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If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition Hardcover – June 1, 2010
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"This book is a wake-up call. While the rest of the world is complaining about problems, Grant Cardone is working on solutions." ---Dr. Tony Alessandra, author of The Platinum Rule --This text refers to an out of print or unavailable edition of this title.
From the Inside Flap
Win and take all with these proven strategies
In the real world, not everyone gets a prize just for showing up. You either win or you lose. If you're in business during a down economy, winning means one thing: being first.
If You're Not First, You're Last is your playbook for seizing the heights by boosting sales, increasing margins, and creating new opportunities no matter the economy. Let your rivals complain about miserable selling climates! They can hide under their beds as you use the practical tools and strategies in this guide to get to work and get results.
Pulling no punches and allowing no excuses, If You're Not First,You're Last gives you:
An advance-and-conquer attitude
The secret strength of "hunger"
Your Freedom Plan
Why dominance means disregarding social norms
How to deliver at "WOW" levels
How to convert unsold goods into sales NOW
The "Power" Schedule—the exact daily formula for personal success
And so much more!
Even in a down economy, you can get to the top in your career and business—and the top is the right place to be! If You're Not First, You're Last gives you a proven set of tools to find the opportunities and act on them before your competition does. Get this powerful guide and you won't just succeed, you'll dominate.
Top customer reviews
1) This is a quick read. The book is written in conversational tone and in plain speaking language
2) It is written from someone who has done it and has been in the trenches - author is passionate and credible on the topic. For this reason the book is both motivational and inspirational - it leaves you wanting to get right at it and take ownership of your own destiny.
3) Each chapter is followed by exercises with thought provoking questions to reinforce your understanding of the concepts and approaches.
4) The book is written for the individual contributor salesperson. This is not an ivory tower text book - just practical suggestions on how a salespeople can/should move forward.
5) Cardone pushes his own sales training, books, seminars, and web site a bit aggressively (...yet, how can one fault a master salesman for asking for the business)
6) Certainly appreciated his approach of taking massive action and energy - and following up relentlessly - while others are paralyzed in the downturn.
7) I didn't find the sales strategies necessarily fresh, but the re-packaging and positioning was definitely worth the read.
8) As the title of the book suggests, the book is on sales strategies and not specifically on "selling" or "sales process" techniques. For these topics, you would be advised to check out his earlier book.
A few of my favorite excerpts from the book include:
"People develop an overall unrealistic attitude when the business is good and wind is at their backs. When the market changes and belts tighten, the forces are no longer at your back but are blowing in your face. Every weakness is greatly magnified when times get tough."
"Personal visits are the single most powerful method by which yo will ever make contact with a client and are guaranteed to advance your position. It would take 10 phone calls to equal the outcome of one personal visit."
"You must be willing - especially during economic slowdowns - to take extreme actions in order to offset the pullback. Often, the action seems extreme because people are conditioned to wait from something to happen rather than making something happen."
"Follow up, follow up, and follow up - despite what anyone tells you, despite the emotions, despite anything - follow-up."
"When people ask, "Why is he always moving so fast?" my answer is, "That's how I roll." When they ask, "What's the hurry? Chill out," inspire them by saying, "The more I do, the more I can do, and the more I can do, the more I get done!" When they tell you, "Slow down and enjoy your life," tell them, "I can't slow down. I have an economy to create so that I can ensure the future of my family."