Product Description

"If You're Not Out Selling, You're Being Outsold is more than a 'how-to-sell' book. St. Lawrence and Johnson have approached the art of selling from a witty, entertaining, and inspirational view. The authors candidly recognize what ingredients are required for reaching success, and they have blueprinted a constructive approach that can apply to anyone, whether they are contemplating entering sales, or have made sales their career."—Nicholas D. Wolkonsky Director of Sales, High Volume Division, Western Region, ADT Security Services, Inc.

"If You're Not Out Selling, You're Being Outsold is an inspiring book written by two professionals who actually do sell. I found the principles and techniques easy to follow and implement. I am buying copies of this book for all my sales managers."—Robert Coakley Divisional Director of Sales, Alamo Rent A Car, Inc.

No matter what sort of business professional you are, you have to sell to succeed: make yourself heard, make your ideas known, convince others to act on them. No matter what you're selling, you need confidence, energy, and, above all, a positive attitude. If You're Not Out Selling, You're Being Outsold shows you how to energize your outlook, sell your ideas, produce top-quality work, and make others want to do business with you. This no-nonsense guide:

• Introduces OUTSELL, seven fundamental steps that will make your career take off
• Shows you how to develop and reach your goals
• Offers insights from hundreds of the world's top business professionals
• Teaches you how to sell your ideas and get results
• Helps you build enthusiasm, energy, a positive outlook, and confidence
• Concentrates on the skills and abilities you really need to succeed

Find the highest achievers in any industry and you'll find a legion of winners who know how to OUTSELL—whose drive, confidence, and persuasiveness power them to the top and keep them there. To join this exclusive club, you don't need an Ivy League education or an alphabet soup after your name, but you do need to understand the basic principles, absorb the positive attitudes, and learn the fundamental skills you will find in this book.

If You're Not Out Selling, You're Being Outsold is your roadmap to the impact zone—that high-reward arena where ideas are communicated with power, accepted, and acted upon. Top sales professionals Michael St. Lawrence and Steve Johnson give you a crash course in OUTSELL, the seven business principles that will help you become stronger, more disciplined, more persuasive, and a magnet for opportunity. By following these principles, gleaned from face-to-face interviews with hundreds of world-class outsellers, you'll learn to:

• 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 breathe success—now! No matter what you're selling—products, services, ideas, yourself—what you learn here will start producing results immediately. And by applying these lessons every day, you'll achieve a lasting success that can only improve over time.

Product Details

• Amazon Sales Rank: #976907 in Books
• Published on: 1997-10-14
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 272 pages

Amazon.com Review
Virtually everyone in business today must be adept at sales, whether they're hawking products or services to outside customers or peddling ideas to those within their own firms. Consultants and sales trainers Michael St. Lawrence and Steve Johnson have developed a seven-point program called "Outsell" that identifies and defines the specific practices that set a successful sales professional apart from everyone else. In If You're Not Out Selling, You're Being Outsold, they outline those essential traits and explain how readers in many different fields can use them to achieve their individual goals.

Review
No. 5 on the Los Angeles Times Bestseller List, Sunday, September 13, 1998

No. 5 on the Los Angeles Times Bestseller List, Sunday, September 13, 1998) -- Los Angeles Times

From the Publisher
The first breakthrough sales book in nearly a decade distills the lessons learned by the bold new generation of sales professionals. Thirty-something sales gurus St. Lawrence and Johnson draw upon their own experiences and those of 850 top sales pros with whom they conducted face-to-face interviews to tell readers what it takes to be a high-impact player in today's rushed, cynical, stressed-out business world.

Customer Reviews

Slightly misleading title
More of a motivational/inspirational book than a "how-to" on selling, so I was a bit disappointed simply because the title can be misleading, depending upon how you read it. The information here is great, however, if you're looking for a cheerleading "rah-rah" type book. Personally, I was interested in more of the nut's and bolts of selling and business than in personal achievement, so I wasn't as happy with this book as I would have been had it filled the reason I bought it.
That being said, I'm still giving it a four star rating, because the information here is solid and I'd recommend it to someone starting out or as a gift to a graduate or that type of thing. If you're already grinding out the day to day stuff, you either know that you need goals and that you should stay in shape and get adequate sleep and smile when you shake hands, etc; or you don't. If you don't, this book probably won't cause you to change habits, in fact, you won't bother reading it in the first place.

That's probably the biggest problem with this type of book, those that really need it will never read it. The used copy I bought was personally signed by the authors. I wonder if the salesperson that originally bought it ever read it. Probably not, or it'd still by on her shelf...

A personal favorite
This is ostensibly a sales book, but it is one of the best all-around success/ motivation books I've ever read! I can say for certain that reading this book (and I've read it a number of times) has really helped me in so many ways. I just started my own recruiting firm about a month ago (after four years doing the same for someone else), and I keep this book in my office. I make it a point to read a page or two every morning...it really gets me going! The sections entitled "One Life, One Boss" and "Under Construction" are especially good. My only complaint is that the authors didn't do an audiobook or come out with another book yet.

A "must read" book for all corporate executives.
This is more than a book about sales, it's a book about making the most of your life. The basic truths outlined in the acronym OUTSELL have proved invaluable to me through out this year. I honestly believe most of my recent successes in the corporate arena were the result of my applying the principles of this book. The authors are able to convey with humor and precise formula the secrets of sucessful living. I can't wait until my children are old enough to read this book. They will have a jump on a whole generation if they put this book's wisdom into practice. Again, I believe this is a must read more every corporate executive. I will read it at least once a year.