • Shipping Weight: 12.6 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (41 customer reviews)
  • Amazon Best Sellers Rank: #529,738 in Books (See Top 100 in Books)

Editorial Reviews

Review

"An experienced salesman provides advice on how to find clients, nurture long-term business relationships and always close the sale. Milstein's first job was cleaning toilets at a McDonald's restaurant at the age of 16. It's the type of job most teenagers do for spending money, but the author used his free time to read the words of company founder Ray Kroc and make plans to move into management. He soon discovered his love for sales and, after finding a job as a mortgage loan officer, made his first million by his mid-20s. Currently, Milstein devotes himself entirely to sales 100-hour work weeks are typical and to always putting the interests of his customers first. While giving a speech before 300 loan officers, the author paused to respond to an e-mail he received from a customer on his BlackBerry, and when a few members of the audience commented on this display of rudeness, Milstein advised, This is what it takes to be the best. You have to be ready to drop everything for your clients. The author provides dozens of tips and techniques to find clients and close sales, counseling readers on skills such as their elevator speeches. Milstein sells home loans for a living, but insists that his techniques would work just as well for all manner of products and services, and offers advice to those who sell menswear, automobiles, seafood and hotdogs. The author devotes the last chapter to the subprime mortgage mess, and boasts that he actually prospered during the meltdown because he refused to sell risky loans to his customers. Milstein's ideas are easy to grasp; in a chapter about 40 ways to botch a sale, he counsels salespeople to always remember the client s name, never interrupt the client and always accept the client's business no matter how small the profit. These appear to be simple rules, but they could easily be forgotten by many salespeople who may be wondering why business has fallen off. Milstein's enthusiasm is infectious; throughout the book, he counsels readers to brave snowstorms, fix their clients flat tires and even paint their clients porches if that's what it takes to make the sale sound advice for any budding sales superstar. His message is clear: love the product, love the customer and do whatever it takes to close the sale." --Kirkus

"Dan Milstein shows that the American Dream is alive and well for everyone, immigrant and natural born citizen alike. The skills he teaches can be used by anyone to develop their own business and sales efforts." --Ross Rojek San Francisco / Sacramento Book Review

"This little book glows with wisdom and a deep appreciation of mankind's ability to make the workplace and life happy, making it a volume that does indeed tell a story of how something great can grow from very little beginnings and also how a philosophy of a gentle immigrant lad can help us appreciate the true American Dream. --Grady Harp - Amazon Top Ten Reviewer

From the Author

As we were putting the finishing touches on this book, a friend who knew about the project said to me, "I can see why you would write about your experiences. But why would you want to give the secrets of your success to someone who might use them to compete against you?"

The answer is simple - I'm happy to share my secrets because there really are no secrets. I'm a born salesman, so what I do is sell. I wake up thinking about our clients, I spend my entire day taking care of our clients' needs, and I go to bed thinking about how we can improve on what we did today and what we can do for our clients tomorrow.

So if someone should learn how I do what I do and then finds ways to do it better, fine! Maybe I'll learn a few things from them.

To get to where I am today I have built a sales organization in which I count on every member to have the same kind of customer focus as I do. This is important, because more than 400 employees and 1,500 of their family members count on Gold Star for their financial security.

But I want every member of my team to be far more than just secure. I want them to achieve as much success as they possibly can and to be happy pursuing their own passions. This makes my organization stronger, and it makes me stronger.

In these pages you will find a lot of information about how to sell anything. In many respects it can be used as a textbook on how to approach the sales profession and how to build a professional sales team. I have also shared enough about my personal journey to help you understand where my own drive to succeed comes from.

Enjoy my book. Learn my secrets. Then go and find your own passion. And - Always Be Closing.

Daniel Milstein

More About the Author

DANIEL MILSTEIN is founder, president and CEO of Gold Star Mortgage Financial Group. He has been recognized as the #1 loan officer in the United States; has achieved more than $3 billion in personal mortgage originations; and is one of the top 40 finance professionals in the nation, ranked by National Mortgage Professional Magazine. Milstein led the company to the Inc 500 list and one of the fastest growing companies in the United States. Gold Star has over 500 employees in 43 offices across the U.S. and has been named a Top Workplace in Michigan for three years by the Detroit Free Press. Milstein holds an honorary doctorate and BBA in business management from Cleary University, Ann Arbor, from which he graduated with honors. He is the author of The ABC of Sales: Lessons from a Superstar, which in March 2012 sold 10,000 copies and became the #1 sales book on Amazon.com and the thirty-first top seller of all ebook sales.

Customer Reviews

The stories in the book were very insightful, while entertaining.
Chris M
I personally feel it is unfortunate that the people that will or have read your book will not get to see truly how meek of an individual you are.
Phil S.
The ABC of Sales - Lessons From a Superstar - is full of great information and insight that can be used by all types of sales professionals!
Pat_Cray

Most Helpful Customer Reviews

19 of 21 people found the following review helpful By buttonfly on March 28, 2012
Format: Kindle Edition Verified Purchase
I'm very glad that I got this book for free during a promotion. I hate to give bad reviews, and this review isn't horrible because the book isn't horrible. It's simply a book about what a great salesman the author is, and how he started with 17 cents, a desire to succeed, and some well-connected friends. The ABCs that the title refers to is simply the author's own catchphrase: Always Be Closing. In his world, that means to try to sell your product to your friends at football games and dance recitals.

His story is interesting, but the advice boils down to 'be nice to people,' 'work hard' and 'always try to help'. I read the whole thing, but contemplated putting it away several times. What I came away with is "Yay! Look how wonderful I am!" Normally I wouldn't leave a review at all, but I would be angry if I had paid for this book, and feel that others should maybe be given a heads up.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
7 of 8 people found the following review helpful By Citizen John TOP 100 REVIEWERVINE VOICE on July 24, 2011
Format: Paperback
I trust this book completely in its description of what works and what doesn't in sales. The author made it big through sustained and systematic effort. He didn't even mention any shortcuts.

One thing that impressed me was how Dan Milstein persevered. He experienced certain setbacks that could cause most of us to change our minds and find another career. Instead, he determined that these "failures" signaled that he needed more preparation. This was what helped him decide to get into underwriting before trying again to get into loan origination.

Some of Dan's principles and methods were new to me. For example, the notion of staying in the office rather than going out for lunch contradicted most of what I've seen in the sales success literature. However, the reasons given make perfect sense and also demonstrate productivity-enhancing potentials that technology and systems have provided. An even better example is Dan's advice about building one's network, which he says takes a lot of time and we shouldn't believe that handing out business cards and the like can be any substitute.

As a word of caution, Dan showed why we must believe in what we're doing to earn a lot the sure way. Knowing that we're really helping people and providing a good service/product is necessary. Otherwise, how can we put the customer first and follow through in a way that generates referrals? Also, it may take years working various jobs within an industry just to get positioned to begin selling high-value services/products.

I hope this review helps viewers to feel confident in the substance of this book while being realistic that the big success, like Dan has achieved, is unlikely to materialize before years of effort and persistence.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
12 of 15 people found the following review helpful By Grady Harp HALL OF FAMETOP 50 REVIEWERVINE VOICE on July 12, 2011
Format: Paperback
The ABCs of Sales may be a book about how a loan company can succeed, but it is far more than that. This little books glows with wisdom and a deep appreciation of mankind's ability to make the workplace and life happy, making it a volume that does indeed tell a story of how something great can grow from very little beginnings and also how a philosophy of a gentle immigrant lad can help us appreciate the true American Dream.

Daniel Milstein immigrated to the US from the USSR just when the Communist giant was crumbling. Dan and his family settled in Michigan, where despite the fact that Dan spoke no English he managed to succeed not only in school but in taking jobs in McDonalds and other places to support his family and pay his own tuition for college. A `born salesman' he entered the field of loan writing and through applying his own philosophy in how to relate to people - customers, employees, potential clients, and competitors - to eventually create a highly successful nationwide business.

While there are many `success in business' stories in publication, the journey of Daniel Milstein form Russian immigrant to business superstar is a lesson in humanity: `Be Somebody Some Day' was his motto and in this enormously successful book he leads us all through the principles of applying trust, courtesy, respect, and passion for people and for work into a recipe for success. One of his leading goal is to make everyone - employees, clients, businesses, family - feel appreciated.
Read more ›
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By mike on December 14, 2012
Format: Kindle Edition Verified Purchase
This book is part rags to riches story of an immigrant family and part advice on business and sales. All in all I would say it's a good read for anyone interested in sales and business. While it isn't a how to or training manual it definitely has some good pointers.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
1 of 1 people found the following review helpful By VLGATTY on September 16, 2012
Format: Kindle Edition Verified Purchase
The book was nice peek into the life of author Daniel Milstein as he describes some of the life forces that helped to shape, motivate and inspire him to succeed. His business life success was predicated on his persistent and consistent work ethic, knowledge of product, and savvy conservative business model-one shaped mostly by economic necessity. He constantly balanced his focus between the business of today and that of "tomorrow." Although, the book credits product knowledge combined with pricing and world class service as the success business model for Mr. Milstein's personal success and Company's success, he also briefly describes some of this prospecting efforts, techniques. Overall, it was a truly inspirational book.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again

Customer Images

Most Recent Customer Reviews

Search