University of Minnesota - UMN Executive Leadership Insights
Selling 101
Book

Selling 101

What Every Successful Sales Professional Needs to Know

Zig Ziglar
Thomas Nelson, 2003
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Editorial Rating

7

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  • Applicable

Recommendation

Seldom is a book as aptly named as Selling 101. This is a true primer on the ABC’s of selling. Author and sales expert Zig Ziglar walks you through the sales process, teaching you how to find prospects, overcome "call reluctance," pose the right questions and ask for the order. He touches on all of the fundamentals, using examples from his experiences to illustrate his main points. His brief, concise prose is easy to understand and even easier to incorporate into your sales practices. The seasoned sales professional will not find anything new in this basic textbook, but getAbstract recommends it to anyone who is new to selling, particularly if you lack a mentor to give you this kind of guidance. This handy manual will provide know-how that is usually gained only by experience in the field.

Summary

Why Do You Want to Sell?

Sales professionals are treated offensively now and then, and they experience rejection - not once, but numerous times. They are subjected to feelings of frustration, paranoia, anxiety, nervousness, discouragement and self-doubt. So why would anyone want to pursue a career in sales? The reason is that for the right person, the upside of selling far outweighs the negatives. As a salesperson, you are your own boss no matter what company employs you or which supervisor checks your call sheets. This is a huge responsibility, but it offers a tremendous opportunity. You control your own destiny. Realizing your dreams is within your power. Salespeople, or "professional persuaders," are in the problem-solving business, which is tremendously gratifying. Nothing compares to making a sale while also helping others through the product or service you offer.

Every salesperson must possess certain skills regardless of what he or she is selling. To succeed in the long-term, today’s sales professional must be honest, embody integrity and behave ethically. The skills required to build a successful sales career include trustworthiness, dependability, and the ...

About the Author

Zig Ziglar is a popular motivational speaker. He has written 22 books about personal development, sales, leadership and success. His bestsellers include See You at the Top, Secrets of Closing the Sale and Success for Dummies.

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