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Supremely Successful Selling: Discovering the Magic Ingredient Hardcover – October 9, 2012
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From the Inside Flap
Everyone sellsno matter what your work or profession. The greatest salespeople know that integrity is the magic ingredient that convinces a buyer that what you're selling will benefit them. Successful salespeople don't overwhelm their potential customers or bamboozle them with misleading information. Instead, they help the buyer understand the value and appeal of a product or service for their personal life or for their business.
This book is replete with real-world success stories. It teaches you how to become an ethical ambassador for your product. Celebrated sales guru and motivational speaker Jerry Panas has harnessed the experience and knowledge of scores of the best salespeople in the country. In their own words, they explore how they overcame their own fears and understood that asking questions, listening, and building trust are what will get you to a "yes." You'll learn:
- How to take the fear out of asking
- Proven advice on how to get the appointment
- The most powerful incentives that sell your product
- The "Three Magic Questions" that engage a prospect and get them to give you the answers you need to win their business
- The four Es that make a great salesperson: Empathy, Energy, Enthusiasm, and Ethics
- And much more
Of course, not everyone will want to buy your product. But it's your job to help people understand how great an advantage you offer. Through integrity selling, you'll learn how to assure future buyers of the value of your product for their life. Learn how to become a partner to every customer, and you'll win their trustand the sale.
From the Back Cover
"You are among the most highly esteemed and privileged. You are a partner in one of life's most noble professions. You are the power that turns the axle that spins the wheel that moves the shaft that activates the lever that fires the steam that drives the engine. You are the engine that makes it all happen."
From Supremely Successful Selling
Praise for Supremely Successful Selling
"Everything you do in life is selling. We all sell no matter what we do for a living. That's what I really like about this book. It's perfect for everyone. I have 60,000 employees in my corporation. They can all use this book. Jerry has a wonderful way of telling a story. The book is easy to read, inspirational, and with just the right combination of humor and information."
Richard K. Davis, President & CEO, U.S. Bancorp
"Everyone in the world sells, no matter what your work or profession, so everyone will benefit greatly from Supremely Successful Selling. Practical, insightful, and just plain fun to read, it may very well be one of the most important books on selling that's been published in recent years.
"The book is a must-read. Jerry combines tips from some of the country's leading sales people he knows and has worked with along with insights from his own rich experience. Jerry Panas presents the key that will open any door to a successful ask.
"Jerry is a genius at pinpointing the single factor that ensures the sale . . . and the missing ingredient that will guarantee that you not fail. Supremely Successful Selling provides insights that propel you to success along with actual, remarkable stories that will inspire you to action."
Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive
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That's how long I have been selling, marketing or advancing
either products or organizations. And I learned sales from some
great ones- my original Sales Manager went on to be SVP of a major
insurance company. It was the early days of "consultative selling."
But...the absolute, central role of integrity..well, sure, we
were encouraged to be truthful but...Integrity?
Jerry Panas puts it right up the top. As he ends Chapter 5-
"Integrity isn't important- it is everything."
There are thousands and thousands of books on selling. I've read
many of them. But I cannot remember any that packed as many real-life
examples. The stories he tells illustrate Jerry's points, his lessons, his gentle coaching.
They can instruct, inspire and instill a whole new approach to whatever you
are seeking to achieve in your business or organization.
Buy this book now- and enjoy a new sales journey.
This book contains the best of his advice from his seminars and his previous books such as "Asking" and "Born to Raise" which he has broadened to include sales of any product or service.
Excellent introduction for use in training new sales people as well as ample inspiration to breathe life back into a tired sales force.
Don't let the title of this book fool you. In Supremely Successful Selling, Panas has written a guide for anyone, in any role or industry (and those trying to land a job), who wants to engage effectively with stakeholders or needs to make the case for a product, service or initiative.
In his 14th book, Panas outlines the key attributes of a successful salesperson, features lessons from the Great Ones -- among them Mary Kay, Stanley Marcus (Neiman-Marcus) and Melanie Sabelhaus (who went from IBM to second-in-command at the Small Business Administration) -- and provides proven techniques from a lifetime spent "making the sale."
Panas probably would dismiss that nickname, Customer Whisperer, because he firmly believes the role of a salesperson is to listen, rather than talk.
"You've heard about salespeople who talk too much," he writes. "But you have never heard about a salesman who listens too much."
Listening creates rapport, according to Panas, and it's only when a salesperson strikes up an honest and long-term relationship with a potential buyer that she or he can learn what the customer really needs.
"In order to listen the sale, you talk during the presentation for 25 percent of the time. The likely buyer talks for the balance, 75 percent of the time," he notes.
Throughout, Panas reminds the reader that selling isn't an end unto itself: "Your job is not to make a sale. It is to make a friend and a life-long customer."
He dedicates several chapters to nurturing good customer relationships -- "stewardship" -- and focuses on the critical role of ethics in selling. "Integrity isn't important -- it is everything," he insists.
"It can't be just a win for you...That's not integrity selling. It must be a win-win," he writes.
With short, focused chapters, lively writing, and excellent case studies from companies of all sizes, Supremely Successful Selling inspires while presenting a detailed path to follow in your own work.
The appendix includes a list of 12 objections to getting a visit with a potential buyer and how to overcome them, as well as a variety of sample letters requesting a visit.
Throughout, Panas is clear that a primary success factor for any salesperson is doing your homework. I can't think of a better way to get started than to add this book to your required reading list.