Goodreads helps you keep track of books you want to read.
Start by marking “Selling To the VP of No” as Want to Read:
Selling To the VP of No
Enlarge cover
Rate this book
Clear rating
Open Preview

Selling To the VP of No

by
3.89  ·  Rating Details ·  28 Ratings  ·  7 Reviews
He might be your sales prospect, your boss, an investor, or the chairman of the board. He is also one tough dude.

He has to be. Every hour of every day, someone tries to sell him something. He has one way to deal with them: Say "NO." It's brutally simple, but it works, because most people are simply a waste of his time.

Selling Stars know how to break through that tough ex

...more
Paperback, 70 pages
Published June 28th 2003 by XPLANE Corp. (first published 2003)
More Details... edit details

Friend Reviews

To see what your friends thought of this book, please sign up.

Reader Q&A

To ask other readers questions about Selling To the VP of No, please sign up.

Be the first to ask a question about Selling To the VP of No

This book is not yet featured on Listopia. Add this book to your favorite list »

Community Reviews

(showing 1-30)
filter  |  sort: default (?)  |  Rating Details
Yana Kiselyova
Nov 15, 2012 Yana Kiselyova rated it it was amazing
Favorites:

4 selling star principles:

1. Think like a buyer: you just met, and suddenly you are an expert in his business, telling him he’s an idiot.

2. Listen to learn (diagnose before you prescribe)

3. Opening (to get him thinking, to provoke thought, make a person feel understood) and closing (from thinking mode into doing mode). People are ready to act when they have convinced themselves that the action is appropriate, necessary, right and urgent – and that it must happen now.

4. Master the art o
...more
Kathryn Downing
Apr 03, 2016 Kathryn Downing rated it really liked it
A very quick read, this book is great for introducing basic techniques for selling an idea. I appreciate the free worksheet included to help prepare for discussions, and the illustrations throughout. My only complaint is that the selling "star" would be less visually confusing if it were presented as one-directional flowchart.
Rebecca
Jul 03, 2010 Rebecca rated it really liked it
memorable, simple approach to present good advice on getting people to do what you want. super quick read, lots of pictures and mnemonic devices. now, to make it work.
Tommy Ryan
Jan 01, 2011 Tommy Ryan rated it really liked it
Very quick read. Great primer of the core principals of how to progress through a complex sales process. Laid out in layman's terms.
Richard Mulholland
Jun 27, 2010 Richard Mulholland rated it liked it
Shelves: business
Arb.

---
Update: this surprises me, because I'm a huge Dave Gray fan - perhaps I'm simply not the audience for this book.
Lori Grant
Mar 29, 2013 Lori Grant rated it it was amazing
A must-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.
Dave
Apr 21, 2016 Dave rated it liked it
Nice little visual primer on the stages of selling and mindset for sales.
Frank Devin
Frank Devin rated it really liked it
Sep 18, 2016
Kevin Haynes
Kevin Haynes marked it as to-read
Sep 13, 2016
Nasser Alenezi
Nasser Alenezi marked it as to-read
Sep 12, 2016
Franz Figueroa
Franz Figueroa marked it as to-read
Jun 04, 2016
Gerry
Gerry rated it liked it
Apr 30, 2016
Arvind
Arvind marked it as to-read
Apr 07, 2016
Wendy He
Wendy He marked it as to-read
Mar 09, 2016
Chris
Chris marked it as to-read
Feb 03, 2016
Thuyduong149
Thuyduong149 rated it it was amazing
Feb 02, 2016
Chen Yang
Chen Yang marked it as to-read
Jan 20, 2016
Shalabh
Shalabh marked it as to-read
Dec 08, 2015
Marcia Conner
Marcia Conner rated it really liked it
Nov 20, 2015
David Gustafson
David Gustafson marked it as to-read
Nov 16, 2015
Gavin Mcmahon
Gavin Mcmahon marked it as to-read
Sep 12, 2015
Ivo Peksens
Ivo Peksens marked it as to-read
Aug 03, 2015
Boon Yew
Boon Yew marked it as to-read
May 29, 2015
Kristian Norling
Kristian Norling marked it as to-read
May 14, 2015
Craig F
Craig F marked it as to-read
Mar 07, 2015
« previous 1 3 next »
There are no discussion topics on this book yet. Be the first to start one »

Goodreads is hiring!

If you like books and love to build cool products, we may be looking for you.
Learn more »

Share This Book