The Patterson Principles of Selling - Hardcover

Gitomer, Jeffrey

Hardcover

ISBN 10: 0471662623 ISBN 13: 9780471662624

Publisher: Wiley, 2004

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.

About this title

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)

About this edition

• Publisher: Wiley
• Publication date: 2004
• ISBN 10: 0471662623
• ISBN 13: 9780471662624
• Binding: Hardcover
• Number of pages: 140