Stock Image

The Patterson Principles of Selling

Gitomer, Jeffrey

38 ratings by Goodreads
ISBN 10: 0471662623 / ISBN 13: 9780471662624
Published by Wiley
Used Condition: Very Good Hardcover
From Your Online Bookstore (Houston, TX, U.S.A.)

AbeBooks Seller Since July 6, 2010

Quantity Available: 1

Buy Used
Price: US$ 12.91 Convert Currency
Shipping: US$ 0.00 Within U.S.A. Destination, Rates & Speeds
Add to basket

30 Day Return Policy

About this Item

0471662623 Autographed by author! Ships promptly. Bookseller Inventory # AUD2665CPBR100816H0235

Ask Seller a Question

Bibliographic Details

Title: The Patterson Principles of Selling

Publisher: Wiley

Binding: Hardcover

Book Condition:Very Good

About this title

Synopsis:

More than thirty proven sales strategies from John Patterson, the father of American salesmanship
People don't like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he's been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar-"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson's ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty-first-century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as "probable purchasers." And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Jeffrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca-Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, "Sales Moves", read by more than 3.5 million people across the United States and Europe.

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

"About this title" may belong to another edition of this title.

Store Description

Visit Seller's Storefront

Terms of Sale:

We guarantee the condition of every book as it's described on the Abebooks web
sites. If you're dissatisfied with your purchase (Incorrect Book/Not as
Described/Damaged) or if the order hasn't arrived, you're eligible for a refund
within 30 days of the estimated delivery date. If you've changed your mind about a
book that you've ordered, please use the Ask bookseller a question link to contact
us and we'll respond within 2 business days.


Shipping Terms:

Orders usually ship same or next business day. If you place an expedited order for a heavy or over-sized book, we may contact you to request that you cover the extra shipping cost.

List this Seller's Books

Payment Methods
accepted by seller

Visa Mastercard American Express