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The Patterson Principles of Selling Hardcover – Apr 16 2004

4.3 out of 5 stars 12 customer reviews

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Harry Potter and the Cursed Child
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Product Details

  • Hardcover: 140 pages
  • Publisher: Wiley; 1 edition (April 16 2004)
  • Language: English
  • ISBN-10: 0471662623
  • ISBN-13: 978-0471662624
  • Product Dimensions: 15.8 x 1.6 x 23.2 cm
  • Shipping Weight: 318 g
  • Average Customer Review: 4.3 out of 5 stars 12 customer reviews
  • Amazon Bestsellers Rank: #478,267 in Books (See Top 100 in Books)
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Product Description

From the Inside Flap

Are you selling, or are they buying?
And which do you think is more powerful?
Are you telling your story, or are your customers telling your story for you?
And which do you think is more powerful?
And while you are thinking about it, what kind of reputation are you creating for yourself?
And how important is that as you enter your next sales call?

Lucky for you all these questions and hundreds more are answered inside The Patterson Principles of Selling.

In the 1880s, John Patterson began creating selling principles that sold millions of cash registers. Or, at least created a buying atmosphere for millions of cash registers. And as you read through these pages you’ll understand that his guiding principles which succeeded in 1900 will elevate your career to new success heights in the 21st century.

Jeffrey Gitomer is not just a world-class expert in selling. He is also a world-class student of sales. And as he studied John Patterson’s principles, he modernized them from horse and buggy to private jet. From telegrams that took three days to deliver to wireless communications that connect in a millisecond. From unpaved roads to superhighways.

Take these success principles that earned John Patterson a fortune and a legendary place in modern American business, study them, adapt them, and put them into practice so that your career can earn you the success that you deserve.

Jeffrey Gitomer
Chief Executive Salesman

From the Back Cover

"Progress is the result of thought."
–from the Think! booklet, 1911

What prevents you from achievement?
How many distractions steal your time?

What are the five most influential sales books you have read?
What books are in your sales library?

Ever get a great idea?
Ever not follow through with it?

What principles of sales do you live by?
Do you even have any?

What does the word "probable" mean to you?
How does "probable" affect your attitude?

What do the words "Boot Camp" conjure up in your mind?
How sales-physically-fit are you, really?

Answers to these questions and more, inside. All you have to do to get them is purchase this book.
(and don’t forget to ask for a receipt)

See all Product Description

Customer Reviews

4.3 out of 5 stars
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Top Customer Reviews

Format: Hardcover
Gitomer does it again.
If you found this book to be a review, you really need to get his "Sales Bible". Clearly the Patterson book is research into John Patterson, founder of sales principles still used today.
If you are buying one book from Gitomer, make it the "Sales Bible."
The "Sales Bible" is a must for any sales person. I refer to it almost weekly, and I've since become self sufficient from a home office. It turns out my best sales manager is "The sales bible" and myself. This is the absolute best self motivator.
As far as the free e-books, Gitomer is a master marketer. When he has a one day sale, it's not B.S. It really is a one day sale. He's a honest sales rep that means what he promises. Novel concept!
Looking for free tips? Go to his web site and sign up for his sales caffine emails. I used his free advice for a year before I even bought a book. Gitomer understands customer loyalty and building relationships and value.
If you don't agree, you just don't know Gitomer.
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Format: Hardcover
On target and once again the living proof that it is not necessary to have the perfect product, rather the perfect sales pitch, to be successful in selling. No matter if we are talking about the 1880s or the twenty-first century, if you can create the right interest, right sales tactics and create the demand, you will be successful. When you finish this book, you will come to realize that the only person holding you back is none other than yourself. Gitomer serves up a winner that stands heads and shoulders above the other "How to sale your product" books. Buy it, read it, and make your mark.
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Format: Hardcover
Crystal clear, on target and focused. Gitomer does it again, this time looking back 100 years to the principles that made NCR a household brand name. No matter what our own level of experience or knowledge, we can all learn something from the 32.5 principles Gitomer rediscovers in the career of John Patterson.
There hasn't been so much useful research published since Joe Vitale's famous "7 Lost Secrets of Success" uncovered the forgotten techniques of Bruce Barton.
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Format: Hardcover
This book is very good except for a few points. One every time Patterson is quoted we get a Gitomer quote which often is totally off-base. This is a minor quibble. The major problem with the book is that it assumes you have a customer base from which to start. While it helps you develops a pitch for the PP it assumes in many cases that you already have customers to return to; Gitomer does not handle developing new leads at all. I consider that a sales flaw; you may not.
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Format: Hardcover
Jeffrey Gitomer makes some good points but nothing I haven't seen before in his weekly columns or "Sales Caffeine". I was surprised at how short/small the book was and even more surprised when I saw the extensive use of large fonts, short chapters and wide margins. This is more like an 75 page book - not 130. The main thing that I got out of it was a desire to learn more about John Patterson -- he was an intriguing guy.
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Format: Hardcover
I was tricked into buying this book by another author who offered an "amazing free access to a $250.00 e-book" if I sent proof of purchase to their web site which I did. The free e-book never happened and they wont answer my e-mails. This book is the type I recall reading when I started selling 45 years ago and is sooo far out of date.
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