Sell or Be Sold: How to Get Your Way in Business and in Life

Table of Contents:
Preface -- Chapter 1. SellingA Way of Life -- Selling Is a Prerequisite for Life -- The Commission -- Beware of False Data -- SellingCritical to Survival -- Chapter One Questions -- Chapter 2. Salespeople Make the World Go Round -- Salespeople Drive Entire Economies -- Sales or College? -- All Professions Rely on Sales -- Chapter Two Questions -- Chapter 3. Professional or Amateur? -- The Professional -- The Amateur -- The Great Shortage -- Chapter Three Questions -- Chapter 4. The Greats -- Commitment -- Greener Pastures -- The Power of Prediction -- The Only Reason You Won't Like Selling (As a Career or in Life) -- To Qualify As Great! -- Chapter Four Questions -- Chapter 5. The Most Important Sale -- Selling Yourself -- Conviction is the Make-or-Break Point -- Overcoming the Ninety-Day Phenomenon -- Get Sold or Be Sold -- Put Your Money Where Your Mouth Is -- Ice to an Eskimo? -- The Vital Point -- Chapter Five Questions -- Chapter 6. The Price Myth -- It's Almost Never Price -- The Price Experiment -- It's Love, Not Price -- Move Up, Don't Move Down -- Salespeople, Not Customers, Stop Sales -- $4 Coffee and $2 Water -- Chapter Six Questions -- Chapter 7. Your Buyer's Money -- There is No Shortage of Money -- Your Buyer and His Money -- Second Money is Easier than First Money -- The More They Spend, the Better They Feel -- Chapter Seven Questions -- Chapter 8. You are in the People Business -- The People Business, Not the X Business -- The Most Interesting Person in the World -- Communication = Sales -- People are Senior to Products (Critical for Executives) -- Chapter Eight Questions -- Chapter 9. The Magic of Agreement -- Always Agree with the Customer -- It Only Takes One -- The Agreement Challenge -- How to Soften Any Buyer -- The Magic Words -- Chapter Nine Questions -- Chapter 10. Establishing Trustp101 -- Show, Don't Tell -- Prospects Don't Make SalesSalespeople Do -- Credibility = Increased Sales -- People Believe What They See, Not What They Hear -- How to Handle the Buyer's Distrust -- Tips on Using Written and Visual Information to Close -- Help 'Em Believe You -- Chapter Ten Questions -- Chapter 11. Give, Give, Give -- The Magic of Give, Give, Give -- Love the One You're With -- Are You a Holiday Inn or a Ritz-Carlton? -- Service Is Seniorto Selling -- Chapter Eleven Questions -- Chapter 12. Hardsell -- The Hard Sell -- The Formula for Hard Sell -- Closing Is Like a Recipe -- Standing Is for Losing, Sitting Is for Closing -- Chapter Twelve Questions -- Chapter 13. Massive Action -- Take Massive Action -- The Four Kinds of Action -- Massive Action = New Problems -- Production Yields Happiness -- The10X Rule -- Act Like a Madman -- Chapter Thirteen Questions -- Chapter 14. The Power Base -- Work Your Power Base -- How to Build Your Power Base -- Impose on Them or Help Them? -- Capitalize on the Easy Sale -- Creating Power! -- Chapter Fourteen Questions -- Chapter 15. Time -- How Much Time Do You Have? -- Use Every Moment to Sell -- How Much Time Are You Wasting? -- The Lunch Opportunity -- Lunch Out = Sales Up! -- Chapter Fifteen Questions -- Chapter 16. Attitude -- A Great Attitude Is Worth More than a Great Product -- Treat'Em Like Millionaires -- A Product of Your Environment -- Tips for Having a Great Attitude -- Chapter Sixteen Questions -- Chapter 17. The Biggest Sale of My Life -- Summary -- Chapter Seventeen Question -- Chapter 18. The Perfect Sales Process -- Step 1. Greet -- Step 2. Determine Wants and Needs -- Step 3. Select Product and Present/Build Value -- Step 4. Make Proposal -- Step 5. Close the Deal or Exit -- Chapter 19. Success in Selling -- Ask Yourself These Questions -- Be Honest with Yourself: Never Justify Failure -- Chapter 20. Sales-Training Tips -- My Training Regimen for You -- Chapter 21. Create a Social Media Presence -- $250,000 Sale Success Schedule -- The Professional Salesperson's Daily Commitments -- The Ten Commandments of Sales -- Chapter 22. Quick Tips to Conquer the Biggest Challenges in Selling -- Rejection -- Negative Surroundings -- Discipline -- The Economy -- Competition -- Product Knowledge -- Follow-up -- Organization -- Call Reluctance -- Fill the Pipeline -- Closing the Deal -- Calls Not Returned -- Fear -- Peoples Emotions -- Negative Connotations of Sales -- Not Having the Right Response -- Overwhelmed by Customer Objections -- Feeling Like an Idiot -- Meeting New People -- Breaking the Ice -- Staying Motivated -- Starting Over with New Clients -- Losing Business to Others -- Lack of Consistency -- Cold-Calling/Prospecting -- Commission Only/No Security -- Long Hours -- Traits of a Great Salesperson -- About the Author.

Biographical Note:
GRANT CARDONE is an international sales training expert and New York Times bestselling author whose books and programs have positively affected hundreds of thousands of people and organizations worldwide. Appearing regularly on Fox, Grant has also been covered on CNBC, CNN, Bloomberg, Huffington Post, Wall Street Journal and over 700 radio shows nationwide. Grant also stars in his own reality TV show, Turnaround King, where he demonstrates how to turn businesses around and get back to prosperity despite tough economic times.