Business Experts React to The Death Of 20th Century Selling Foreword by Gerhard Gschwandtner, Publisher of Selling Power Magazine Introduction by Jeffrey Gitomer, author of The Sales Bible Why Stories of Sales Failures Rather Than Sales Successes?

Part One: The Sales Dinosaur

1. Foot In Mouth Kills Salesman In Front Of Client
2. Enough To Make A Grown Man Cry
3. Automobile Fits Couple's Hearts, But Not Their Home
4. Buyer Bites Head Off Rep
Dinosaur Thoughts: Never Say That! Three Closes That Will Sink Your Ship Before It Sales
5. Prospect Fades To Black As Sales Rep Rambles
6. Owner Dies And Takes The Deal With Him
Expiration-dated Advertising by Roy H. Williams


Part Two: The Sales Tourist

1. Salesman Gets Caught Selling
2. Crying Over Spilled Ink
3. Customer On The Warpath
4. Sales Pitcher Strikes Out On Mega-Deal
Tourist Thoughts: The Ugliest Phrase In Selling
5. Killer Joke Kills A Sale
6. Olympic Vision Freezes Out Salesman
7. Boating Blunder Sinks Deal
8. Sales Rep Hurting For Cash Aims High
9. Old Salesmen Never Die
10. The Opposite Of Blessed Is Banished
Can You Pedal Your Sales Cycle at A Higher Speed? by Dave Kurlan

Part Three: The Sales Napoleon

1. Doctor Surgically Removes Commission
2. The Difficulty Of Selling To A Sleeping Prospect
3. Scent Of A Salesperson
4. You Get None From The Nuns
5. Printer Doesn't Get Bid, Calls Client A Cheat
6. How To Keep Your CEO From Passing Out On Sales Calls
Napoleon Thoughts: Trade Show Travesty
7. One Upmanship Game Goes South
8. You Probably Don't Know This Woman, But…
9. Losing Face (And The Sale) Japanese-Style
10. Sales Manager Earns Life Sentence In Voice Mail Jail
11. Retail Rant Wrecks Relationship
12. Emailing The Enemy
The Ghost of Vince Lombardi by Dale Dauten

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Part Four: The Sales Maverick

1. Calling Card Company Can't Clinch Client
2. I Just Knew There Was A Question I Forgot To Ask
3. Sales Guy Out Of Joint
4. Psychic's Sale Vanishes
5. The Perfect Pitch
Maverick Thoughts: Do Your Proposals Allow Prospects to Steal your Brainpower?
6. Salesman Discovers The Law Is Not On His Side
7. Sales Rep's Cell Is Not His Phone
8. Dead Grandpa, Dead Deal
9. Burn Money Hiring Sales Reps?
10. How Valuable Is Your Autograph?
11. Cold Calling For Thirty Million Dollars
The Most Expensive Writers in the World by Tom Sant

Part Five: Miscellaneous Malpractice

The Dummies and the Dumbstruck
1. Three-Ring-Circus Selling
2. Moving Earth To Sell In Chicago
3. When You Absolutely Have To Ruin Your Sale Overnight
4. Oprah Winfrey And The Easter Grass
5. Memorable Lunch, Missed Sale
6. Headhunter Records Dishonest Prospect
7. If I Can Get Rid Of My Best Customers, I Can Salvage This Company
8. Language Problems In The Trenches

Miscellaneous Thoughts: Five Stages of Sales Grief - A Bizarre Parallel
9. Hit And Run And Basketball
10. Would You Marry One?
11. Firing Henry
12. Unexpectedly Ugly Up-selling Event
13. Disappearing Client, Hiding or Dead?
14. Saleswoman Travels Into Twilight Zone

Shooting Suspects by Joe Sugarman

Part Six: Resurrection - Life after the Death of 20th Century Selling

Solutions For The Sales Scoundrel: Fixing our Four Characters
1. Put the Sales Dinosaur in a Museum
2. Send the Sales Tourist Home
3. Banish the Sales Napoleon to an island
4. Shoot Down the Sales Maverick
Have a Bagel by Robert Dilts

Unique Or Antique? Be Outstanding In Your Field Or You'll Be Left Out Standing In Your Field
1. Ray Bard's unique streak positions his company as the elite organization in his industry
2. My Unique Streak Solves Two Selling Problems Lead Generation Leapfrogging by Dr. Ivan Misner

Dan's Lifetime of Lessons List
Training The Troops: Transformation or Trouble?
What Makes Training So Valuable?
Sales Professional, How Well Do You Feed Your Family?
Are You Eating Beans, Chicken or Steak Tonight?
Entrepreneur, Sales Manager Or Trainer, How Well Do You Manage And Motivate?
Do Your Salespeople Smell Like Beans, Chicken or Steak?

Appendix
A. Recommended Resources
Including free reports, free excuses, free sales joke and free lunch

B. Teaching Consequences to Your Prospects: Workshop for Winning

Confessions page

Index

The Death Of 20th Century Selling will give you some of the funniest business reading you've encountered. It will also give you some of the best selling advice and strategies available from today's experts.

Place your satisfaction guaranteed order now by clicking on the button below, or sample the valuable and wisdom-filled thoughts from Gerhard Gschwandtner of Selling Power and Jeffrey Gitomer of The Sales Bible in their Foreword and Introduction to the book.

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