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.
Зміст
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
Про автора
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 Sports Business Journal, and he is a frequent speaker at business and trade association events. Subscribe to his 800-Pound Gorilla newsletter at www.The800Pound Gorilla.com, or follow him on Twitter at www.twitter.com/800poundgorilla.
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