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Publisher's Summary

Great salespeople are made, not born. Now you can learn how to get the winning edge in the art of selling from America's 5 best sales professionals: Martin Shafiroff, the world's #1 stockbroker; Bettye C. Hardeman, America's #1 residential real-estate agent; Joe Gandolfo, the world's #1 life insurance agent; Mary Kay Ash, founder and chairman of Mary Kay Cosmetics, Inc.; and Buck Rodgers, IBM's legendary super-salesman. First, follow fictitious salesman Michael Baker step-by-step through the essential stages of a successful, detailed sales presentation from preparing for the presentation and getting past the gatekeeper on the telephone to overcoming objections and closing the sale. Then, the 5 super-salespeople speak candidly about their own experiences and the secrets of their success. Among the topics discussed are how to make a cold call, how to control tone of voice and appearance, how to get on a first-name basis with the decision-maker, and how seasoned professionals deal with rejection. This is truly a must-have reference and inspiration for anyone who wants to sell anything.
©1987 Robert L. Shook (P)1987 Bantam Audio Publishing, A Division of Random House, Inc.
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Customer Reviews

Most Helpful
3 out of 5 stars
By Joy on 06-14-06

good

the book jumps around a lot and isnt organized very well. i think that shook should have used more examples instead of repeating concepts that didnt need to be repeated so many times

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6 of 7 people found this review helpful

5 out of 5 stars
By Angela on 11-12-15

Great Book

Enjoyable and educational. I learned many selling tips. Looking forward to the next one. Liked the fact that it was short... didn't get bored

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