The Pocket Guide to Selling Greatness

by Gerhard Gschwandtner

Book Overview

What do the most successful sales pros have in common? Attitude and leadership - crucial traits for the sales pro. This book includes lessons that give advice on an array of topics vital to achieving... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0071473858
• ISBN13: 9780071473859
• Release Date: June 2006
• Publisher: McGraw-Hill Companies
• Length: 208 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.8" x 5.2" x 7.5"

Customer Reviews

Could not put it down...

I could not imagine anyone that is in sales(and we all are-especially if you are married), not having a copy of this gem. Each chapter is about 2 pages long---makes for an easy read, especially if you only have a few minutes at a time-great for those commuters. I have allready put several of Gerhards other books on my wish list, and look forward to reading them also...A must read!

A Must Read for Professional Sellers and Sales Leaders

This book is an essential for your selling library. Not only do I own one and peruse through it periodically, but I recommend it to all of my sales coaching and consulting clients. Gerhard Gschwandtner has been studying profesional selling for over 20 years and is a wealth of knowledge about consultative, business-to-business relationships that last over time. The Pocket Guide to Selling Greatness is full of stories and ideas to inspire most any sales team. Buy it, and buy some extra copies for others in selling who could use a boost. Lori Richardson Score More Sales Sales Effectiveness Organization - Seattle

Getting a continual sanity check on how well you sell

So much of success in sales is dependent on learning to do the right things (for your customer, your company, and yourself) and then continuing to reinforce those behaviors again and again and again. The Pocket Guide to Selling Greatness is one of those elegantly simple tools that, with the investment of a couple minutes, can get you refocused on personal goals, ethics, motivation, creatively, etc. This is not something you will do a single read through. It is a resource you can pull out of your briefcase when your plane is late, or you have a couple minutes between calls, or when you are having that first cup of coffee, and continually develop yourself as a business professional.

Dynamic

Gerhard is an icon in the Sales industry. The magazine he publishes, Selling Power, is fantastic and I have read almost everything he writes. You can learn a lot about selling from this man and his books. I especially like this one.

Don't Leave Home Without Gerhard

Whether you're running a sales team or flying solo out in the field, this book will keep you firmly on the road to sales success. Written in a language today's sales professionals can understand, it's a perfect mix of pratical ideas and motivational gems from the industry's top achievers. Everyone knows the sales profession can mess with your phyche, and burnout is a real danger. As soon as I finished this book, I put it in my carry-on bag to take with me on every sales trip. It's like traveling with my own team of experts who have "been there," or my own pocket "sales therapist" who can keep me in the right mindset. Not only will it help you sell your products better, but it will help you keep youself and your team moving forward with positive attitudes no matter how hard the game gets. It's a good one, and you won't want to leave on a sales trip without it.