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The 800-Pound Gorilla of Sales: How to Dominate Your Market



The 800-Pound Gorilla of Sales: How to Dominate Your Market

Bill Guertin

ISBN: 978-0-470-49675-6 November 2009 208 Pages


Smart insight and best practices for achieving sales excellence in any market

The proverbial 800-pound gorilla is the monster in the room that you just can’t ignore, though maybe you want to. In sales, the 800-pound gorilla is that salesperson or company who totally dominates their market, taking more than their fair share of business, and winning time after time. How can you compete with that? More importantly, how can you be that?

The 800-Pound Gorilla of Sales uses case studies of individuals and companies who dominate their markets to show you how to become the biggest beast in your particular sales jungle. Combining sales best practices, creative marketing, memorable service, and innovative techniques, this monster of a sales guide doesn’t just show you how to win more business; it shows you how to win almost all of the business.

• Includes real-world examples and proven tactics for total sales domination
• Written by a professional sales trainer with clients in the NBA, NFL, and MLB, and more than 25 years of on-the-street selling experience
• Features actual case studies of individuals and companies that consistently dominate their competition

In the sales game, more is always better. This guide will show you how to grab a gorilla-size piece of your market.

Preface ix

Acknowledgments xi

Prologue: awakening—day one xiii

Introduction: why it’s good to be an 800-pound gorilla xxi

1 Live Large, Take Charge: Why 800-Pound Gorillas Think Bigger Than Anyone Else 1

2 When You’re Really Big, It’s Hard to Hide Anywhere: Why 800-Pound Gorillas Must Be Authentic 14

3 Thank You, American Tourister: Why 800-Pound Gorillas Get to Rattle the Cage 28

4 No One’s Ever Done It Before: Why 800- Pound Gorillas Do What Others Won’t 38

5 Because They Look Good in Blue Tights: Why 800-Pound Gorillas Are Heroes to Those They Serve 56

6 The Really Strong Really Silent Type: How 800-Pound Gorillas Talk Less and Do More 66

7 One Banana, Two Banana: How 800-Pound Gorillas Add Value 77

8 Roarrrrrr!: Why 800-Pound Gorillas Are the Ones Others Quote 90

9 Speak the Language of Yes, but Take No for an Answer: How 800-Pound Gorillas Get Beyond Rejection in Selling 106

10 Where the Leopards Hang Out: Why 800-Pound Gorillas Know Their Competition 116

11 It’s More Fun to Beat Your Chest and Roar: Why 800-Pound Gorillas Bring Passion to All They Do 125

12 Foraging, Shelter, and Mating: Why 800-Pound Gorillas Master the Fundamentals 137

13 The Action Plan: How You Will Become the Next 800-Pound Gorilla 153

Epilogue: revelation—end of day one 161

About the author 165

Index 167