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Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar Hardcover – May 15, 2014
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“Duct Tape Selling explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others—with our ideas, our products, our services, or even ourselves—we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you’ll learn the attitudes and abilities required to master the new world of sales.”
—Daniel H. Pink, author, To Sell Is Human and Drive
“Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.”
—Jill Konrath, author, Agile Selling and SNAP Selling
“In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.”
—Seth Godin, author, The Icarus Deception
“Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John’s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.”
—Brian Halligan, HubSpot CEO and co-author, Inbound Marketing
“Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you’re tired of seeing your sales fall apart, John Jantsch has the real-world answers.”
—Jeffrey Gitomer, author, Little Red Book of Selling and 21.5 Unbreakable Laws of Selling
“Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional.”
—Jill Rowley, social selling evangelist, Oracle
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Top customer reviews
I think this book is timely and appropriate given I’ve received several cold calls this month from sales people who should read this book. As a former salesperson, it boggles my mind that someone would pick up the phone without spending some time to at least find out a little bit about the company before making the pitch. And as John says, with the tools that are available today, it’s very easy to take signals from social data and online information to help your prospecting efforts. Listening with your ears and your eyes really has to be part of the sales process.
In the book, Jantsch also talks about creating sales insight and follow-up consulting “that’s so valuable people would be willing to pay for it”. That’s really just the sales extension of the inbound marketing model.
Sure, this is a different mind-set, but I’m really not sure how any sales person will be successful in the future without it.
This book provides a new 7-step blueprint for selling in today's new economy that focuses on guiding the prospect/customer along the entire sales experience path and delivering value in a sustainable way that makes you stand out. He breaks each step down and makes implementation manageable for a beginner as well as highly beneficial for an experienced business man or woman.
John helps you navigate the sea of endless information and tools for growing your business and shows you which ones are the best for each situation. He has also turned me on to some amazing tools that I now can't imagine living without in business!
I love how the book bridges the gap between sales and marketing. Many people think that they are not natural born, but John make the selling process easy and manageable by providing a framework that will have the sales close itself rather than having to learn/use hard closing techniques like a car salesman.
What I love most about Jantsch is he walks the talk. You can see him using these tools, techniques and strategies in his business rather than just theorizing about them. He is a true leader in today's world for business.
For the sales professional or small business owner (who by default serves as a sales leader and marketing department and the rest), this book is just as practical.
Jantsch helps us meld the idea of messaging and providing insight into our sales practice. While most salespeople know that simple calling, meeting, and closing are mostly logistical terms at this point (you still have to make calls, but the value you provide on these calls is much different than the former 'numbers game' idea), Jantsch coaches his readers on how to build out their sales process with consistent marketing messages, insightful value-added ideas, and the perspective of a business consultant vs. simple sales dude.
Check it out. He'll give you some great ideas and some great new perspectives. If they're not new to you, they'll be laid out in a very helpful, practical, actionable way.
John Jantsch's latest book has been read by yours truly, cover to cover, and in terms of content, it's nothing less than excellent. For example, John talks about "Finishing The Sale" (Chapter 12). What he IS NOT talking about is "the close." What he IS talking about is establishing and reaching the desired outcome. And while you may believe that this point is something that you understand, reading this chapter alone, will give you a very different perspective on the topic.
I don't know John Jantsch on a personal basis, but I like his books - and enjoy his writing style. He delivers value in every title, and his latest book, DUCT TAPE SELLING, is no exception. I am giving it FIVE STARS because it has earned five stars. Any other review giving him less, is just someone who has not thoroughly read the book.
John gives you actionable steps, and backs them up with not only logic, but experience. It's a great and easy read, you've made a change in the way I'll approach sales, customer acquisition and client relations!