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Go Out and Sell Something!: The Recession-Proof Guide to a Successful Sales Career Paperback – May 1, 2009
About the Author
I entered the wonderful world of sales in 1988 and gained experience selling a wide variety of products and services, including contract work, water filters, electronics, appliances, and automobiles. It was 1996, however, when my dream machine and personal development quest really got started. I was a financial representative, account manager, recruiter and sales manager/director over the next 13 years before becoming a sales coach and sales VP in 2009.
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Top customer reviews
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This book is very positive and uplifting. There are three chapters in the book we can all learn from and implement in our health and fitness endevours, whether it be to stop emotional eating or running a marathon.
One of the chapters state we should write our game plan, another is to keep our promises and finally overcoming our #1 enemy.
We can take this advice and use it to guide us to lead a healthier life etc. This is a great book to have and very easy to read. The advice can used in our everday life, we don't have to be in sales to benefit.
The author delivers not by reinventing the wheel but on distilling all his positive experiences and insights into this 150 page guide of great ideas. As a bonus, the author includes references to some of the best additional materials you can find in the world of business books.
This book is great for those who have little time and are looking for simple steps that can be taken for very quick and longlasting returns. I have already used the concept of 5 Year Promise Plans with my team and the reception has been positive. It's amazing how much my team has learned from what seems like such a simple activity.
There is a great deal of extremely direct sales information in this book. How to handle (and even think about) the word 'no', the difference between order takers and persuaders (in my company we call them farmers and carnivores), and how to maintain a positive attitude are just a sample of topics that the author covers.
I believe this book can help those without any experience as well as those who've become proficient at selling. The key to achieving any benefits from this book is the set of activities at the end of each section.
As a matter of ethics, I want to point out that the author of this book supplied me with a free copy to review. I enjoyed this book a great deal and have already seen pay-offs from the activities included therein within my organization, so I can recommend it without reservations.
In summary, you sense the author is genuinely appreciative of all he has learned from authors past and present. Consequently, he does not try to pass these lessons off as "new and improved" but directs you to the writings and sources he's found beneficial to his journey. In my opinion, this honest and humble quality makes me more confident and anxious to apply all the techniques and suggestions outlined.
The book is written in a way that puts the reader in an audience listening to its author, Rollis Fontenot III, as he gives a presentation on faith, spirituality, commitment and integrity and how it relates to salesmanship. He engages readers in lessons from mentors and sellers from whom he has studied and learned techniques and practices.
The book does change courses from seemingly directed toward seasoned pros that need a refresher with topics such as game plans, perfect practice and understanding one's customers to different types of pay plans a seller can expect, targeted towards an audience launching their career. This book can serve both audiences, offering the spark needed to get moving again to the old pro - or as an outline of authors, trainers and techniques for a new seller to study further.
I enjoyed it. It was an easy read with large font that as a constant student of my profession, gave me a refresher on some important topics.
The book outlines how to push for a "yes" rather than a "no" or a "maybe". And it also talks about when to cross off a prospect, at least temporarily, until the time is right to try again. One thought from his book that I found particularly true is this, "Many salespeople find themselves easily consumed by maybes or opportunities that drag on in pending status while their competitors are picking off their business". Knowing when to move on is something we often forget.
The chapter on "Selling Hollywood Style" outlines the steps that every successful salesperson uses, almost automatically, but that every person new to selling can use. Not only a positive attitude, but positive self-talk is stressed throughout the book. This is so important in sales.
This book is very straightforward and doesn't add a lot of unnecessary fluff. It would be a great tool for any new salesperson and a good review for anyone who has been in sales for a long time. The steps are all here, in a very organized format so that all that is left to do is to go out and sell!