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Comment: The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May include "From the library of" labels.
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Selling 101: What Every Successful Sales Professional Needs to Know Hardcover – April 1, 2003

4.4 out of 5 stars 120 customer reviews

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Editorial Reviews

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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Product Details

  • Hardcover: 112 pages
  • Publisher: Thomas Nelson; 3.4.2003 edition (April 1, 2003)
  • Language: English
  • ISBN-10: 0785264817
  • ISBN-13: 978-0785264811
  • Product Dimensions: 4.6 x 0.5 x 6.5 inches
  • Shipping Weight: 2.4 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (120 customer reviews)
  • Amazon Best Sellers Rank: #6,542 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By Cathy Stucker VINE VOICE on December 6, 2003
Format: Hardcover
'Selling 101' is an easy to read and understand introduction to sales technique for those new to selling, or a quick review for experienced sales people who need a refresher. The book can be read quickly, but to get the most out of it return to each section and determine how you can apply the principles there to improve your skills.
There are chapters on overcoming call reluctance, need analysis, closing, dealing with angry clients, making the most of your time and more. You are sure to pick up at least a few good ideas. Part motivation, part how-to, 'Selling 101' may be just what you need to improve your sales results a little or a lot.
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Format: Hardcover
Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC's of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but we recommend it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.
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Format: Hardcover
I found this book to be a great asset to me as a professional salesperson. In an era when selling at any cost is popular, it's wonderful to read a book that stresses the need to be ethical, and above board in the field of selling. I also work for a company that requires the salespeople to show integrity in all that they do to help people. This book was just what I needed.
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Format: Hardcover Verified Purchase
Zig Ziglar is the master of sales. I have been reading his books since I started my career in auto sales and I credit much of my success to his knowledge and wisdom. So naturally, when I saw this book on Amazon and I realized that I had never read it, I ordered it. To my dismay, this book is not at all what I expected. Simply looking at it brought me to an uncontrollable episode of laughter, born of bewilderment and confusion.

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.
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Format: Hardcover
Zig Ziglar has done it again. As an author myself of sales books, I realize sales is about so much more than just having the 'gift of gab,' and fast talking. It's about asking the right questions and listening to the right answers. It's about not just being a consultant to others, but being a consultant to yourself. It's recognizing you are in the most honorable profession there is. Zig's theories exemplify this.
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By A Customer on July 16, 2003
Format: Hardcover Verified Purchase
This book is basically a collection of "daily affirmations." Its a feel-good book. It has very little in the way of "actionable" advice. At only 100-pages, I expected a collection of greatest hits. This is the first, only, and last Zig Zigler book I will ever buy. For people with a serious interest in tangible advice on how to increase sales effectiveness, I would recommend Michael Bosworth's "Solution Selling," or Stephen Heiman and Diane Sanchez's "The New Strategic Selling" or "New Conceptual Selling." If you need to feel good about yourself, I'd suggest a psychologist instead (or simply buy a dog). Overall grade: D-/F.
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Format: Kindle Edition Verified Purchase
To be honest I had no idea what I was buying. I didn't realize that this was more of a Pocket Version than a full fledged book on it's own, but I don't think that's a bad thing. You should be aware that this book is indeed small, it fits into my inside jacket pocket and into my Levi's back pocket. That being said, it's like the Mighty Mouse of sales books, it packs a decent sized punch and can save the day if you give it a chance, plus it's kind of nostalgic.

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.
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