If You're Not Out Selling, You're Being Outsold

by Michael St. Lawrence, Steve Johnson

"If You're Not Out Selling, You're Being Outsold is more than a'how-to-sell' book. St. Lawrence and Johnson have approached theart of selling from a witty, entertaining, and inspirational view.The authors candidly recognize what ingredients are required forreaching success, and they have blueprinted a constructive approachthat can apply to anyone, whether they are contemplating enteringsales, or have made sales their career."--Nicholas D. WolkonskyDirector of Sales, High Volume Division, Western Region, ADTSecurity Services, Inc.

"If You're Not Out Selling, You're Being Outsold is an inspiringbook written by two professionals who actually do sell. I found theprinciples and techniques easy to follow and implement. I am buyingcopies of this book for all my sales managers."--Robert CoakleyDivisional Director of Sales, Alamo Rent A Car, Inc.

No matter what sort of business professional you are, you have tosell to make yourself heard, make your ideas known,convince others to act on them. No matter what you're selling, youneed confidence, energy, and, above all, a positive attitude. IfYou're Not Out Selling, You're Being Outsold shows you how toenergize your outlook, sell your ideas, produce top-quality work,and make others want to do business with you. This
* Introduces OUTSELL, seven fundamental steps that will make yourcareer take off
* Shows you how to develop and reach your goals
* Offers insights from hundreds of the world's top businessprofessionals
* Teaches you how to sell your ideas and get results
* Helps you build enthusiasm, energy, a positive outlook, andconfidence
* Concentrates on the skills and abilities you really need tosucceed

Find the highest achievers in any industry and you'll find a legionof winners who know how to OUTSELL--whose drive, confidence, andpersuasiveness power them to the top and keep them there. To jointhis exclusive club, you don't need an Ivy League education or analphabet soup after your name, but you do need to understand thebasic principles, absorb the positive attitudes, and learn thefundamental skills you will find in this book.

If You're Not Out Selling, You're Being Outsold is your roadmap tothe impact zone--that high-reward arena where ideas arecommunicated with power, accepted, and acted upon. Top salesprofessionals Michael St. Lawrence and Steve Johnson give you acrash course in OUTSELL, the seven business principles that willhelp you become stronger, more disciplined, more persuasive, and amagnet for opportunity. By following these principles, gleaned fromface-to-face interviews with hundreds of world-class outsellers,you'll learn
* Sell your ideas and get results
* Make others want to do business with you
* Identify the practical skills you need and acquire them quickly
* Develop a take-charge-now outlook.

This book is for people who want to live competition and breathesuccess--now! No matter what you're selling--products, services,ideas, yourself--what you learn here will start producing resultsimmediately. And by applying these lessons every day, you'llachieve a lasting success that can only improve over time.

272 pages, Hardcover

First published October 14, 1997

Reviews

[Shaun Lovell · Rating 5 out of 5]

Great book to motivate you.
Not a true sales book in terms of giving you sales tactics, scripts, etc., but if you give it a read I am confident that it will boost your sales. How? By boosting your mood and confidence.
Make sure to complete the exercises in the book (e.g. coming up with a vision, using the activity planner, etc.). This will help you to take control of your life and the direction you are heading.

Glad I read it. Might even read it again.

[Sean Asbury]

If I could give a book negative stars, this would qualify. If it wasn't for my inability to stop reading a book once I have started, I would have trashed it about 20 pages in.

I have read tons and tons of business, motivational, success driven books and this is by far the worst. It starts by claiming that this isn't a run of the mill book full of anecdotes but instead a book written by two sales leaders.

The book is absolutely a book of tired cliches and anecdotes that teaches anyone who has ready any other book, seen a seminar, etc NOTHING. It resorts to the tired "if Lincoln gave up every time he failed" and "if we turned our back when we thought Einstein was slow" junk.

Please, please heed my advice. If you want a book that gives advice by actually using the "if life gives you lemonade" junk then this is for you. If you want something of substance that won't waste 250 pages of your life, there are many very good options out there - but not this.

[AJ · Rating 5 out of 5]

This is a great book. It's not about selling at all; it's about taking charge of your life. I'm so glad I read it that I'm going to read it again.

[Linda Holway · Rating 5 out of 5]

one of the best books on salesmanship I have ever read