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Selling 101: What Every Successful Sales Professional Needs to Know Hardcover – April 1, 2003
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About the Author
Zig Ziglar, one of the most sought after motivational speakers in the United States, offers a message filled with humor, hope and enthusiasm for audiences around the world. Many of the books he authored have become worldwide best-sellers.
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I'm in my 40's and I've been reading Ziglar's stuff for my entire adult life and it still rings true. This book will do 1 of 2 things for you, it will either remind you of all the basics that you already knew or it will open your eyes to how much more there is to this business than just offering a product. I'm OK with either outcome actually. The principals that Zig outlines in this book are just the tip of the ice berg, it's like the CliffsNotes version of all of his other works. The title says it all actually, this is indeed Selling 101, a basic foundation to build upon.
There are many people in the Sales Industry that got there by accident. These are the people that just lucked out, maybe weren't the best students and maybe haven't read a book in years. This is a good little book because it's not intimidating, you can get through it in a couple of lunch hours and pull some useful info out of it. The best part is that even though Zig passed away a few years ago, he is still selling. This book is designed to Motivate you to better yourself, and with that desire you'll want to go further on the journey with Zig. Luckily his legacy is carried on by his family and you can buy all of his other books, his certifications and classes online. This book makes me want to buy more from him, and it's a win-win.
In the mean time I'm going to listen more, sell with integrity and proceed with a couple of simple plans.
It is a miniature pocket book which I would value at no more than $4. The concepts are very basic and in some cases, outdated. If you are a Sales Professional, don't waste your time or money on this book. There are no "refresher" ideas or any useful information for you at all. Pocket books are meant to be readily available so that you can quickly reference them for information. You will never ever have a need to take this book out of your pocket. In fact, it will probably serve you better as a paperweight. This booklet is perfect for beginners, and by beginners, I mean people who just started working in sales yesterday.
I still love amazon and I still respect Zig Ziglar. I'll just need to be more careful with what I order online.
I enjoyed the chapter on call reluctance the best as it showed me that everyone gets a little anxious when making a sales call. It also helped me reaffirm that I am equipped to be a salesperson and I have the basics down.
I liked the book, and will read it again, and then again. It showed that you are really serious to have an impact to the well being of people you can improve other peoples lives.
I would recommend it this book, to everyone saleperson, for the new salespersons to know what selling profession is all about, to the already sales professionals to remind what the selling really is, and read now and then to keep in mind what is most important about selling process, when its starts and when it truly ends.