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Supremely Successful Selling: Discovering the Magic Ingredient

Supremely Successful Selling: Discovering the Magic Ingredient

Jerold Panas

ISBN: 978-1-118-23949-0

Sep 2012

224 pages

$16.99

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."

Chapter 1 A Charmed and Fulfilling Life 1

Chapter 2 The Great Ones 7

Chapter 3 Failure Is the Path of Least Persistence 17

Chapter 4 Move Those Marbles 23

Chapter 5 It’s Never Too Late to Be What You Might Have Been 29

Chapter 6 There Are Really No Mistakes in Selling—Only Lessons 37

Chapter 7 It’s a Numbers Game 45

Chapter 8 Failing to Prepare Is Preparing to Fail 53

Chapter 9 Go the Extra Mile that Failures Refuse to Travel 61

Chapter 10 Sometimes You Have to Be Silent to Be Heard 69

Chapter 11 Be Like the Busy Spider 77

Chapter 12 Amazing What You Can Do When You Don’t Know What You Can’t Do 85

Chapter 13 Listen! I Think I Hear a Sale 91

Chapter 14 It’s Astounding What You Don’t Sell When You Don’t Ask 99

Chapter 15 If You Don’t Know Where You’re Going, You’ll Probably End Up Somewhere Else 105

Chapter 16 There Are No Shortcuts to Anyplace Worth Going 113

Chapter 17 Know Your Product, but It’s Testimony that Persuades 121

Chapter 18 If You Think You’ll Lose, You’re Lost 127

Chapter 19 Climb the Ladder of Success One Objection at a Time 135

Chapter 20 Objections Aren’t Bitter if You Don’t Swallow Them 141

Chapter 21 No Isn’t an Answer, It’s a Question 145

Chapter 22 The Horrifying 10 155

Chapter 23 Have Only Two Dials on Your Console—Fast and Faster 165

Chapter 24 Integrity Isn’t Important—It Is Everything 171

Chapter 25 Flimflam Is Out 175

Chapter 26 The Highest of Callings 179

Chapter 27 The Unconquerable Joy of Selling That Ignites a Fire 185

Chapter 28 You Don’t Have to Be Great to Start, But You Have to Start to Be Great 191

Chapter 29 Here’s the Magic 197

Appendix 203

About the Author 209

Index 211