Synopses & Reviews
Everybody Sells.
It doesnt matter if youre a novice, a practiced professional, or a high-powered CEOyour success depends on how well you sell your product, your service, your idea, yourself. Bestselling authors Robert L. Shook and Barry Farber present you with an unmatched advantage into the world of business and salesthe secrets, strategies, tactics, and insights of an elite group of industry leaders. Handpicked to cover the crucial aspects of successful selling, these high-profile CEOs and entrepreneurs each share a story from their rise to the top of their field, and reveal applicable lessons for always closing the sale (no matter whats being sold).
Success Secrets of Sales Superstars offers a great collection of stories that are both engaging and memorable. Regardless of your industry or level of sales experience, you will find inspiration in this book. As Barry and Robert note everybody sells.
-Isadore Sharp, Founder and Chairman, Four Seasons Hotels and Resorts
A picture paints a thousand words and a story paints the road map. Farber and Shook deliver a powerful message on how building relationships, adding value, listening and execution will change the way you sell and get results. Great read.
-Dimitrios Smyrnios, President, Nestlé Dreyer's Ice Cream Company
Ive always believed that the best sales strategy is to build relationships first and then do business. Barry Farbers new book takes this concept to the next level with great stories from iconic business leaders that are insightful, often amusing and always relevant.
-Jim McCann, Founder and CEO, 1-800-FLOWERS.COM and Celebrations.com
Robert L. Shook is one of Americas premier business writers. He is the author of 57 books. He has ghostwritten three New York Times #1 bestsellers. Prior to becoming a fulltime author, Shook spent 17 years in sales and sales management in the insurance industry.
Barry Farber consults with corporations, professional athletes and entertainers helping them market their products and land more deals. He is the best-selling author of 12 books with over one million copies sold. Prior to starting Farber Training Systems Inc., he was a top sales rep and sales manager in the office products industry.
Review
For more than two decades, Barry Farber has been bringing successful sales strategies to companies like mine. They all rely on two important elements simplicity and creativity and this book has both.
Arthur Wagner, President and Co-Founder,Active International
Farber and Shook use real-life success stories to demonstrate the best techniques to cut the clutter and strategically engage decision makers in a meaningful way to capture business. Their examples are ones every sales professional can execute and clearly show how thinking out of the box and really taking the time to understand your clients needs can make a world of difference in growing your business.
Bonnie Habyan, Executive Vice President of Marketing, Arbor Commercial Mortgage
Farber and Shook combine their real world sales experience and entertaining stories with the top sales experts so anyone in any profession can benefit. Fast read and practical tips you can use right away.
Bill Carigan, Vice President of Strategic Markets, Cintas Corporation
Farber has produced another hard-hitting gem that anyone serious about selling must read.
It is years of real-world sales experience captured in an entertaining and useable guide.
Jim Coriddi, VP, Dealer Division, Ricoh U.S.
Success Secrets of Sales Superstars offers a great collection of stories that are both engaging and memorable. Regardless of your industry or level of sales experience, you will find inspiration in this book. As Barry and Robert note everybody sells.
Isadore Sharp, Founder and Chairman, Four Seasons Hotels and Resorts
A picture paints a thousand words and a story paints the road map. Farber and Shook deliver a powerful message on how building relationships, adding value, listening and execution will change the way you sell and get results. Great read.
Dimitrios Smyrnios, President, Nestlé Dreyer's Ice Cream Company
Ive always believed that the best sales strategy is to build relationships first and then do business. Barry Farbers new book takes this concept to the next level with great stories from iconic business leaders that are insightful, often amusing and always relevant.
Jim McCann, Founder and CEO, 1-800-FLOWERS.COM and Celebrations.com
This book is a must have if youre in any type of sales. Barry has put together an incredible list of people whose philosophies are game-changing.
Mitch Modell, CEO, Modell's Sporting Goods and featured boss on CBS Undercover Boss
Full of valuable insights and remarkable business practices. Each story provides practical ideas that are field tested. If you want to improve your business, read this book.
C. Britt Beemer, founder and CEo, America's Research Group
Synopsis
Shook and Farber invite eager entrepreneurs to join 33 of todays business and sales best as they share the details behind their greatest sales moves and ultimately, impart valuable lessons on how to sell your way to success.
Crafted to cover a variety of industries, products, and services, this entertaining playbook urges entrepreneurs to reinvent their sales approach, illustrating proven techniques, tips, and tricks in each story and summarizing the unique take-away offered by its teller. Entrepreneurs uncover such pearls as how to ignite creativity to overcome sale barriers, how to create long-term customers, and how to sell what the customer wants (hint: its not always a product or service). Entrepreneurs also gain invaluable insight and encouragement as they turn from story to story, leaving the pages with lessons learned and the excitement of being privy to an exchange among the elite in their industry.
Synopsis
Learn how Roger Newton, the co-discoverer of Lipitor, made an internal sale against all odds that championed the world's all-time best-selling drug. Meet Mark Roesler, CEO of CMG Worldwide, a firm that represents Elvis Presley, James Dean, Marilyn Monroe and hundreds of other departed celebrities. Gain valuable advice from storytellers Martin Shafiroff, Americas number-one financial advisor; Bob LaMonte, a super sports agent who specializes in representing NFL head coaches; Dave Liniger,CEO of RE/MAX...
It doesnt matter if youre a novice, a seasoned professional, or a high-powered CEOyour success depends on how well you sell your product, your service, your idea, yourself. Seasoned salesmen Robert L. Shook and Barry Farber interviewed top salespersons across a variety of industries and have written a collection of fascinating stories, each offering a lesson, valuable insight, or nugget of wisdom that will enhance your selling skills and boost your sales production. As you read these first-person narratives, you will feel as if they are talking directly to you, revealing valuable details behind their greatest sales moves, and imparting priceless lessons on how to sell your way to success. Most important, you can put their valuable insights to immediate use to boost your career.
About the Author
Robert L. Shook is a
New York Times best-selling author and one of Americas premier business writers. He is the author of 57 books. His one work of fiction, The Pep Talk, will be released in 2014 as a feature movie. Prior to becoming a full time author, Shook spent 17 years in sales and sales management in the insurance industry.
Barry Farber has been consulting corporations, business owners, professional athletes, and entertainers helping them breakthrough and land more deals. He has authored 11 books with more than one million copies sold.
Table of Contents
Foreword by Jack Canfield
Introduction
- "Turning Dreams into Realities" by Martin Shafiroff, America's Number One Financial Adviser
- "The Treaty of Toronto" by Bob LaMonte, Sports Agent
- "Your Reputation Is Your Most Valuable Asset" by David L. Steward, Founder and Chairman, World Wide Technology
- "The Man Who Represents Dead Celebrities" by Mark Roesler, CEO,CMG Worldwide
- "When Selling Abroad, Be Sure to Understand the Culture" by L. Kevin Kelly, CEO, Heidrick and Struggles
- "The Biggest Sale that Almost Didn't Happen" by Dave Liniger, Founder, CEO, RE/MAX
- "Be Ready When the Playing Field Shifts" by Deborah Dunsire, MD, President and CEO, Millennium Pharmaceuticals Inc.
- "A Captive Audience" by Alan Levy, Founder, CEO, Cinchcast, Inc.
- "The Method Is in the Math" by Gary T. Fazio, CEO, Simmons Bedding Company
- "Persistency Pays Off" by Craig R. Smith, Chairman, Swiss America Trading Corporation
- "The Power of Transparency" by Phillip R. Styrlund, CEO, The Summit Group
- "Letting the Customer Know He's Important to You" by Richard Santulli, Chairman of the Board, Milestone Aviation Group
- "God's Gift to Women" by Barbara Sunden, Number 1 National Sales Director, Mary Kay, Inc.
- "Selling What the End User Wants" by Neil Friedman, President, Toys "R" Us
- "Being a Good Listener" by Kirwan Elmers, Co-Founder, Custom Coach CorporationT
- "Doing Good is Good for Business" by Rob Groeschen, Founder, CEO-Resource One and InRETURN
- "Knowledge-There is No Substitute for It!" by Jeffrey S. Schottenstein, Merrill Lynch Managing Director - Investments; Private Wealth Advisor
- "Selling Homes to the Rich and Famous" by Joyce Rey-America's Legendary Residential Real Estate Salesperson
- "A Matter of Trust" by Douglas Vlchek, Chief Wisdom Officer Emeritus/Senior Vice President-DaVita, Inc.
- "A Magical Moment" by Joe Bourdow, Former President-Valpak Direct Marketing Services Inc.
- "A Breakthrough Sale" by Stephen Rauch, President and CEO-ADB Airfield Solutions
- "Selling the Dream" by Vincent L. Morvillo, Jr. Owner-Sea Lake Yachts Sales
- "Knowing Your Customer's Passion" by Catherine L. Hughes, Founder, Chairperson of the Board-Radio One, Inc.
- "Little Things Make a Big Difference" by Jack Mitchell, CEO -The Mitchell Family of Stores
- "Resourcefulness" by Jeff Herman, President-The Jeff Herman Literary Agency LLC
- "Even A CEO has to Sell Himself," by Thomas L. Millner, President and CEO of Cabela's Incorporated
- "The Million-Dollar Offer" by Stephen Michella, Vice President-Eggland's Best
- "The Price of Happiness" by Janis Spindel, Founder, CEO-Janis Spindel Serious Matchmaking, Inc.
- "The Sale That Saved the World's Biggest-Selling Drug" by Roger Newton-Co-Discover of Lipitor
- "Be Flexible" by Hal Becker, Sales/Customer Service Consultant
- "Building a Strong Company Culture" by Shau-wai Lam, CEO, Chairman of the Board, DCH Auto Group
- "It Takes a Team" by Carl Farrell, Executive Vice President, SAS
- "Feeding a Big Ego" by Barry Farber
- "How to Avoid 'the Slow No'" by Robert L. Shook