Selling 101: What Every Successful Sales Professional Needs to Know (Hardcover)

~ (Author) "Welcome to Selling 101! I would like to begin in a somewhat unusual manner..." (more)
Key Phrases: gorilla dust, call reluctance, sales profession, Need Analysis, Need Awareness, Need Solution (more...)

Editorial Reviews

Product Description

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

About the Author

Zig Ziglar, one of the most sought-after motivational speakers in the country, delivers his message of humor, hope, and enthusiasm to audiences throughout the world. He is chairman of the Zig Ziglar Corporation, whose mission is to equip people to more fully utilize their physical, mental, and spiritual resources. His client list includes thousands of small and mid-sized businesses, Fortune 500 companies, government agencies, churches, and non-profit associations. He is the author of many bestselling books, including Confessions of a Grieving Christian, Something to Smile About, Over the Top, and See You at the Top, which has sold more than 1.5 million copies worldwide.

Product Details

• Hardcover: 96 pages
• Publisher: Thomas Nelson (April 3, 2003)
• Language: English
• ISBN-10: 0785264817
• ISBN-13: 978-0785264811
• Product Dimensions: 6.4 x 4.6 x 0.5 inches
• Shipping Weight: 5.6 ounces (View shipping rates and policies)
• Average Customer Review: 3.9 out of 5 stars  See all reviews (21 customer reviews)
• Amazon.com Sales Rank: #10,695 in Books (See Bestsellers in Books)

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  #2 in	Books > Religion & Spirituality > Authors, A-Z > ( Z ) > Ziglar, Zig
  #14 in	Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques

Customer Reviews

Most Helpful Customer Reviews

39 of 41 people found the following review helpful:

5.0 out of 5 stars A Handy Primer, December 6, 2003

By	Cathy Stucker "IdeaLady.com" (Sugar Land, TX USA) - See all my reviews (REAL NAME)

'Selling 101' is an easy to read and understand introduction to sales technique for those new to selling, or a quick review for experienced sales people who need a refresher. The book can be read quickly, but to get the most out of it return to each section and determine how you can apply the principles there to improve your skills.

There are chapters on overcoming call reluctance, need analysis, closing, dealing with angry clients, making the most of your time and more. You are sure to pick up at least a few good ideas. Part motivation, part how-to, 'Selling 101' may be just what you need to improve your sales results a little or a lot.

15 of 16 people found the following review helpful:

4.0 out of 5 stars The basic smart course in sales techniques, August 31, 2006

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER)    (REAL NAME)

Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC's of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but we recommend it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.

13 of 14 people found the following review helpful:

5.0 out of 5 stars Selling 101, October 23, 2005

By	Erma J. Smith - See all my reviews (REAL NAME)

I found this book to be a great asset to me as a professional salesperson. In an era when selling at any cost is popular, it's wonderful to read a book that stresses the need to be ethical, and above board in the field of selling. I also work for a company that requires the salespeople to show integrity in all that they do to help people. This book was just what I needed.