Hardball Selling (Paperback)

~ Shook (Author) "The mere mention of high-pressure selling can antagonize people..." (more)
Key Phrases: hardball selling, perfect sales presentation, assumptive close, United States, New York, Joe Gandolfo (more...)

Editorial Reviews

From Library Journal

Shook has 17 years of sales experience under his belt and has written 23 business books. He is not a modest writer, and this is not a modest book. He says that, if followed, the high-pressure strategies in this book will make an average salesperson a super salesperson. He gives examples of top sales people who exemplify his "hardball" philosophy. The author offers four basic principles and outlines how each has worked for him and others. A chatty and amusing primer on selling, this is appropriate for large public library collections.
- Richard Drezen, Merrill Lynch Capital Markets Lib., New York
Copyright 1990 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Product Description

Straightforward secrets and strategies for salespeople who want to join the
winning top 5 percent of the sales force
--Get your foot in the door
--Control the sale without manipulation
--Create a sense of urgency
--Let the buyer participate
--Learn the crucial subtleties of an aggressive approach
--Target the biggest sales
--Sell abroad
--And much more

For many companies, 20 percent of their sales force generates 80 percent of their sales volume. In this hands-on guide, Robert L. Shook, a master salesman, teaches the high-pressure strategies that mean the difference between a super seller and a salesperson. The methods spelled out in this book describe what it takes to be in the elite 5 percent.

In Hardball Selling, Shook inspires all salespeople to dare to be different and master hard selling without browbeating or offending customers. Shook spent 17 years in the trenches perfecting his successful strategies. Using the four basic principles of hardball selling, he guides you through all the steps, from getting past the "gatekeeper" to the single-minded tactics necessary to close a sale.

"Shook’s Hardball Selling is provocative and controversial--and filled with wonderful selling tips. I highly recommend it to every salesperson."--Martin D. Shafiroff, the world’s No. 1 stockbroker

Product Details

• Paperback: 224 pages
• Publisher: Sourcebooks, Inc. (December 1, 2003)
• Language: English
• ISBN-10: 1402201079
• ISBN-13: 978-1402201073
• Product Dimensions: 8.9 x 6 x 0.6 inches
• Shipping Weight: 11.2 ounces (View shipping rates and policies)
• Average Customer Review: 3.3 out of 5 stars  See all reviews (3 customer reviews)
• Amazon.com Sales Rank: #640,682 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

13 of 13 people found the following review helpful:

4.0 out of 5 stars Insightful!, September 8, 2005

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

The mere mention of "high-pressure sales tactics" makes most sales managers cringe. But the problem, says veteran salesman and author Robert L. Shook, isn't that salespeople are using such tactics, but that they are using them incorrectly. Legions of sales professionals have learned to back away from tough and aggressive techniques that work. In fact, if you use hardball techniques properly, your prospects will never know. Shook suggests that the "relationship selling" pendulum has now swung so far in one direction that it's hurting sales. Unless you give your prospect the motivation to buy, you'll leave the office with a smile but without a check. Shook believes in keeping the upper hand, guiding the client along and not backing down an inch when it comes to facing "not now" excuses. As his many colorful sales anecdotes suggest, you can't deny the effectiveness of a strong approach when it comes to closing the deal. How much you like this book, however, will probably depend on how much you hate pushy salespeople. That said, we find that the book is full of good ideas. And if you don't snap it up soon you may miss your only opportunity...well, you know the rest.

0 of 3 people found the following review helpful:

1.0 out of 5 stars hardball selling, September 8, 2008

By	Sidney M. Checketts (usa) - See all my reviews (REAL NAME)

It was a complete waste of money. A lousy book. If I could have seen it in a store I would not have bought it. Sidney Checketts

3 of 20 people found the following review helpful:

5.0 out of 5 stars The ultmate primer on selling, May 13, 2004

By A Customer

This book will change your life........