Hardball Selling: (How to Turn the Pressure On, Without Turning Your Customer Off)

by Robert L. Shook

Book Overview

Straightforward strategies for those who want to take control of the sale and join the winning top 5 percent of the sales force

?Get your foot in the doorControl the sale without manipulation?Create a sense of urgency?Let the buyer participate?Learn the crucial subtleties of an aggressive approach?Target the biggest sales?Sell abroadAnd much more

For many companies, 20 percent of their sales force generates 80 percent of their sales volume...

• Format: Paperback
• Language: English
• ISBN: 1402201079
• ISBN13: 9781402201073
• Release Date: December 2003
• Publisher: Sourcebooks
• Length: 201 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.6" x 6.0" x 9.0"

Customer Reviews

The ultmate primer on selling

This book will change your life........

This one made me money

My sales manager was God, he took me from nothing to a couple of thousand a month. He recommended this book, I read it, and within six months I was the sales manager and set a record for Utah and Colorado states with a 75 year old company. Criticize the title or the content, but I provide better customer service and close more sales since heeding it's advice. I've cold called every 10 or more employee private company in Salt Lake City and Denver and did better than anyone else had in 75 years. Thank you Mr. Shook.

Probably the best book on selling ever written

This book doesn't just give you cheap tricks, which are re-used in every other book. Hardball breaks new ground with its current and proven sales processes, and tells you exactly how to do it. In my opinion, this could just as easily been called the Sales Bible.

I'd sure never want to meet Bob Shook in a dark alley

I love this book. I read it first about six years ago, and found it very refreshing. Hard core sales gets to everyone eventually and thus requires hard core attitude. Is the product good enough? Am I good enough? Does the customer even need this? None of this even matters! If I remember correctly, the first line of the book reads, "America has been supplied with a new whipping boy, the salesman." Learn how whip your prospect into submission, get them into a headlock and sign that contract! Bob will pull you out of your rut and send you hurtling towards success.

This is the best book on selling I've ever read

The other authors tell you how to "manipulate" and "intimidate"--this simply doesn't work anymore. This book describes how to take control of a sales presentation and provides excellent anecdotes. This is a must read for any salesperson.