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

ISBN-13: 9780470496756 / Angielski / Twarda / 2009 / 208 str.

Bill Guertin

Opis

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.

Spis treści

PREFACE.

ACKNOWLEDGMENTS.

PROLOGUE: AWAKENING DAY ONE.

INTRODUCTION: WHY IT S GOOD TO BE AN 800–POUND GORILLA.

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

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

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

4 No One s Ever Done It Before: Why 800–Pound Gorillas Do What Others Won t.

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

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

7 One Banana, Two Banana: How 800–Pound Gorillas Add Value.

8 Roarrrrrr!: Why 800–Pound Gorillas Are the Ones Others Quote.

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

10 Where the Leopards Hang Out: Why 800–Pound Gorillas Know Their Competition.

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

12 Foraging, Shelter, and Mating: Why 800–Pound Gorillas Master the Fundamentals.

13 The Action Plan: How You Will Become the Next 800–Pound Gorilla.

EPILOGUE: REVELATION END OF DAY ONE.

ABOUT THE AUTHOR.

INDEX.

O autorze

Bill Guertin is the CEO of The 800–Pound Gorilla, a dynamic sales training and consulting company whose list of blue–chip clients includes the ticket sales departments of dozens of professional sports teams from the NBA, NFL, NHL, MLB, and MLS. His articles appear regularly in several major trade publications, including SportsBusiness Journal, and he is a frequent speaker at business and trade association events. Subscribe to his 800–Pound Gorilla newsletter at www.The800PoundGorilla.com, or follow him on Twitter at www.twitter.com/800poundgorilla.

Blurb

Praise for The 800 Pound Gorilla of Sales

"Talk about a book that will help you separate yourself from others and allow you to dominate your market this is it! Bill Guertin′s passion for sales shines through as he has bundled risk taking, creativity, capitalizing on opportunities and understanding the customer value proposition all into one of the most enjoyable and effective sales books. An awesome read that is loaded with real–life motivational applications to everyday sales."
Joe Clark, Vice President of Ticket Sales and Services,San Antonio Spurs (NBA)

"The 800–Pound Gorilla of Sales is a game–changer for your business, providing a realistic framework to succeed in today′s economic climate. Bill′s acumen showcases the sales process as a relationship, not a transaction."
Shawn Smith,Vice President and Chief Marketing Officer, National Basketball Association Development League

"Bill Guertin gets it. He′s been in the trenches and knows what it takes to succeed in sales on a day–to–day basis. His practical examples and real–life experience make The 800–Pound Gorilla of Sales a very valuable read for salespeople in any industry. This book is clearly a guide to sales success."
Brian McKenna, Commissioner, ECHL Premier "AA" Hockey League

"If you want to take your sales game to the next level, you need to read The 800–Pound Gorilla of Sales. This book will provide you with all the tools and resources to go get the discretionary revenue that many companies and individuals have either cut back on or decided to spend elsewhere."
Shawn Anderson, Vice President of Sales, Philadelphia 76ers (NBA)

"The 800–Pound Gorilla of Sales strikes a deep chord within. Bill Guertin understands sales and the troops in the trenches. This easy read motivates me to take my game to a whole new level. I′m inspired by Bill′s passion and energy and it shows in the book. In a world of ′best practices,′ Guertin is spot–on with attitude, persistence, and drive."
Jeff Morander, Vice President, Club Ticketing Center of Excellence, National Hockey League