You'll Never Get No For An Answer [Paperback]

Jack Carew (Author)

Book Description

Publication Date: November 1, 1990

Jack Carew, one of the most dynamic and innovative sales training consultants in America today, offers his ten unique strategies of Positional Selling for sales-people in every area. Whether you're selling ideas, products, or even yourself, you'll benefit from the precise, standard-setting methods shared with thousands of top sales professionals from Fortune 500 companies and major corporations around the world. Discover the Positional Selling strategies that will change your life as a salesperson:

* You'll never feel like an unwelcome guest -- if you ASSUME THE RESPONSIBILITY

* You'll never use the language of a loser -- if you BRING YOUR ENERGY TO THE CUSTOMER

* You'll never have a rejection hangover -- if you MAKE THE CUSTOMER PART OF THE SOLUTION

* You'll never make a spray-and-pray sales call -- if you FIND THE AREA OF OPPORTUNITY

* You'll never fumble over an objection -- if you INVEST IN THE RELATIONSHIP

* You'll never lose a customer -- if you TAKE THE LEAD

With Jack Carew's help, you'll learn how to develop new business, expand accounts and revitalize marginal accounts. You'll also master the human dynamics of selling, and make yourself an indispensable partner as you listen, acknowledge, explore and respond. You'll be selling with powerful, productive new energy-and You'll Never Get No For An Answer!

Editorial Reviews

From Library Journal

This book is aimed at professional sales people who want to sharpen their skills. Carew discusses the entire selling process, from preparation through follow-up. He offers practical advice, particularly in the chapters dealing with researching customers' needs and using written proposals. Although much of this information has been covered in the multitude of books written about selling, Carew does a fine job of both presentation and motivation. A worthwhile book for professional sales people as well as people considering a career in sales. Grace Klinefelter, Ft. Lauderdale Coll. Lib., Fla.
Copyright 1987 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Review

Og Mandino author of The Greatest Salesman in the World One of the most powerful and helpful books on Salesmanship that I have ever read. Even an "Old Pro" will give himself a raise if he follows Jack Carew's Strategies of Positional Selling.

Ken Blanchard, Ph.D. coauthor of The One Minute Manager If you've never read a book on how to sell, or if you've read them all -- this is the one that really works!

Kenneth Blanchard co-author of The One-Minute Manager Is for anyone who ever wanted to get a point across to someone else. It's for anyone who ever wanted to Sell something to someone else....The Carew strategies transcend the practical by combining the disciplined approach of an outstanding sales professional with the gentler skills of a person who has Developed Human Resources to their furthest potential.

San Francisco Examiner In his easygoing style, Carew leads you through his 10 strategies....And Carew's advice is valuable beyond sales. As Carew's son Kieran says: "Life is one big sales call."

Cynthia L. Knutson First Interstate Bank of Denver Jack Carew's book...balances sophistication with sensitivity and authenticity.

Miami Herald Simple...effective...This is not the credo of a Pollyanna, for Carew is a successful salesman...Sincere positional sellers ought to have customers lined up around the block.

Rick Ukena MCI Telecommunications Corporation, Washington, D.C. A must for all sales professionals...

See all Editorial Reviews

Product Details

• Paperback: 224 pages
• Publisher: Gallery Books (November 1, 1990)
• Language: English
• ISBN-10: 0671736493
• ISBN-13: 978-0671736491
• Product Dimensions: 8.3 x 5.3 x 0.8 inches
• Shipping Weight: 5.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #432,901 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5 of 6 people found the following review helpful:

5.0 out of 5 stars "A Real World Sales/Communication Experience", March 21, 2000

By 

USMC0882 "TarmacRider" (Cincinnati, Ohio USA) - See all my reviews

This review is from: You'll Never Get No For An Answer (Paperback)

I had the pleasure of reading this book a few years ago and have subsequently read many books on selling through the years. I have to say that this book remains the quintessential sales and communication book! Carew's writing style is easy to follow with real life anecdotes sprinkled throughout. Many "how to" sales books on the market try all to hard to be something they are not. That is, they are written in a style that appears to be purposely complicated or even "scientific." Thus, the sales or communication ideas in those books are never even attempted because people simply don't understand them! Let's be serious. True sales means that you will have to occasionally sit down face to face with someone and communicate with them. The better you are at communicating the more effective you will be in sales. Carew's book is simple yet highly effective. So much so that you can easily practice the sales methodology as it is introduced. I highly recommend it for anyone who sells or wants to communicate more effectively. This book will help the new sales representative as well as the self proclaimed "master of selling." Finally, this book was written to "mirror" the highly successful Dimensions of Professional Selling (DPS) workshop. You won't be dissapointed!

1 of 1 people found the following review helpful:

4.0 out of 5 stars Moves beyond inspiration to very practical help, April 2, 2002

By 

Marc "Fundraisingcoach.com" (Waterville, ME, United States) - See all my reviews
(REAL NAME)   

This review is from: You'll Never Get No For An Answer (Paperback)

Carew offers great insights into the "science" of selling so that the process is beneficial for both parties. He helps salesmen take the guess work out of their job.

2 of 3 people found the following review helpful:

5.0 out of 5 stars "A Real World Sales/Communication Experience", March 21, 2000

By 

USMC0882 "TarmacRider" (Cincinnati, Ohio USA) - See all my reviews

This review is from: You'll Never Get No For An Answer (Paperback)

I had the pleasure of reading this book a few years ago and have subsequently read many books on selling through the years. I have to say that this book remains the quintessential sales and communication book! Carew's writing style is easy to follow with real life anecdotes sprinkled throughout. Many "how to" sales books on the market try all to hard to be something they are not. That is, they are written in a style that appears to be purposely complicated or even "scientific." Thus, the sales or communication ideas in those books are never even attempted because people simply don't understand them! Let's be serious. True sales means that you will have to occasionally sit down face to face with someone and communicate with them. The better you are at communicating the more effective you will be in sales. Carew's book is simple yet highly effective. So much so that you can easily practice the sales methodology as it is introduced. I highly recommend it for anyone who sells or wants to communicate more effectively. This book will help the new sales representative as well as the self proclaimed "master of selling." Finally, this book was written to "mirror" the highly successful Dimensions of Professional Selling (DPS) workshop. You won't be dissapointed!