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Selling To the VP of No
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Selling To the VP of No

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

Paperback, 70 pages
Published June 28th 2003 by XPLANE Corp. (first published 2003)
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Yana Kiselyova
Nov 15, 2012 Yana Kiselyova rated it it was amazing

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
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.
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

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.
Apr 21, 2016 Dave rated it liked it
Nice little visual primer on the stages of selling and mindset for sales.
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