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Game Plan Selling: The Definitive Rulebook for Closing the Sale in the Age of the Well-Informed Prospect Hardcover – May 15, 2012

4.6 out of 5 stars 41 customer reviews

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Editorial Reviews

Review

"In the old days, salespeople were in power because they had information buyers needed. Today, buyers are in charge because everything they need to research products, services, and companies is freely available on the web. New selling models are required. Are you playing by the new rules? Marc Wayshak shows you how."
--David Meerman Scott, bestselling author of The New Rules of Marketing and PR

"When I read a sales book, I look for a couple of nuggets that will give me a competitive edge. I found a bucket of gold in Game Plan Selling."
--Bill Cates, author of Get More Referrals Now


"If you have ever played sports and need to master selling, then you will love this book. Game Plan Selling shows us how to be a champion in the sport of sales."
--Jim Tunney, entrepreneur and former NFL referee, "The Dean of NFL Refs"

"If you are looking to close more sales then this book is a must-read. Marc Wayshak provides a great new perspective on and a lot of usable solutions to one of the oldest challenges in selling--closing the deal."
--Suzanne Bates, bestselling author of Speak Like a CEO


"If you want to learn how to close business deals in today's market, this comprehensive sales guide will put you ahead of the curve."
--Dan Schawbel, Inc. Magazine 30 Under 30 honoree & bestselling author of Me 2.0

About the Author

        Marc Wayshak is a sales strategist and the bestselling author of Game Plan Selling and Breaking All Barriers. He created the Game Plan Selling System, a revolutionary sales methodology, based upon his experiences as an All-American athlete, Ivy League graduate, startup entrepreneur and years of research, training and selling. Marc's innovative selling system works for salespeople, entrepreneurs and companies alike. He is a regular online contributor to Fast Company, Reuters, Entrepreneur, The Huffington Post, the Hoover's Bizmology blog and the Salesforce blog. 
Marc holds an MBA from the University of Oxford and a BA from Harvard University.
        While studying for his undergraduate degree at Harvard, Marc suddenly lost all his college savings in a stock market crash. Compelled to have to help pay for college, Marc started a small marketing company. Little did he know, he was about to embark on a journey filled with challenges. He would soon learn just how hard it was to have to sell in order to survive.
        By using the right techniques, Marc created exponential growth for his marketing business, turning it into one of the fastest growing event marketing companies in New England. The expanding client list soon included corporations such as Subway Sandwich Shops, ExxonMobil and Getty Oil. As his company grew, Marc served as captain of Harvard's rugby team and was selected as an All-American rugby player. These experiences as a top athlete further shaped his sales philosophy, as he discovered many similarities between closing the sale and winning on the field. After selling his business at just 23 years old, Marc began teaching sales to organizations both large and small.
        Today, Marc Wayshak is known as America's Sales Strategist. He shares the powerful strategies and techniques of the Game Plan Selling System through writing, training and coaching. Marc travels the world helping organizations and entrepreneurs transform their sales.
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Product Details

  • Hardcover: 186 pages
  • Publisher: Breakthrough Success Publishing (May 15, 2012)
  • Language: English
  • ISBN-10: 0985411309
  • ISBN-13: 978-0985411305
  • Product Dimensions: 5.5 x 0.6 x 8.5 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (41 customer reviews)
  • Amazon Best Sellers Rank: #2,056,293 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
I make a ton of cold calls everyday and Wayshak's technique on prospecting completely changed the way I look at my job. I like how he lays out specific questions to ask prospects and his opening play concept is something that I now use all the time. A must-read for sales people.
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Format: Hardcover
As a Vice President of Sales and Operations for one of the nation's largest home health providers, I am always searching for materials that will enhance our ability to meet and exceed our customer's needs. Game Plan Selling is a must read for any executive leading a sales organization. Marc 'uncomplicates' the sales process. The book provides a dozen gems of information that any person in your organization can take and run with. Its simple to understand and just as easy to implement. The message the book brings to life, has personally helped me identify and close a large deal for my organization. I have read a hundred business books on motivation, sales, all of the 'how to' books, and Game Plan Selling is among the very best. Frankly, because it works. I have seen results within a month of reading it. Read it and follow it. You will not be disappointed.
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Format: Hardcover
If you are new to Sales or are an experienced pro, this book will give you a Plan to Succeed.

Check out Chapter 3 of this book "The 31 Most Common Struggles in Sales" This chapter alone is worth the price of the book. If you are not experiencing one of these challenges than you are either not being honest with yourself or you are already in the top 5% of your profession. If you are in the top 5%, congratulations, if you are not in the top 5% than this will certainly give you a plan to achieve that status.

Sales is a profession and many "suspect" prospects treat us like we are not deserving of their time before we speak. Marc will show you how to determine if the "suspect" is deserving of our time. He shows us that disqualification is crucial for serious sales growth.

This book will give you 59 easily laid out rules to build your skills. I would highly recommend this book as well as Marc's previous book "Breaking All Barriers" Read and Succeed!
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Format: Hardcover
Marc has written an excellent book. He struggled when he first started and developed a systematic method of generating and closing opportunities. He provides the steps, issues and solutions...I would recommend this book to anyone regardless of their experience level as Marc moves well beyond the traditional selling approach...
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Format: Paperback Verified Purchase
This is just an OK book. Just OK and not approaching good. It is geared to individuals that are in commissioned sales, involved in cold calling with no plan. Why you would be in commissioned sales with no plan is beyond me, but apparently there are those out in the marketplace that fit this category. Here's really all you need to know about this book; Page 9 & 10: "But these people" (those that he was pitching) "had one thing in common; the didn't buy."..... "To be clear, our business did grow during those years- thanks mostly to some lucky opportunities..." He then pays $10,000 for an "intensive sales coaching program," and out of the blue "received an offer to sell to a competitor of ours" and "went on to become one of the youngest sales trainers in America." It's not all that hard to give yourself a title, especially if you have a nice "safety net" in the bank.

You can call your "system" anything you want, but the bottom line is if you don't have a plan... a specific plan, you better take a job at the local grocery store stacking produce.

Selling, especially the type that requires lead generation and cold calling, is not for the faint of heart. You are going to hear a lot of no's face a lot of rejection. But take heart, despite what Mr. Wayshak would have you believe, this type of selling IS a numbers game and you need to thank each prospect that says "no" because it's one more closer to the one who says "yes."
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Format: Hardcover
Let's face it, sales is an old job. What makes it new is the product and the method selling it. Marc has a proven method to increasing your sales without driving yourself crazy. I was new in the "sales game" when I went to one of Marc's seminars. It was INCREDIBLE. I bought his book and it is getting dogeared from reading and referring to it so often. Every day offers a new chance for introductions and increased sales. I have been doing both fairly consistently after reading his book. My boss has asked me what the secret is and I've told her just have a Game Plan. You will enjoy this book.
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Format: Hardcover
It is rare that I am this satisfied with a sales book I have purchased. Mark has found a way to not just simplify but enhance the sales process. I have used the tips in this book and have seen my approach evolve and I'm closing a higher percentage of sales in a more timely manner. I would recommend contacting Mark and having him speak at a company or association function as my association did.
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Format: Paperback
I've read lots of books on sales over the years, and the reason I'm giving this five stars, and the reason it's so outstanding, is it gives you an entirely fresh approach to the selling process. For one thing, it's up-to-date. It's aware of how much the sales process has changed in the last few years, given that buyers can get pretty much all the information they need for comparisons using the Internet.
The book is also outstanding because it's enormously interactive. There are many opportunities for you to write down how this applies to you and you can list steps that you'll take to reach your goals. And then, on top of everything else, the book is unusually readable. Wayshak uses stories and his life for illustrations. I thought the book was so interesting that I imagine someone who isn't into selling would still enjoy the book.
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