You are previewing Supremely Successful Selling: Discovering the Magic Ingredient.
O'Reilly logo
Supremely Successful Selling: Discovering the Magic Ingredient

Book Description

The guide to listening, building trust, and selling what the buyer wants

Everyone sells—in every aspect of your life and no matter what your profession. Supremely Successful Selling describes the art of selling that helps the buyer understand the value and appeal of a product for their personal life or for their business. Replete with stories of some of the greatest sales people in the country, this book teaches you how to listen more than talk, become an ethical ambassador for your product, and understand that everything in life is selling. You'll learn how to take the fear out of asking, the ten actions to avoid, and the most powerful incentives that sell your product.

  • Offers proven advice on how to get the appointment

  • Shares the "Three Magic Questions" that engage a prospect

  • Explains how to overcome objections, the power of the "Magic 7 Minutes," and the Four Es that make a great Sales person

Jerold Panas is one of the nation's leading consultants and a platform personality of note. He is the author of thirteen bestselling books and manages one of the largest consulting firms in the world for advising organizations and foundations on philanthropy. Let Jerry teach you how to ask questions, listen, build trust, and get to a "Yes."

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Dedication
  5. Chapter 1: A Charmed and Fulfilling Life
  6. Chapter 2: The Great Ones
  7. Chapter 3: Failure Is the Path of Least Persistence
  8. Chapter 4: Move Those Marbles
  9. Chapter 5: It's Never Too Late to Be What You Might Have Been
  10. Chapter 6: There Are Really No Mistakes in Selling—Only Lessons
  11. Chapter 7: It's a Numbers Game
  12. Chapter 8: Failing to Prepare Is Preparing to Fail
  13. Chapter 9: Go the Extra Mile that Failures Refuse to Travel
  14. Chapter 10: Sometimes You Have to Be Silent to Be Heard
  15. Chapter 11: Be Like the Busy Spider
  16. Chapter 12: Amazing What You Can Do When You Don't Know What You Can't Do
  17. Chapter 13: Listen! I Think I Hear a Sale
  18. Chapter 14: It's Astounding What You Don't Sell When You Don't Ask
  19. Chapter 15: If You Don't Know Where You're Going, You'll Probably End Up Somewhere Else
  20. Chapter 16: There Are No Shortcuts to Anyplace Worth Going
  21. Chapter 17: Know Your Product, but It's Testimony that Persuades
  22. Chapter 18: If You Think You'll Lose, You're Lost
  23. Chapter 19: Climb the Ladder of Success One Objection at a Time
  24. Chapter 20: Objections Aren't Bitter if You Don't Swallow Them
  25. Chapter 21: No Isn't an Answer, It's a Question
  26. Chapter 22: The Horrifying 10
    1. 1. You Didn't Make the Call to Set Up the Visit
    2. 2. Inadequate Preparation
    3. 3. Anxiety
    4. 4. Assuming Too Much
    5. 5. Failure to Probe
    6. 6. Poor Listening
    7. 7. Too Much on Features and Not Enough on Benefits
    8. 8. Premature Selling
    9. 9. Win-Win
    10. 10. Didn't Ask
  27. Chapter 23: Have Only Two Dials on Your Console—Fast and Faster
  28. Chapter 24: Integrity Isn't Important—It Is Everything
  29. Chapter 25: Flimflam Is Out
  30. Chapter 26: The Highest of Callings
  31. Chapter 27: The Unconquerable Joy of Selling That Ignites a Fire
  32. Chapter 28: You Don't Have to Be Great to Start, But You Have to Start to Be Great
  33. Chapter 29: Here's the Magic
  34. Appendix
    1. The Dozen Objections to Getting the Visit
    2. Overcoming the Dozen Challenges to Getting the Order
    3. Sample Letter Using a Reference
    4. Sample Letter Requesting a Visit
    5. Sample Letter Confirming a Visit
  35. About the Author
  36. Index