Selling 101: What Every Successful Sales Professional Needs to Know Hardcover – April 1, 2003

great book. its small and easy to read. Great topics and details.

Good packaging and well delivered. I did not find any issue with the product.

To be honest I had no idea what I was buying. I didn't realize that this was more of a Pocket Version than a full fledged book on it's own, but I don't think that's a bad thing. You should be aware that this book is indeed small, it fits into my inside jacket pocket and into my Levi's back pocket. That being said, it's like the Mighty Mouse of sales books, it packs a decent sized punch and can save the day if you give it a chance, plus it's kind of nostalgic.I'm in my 40's and I've been reading Ziglar's stuff for my entire adult life and it still rings true. This book will do 1 of 2 things for you, it will either remind you of all the basics that you already knew or it will open your eyes to how much more there is to this business than just offering a product. I'm OK with either outcome actually. The principals that Zig outlines in this book are just the tip of the ice berg, it's like the CliffsNotes version of all of his other works. The title says it all actually, this is indeed Selling 101, a basic foundation to build upon.There are many people in the Sales Industry that got there by accident. These are the people that just lucked out, maybe weren't the best students and maybe haven't read a book in years. This is a good little book because it's not intimidating, you can get through it in a couple of lunch hours and pull some useful info out of it. The best part is that even though Zig passed away a few years ago, he is still selling. This book is designed to Motivate you to better yourself, and with that desire you'll want to go further on the journey with Zig. Luckily his legacy is carried on by his family and you can buy all of his other books, his certifications and classes online. This book makes me want to buy more from him, and it's a win-win.In the mean time I'm going to listen more, sell with integrity and proceed with a couple of simple plans.

I choose five stars, because its easy to understand, clear and concise language. It also provides with examples, scripts to use and some action exercise. Sometimes had the feeling, that author Zig Ziglar knew exactly what i was thinking while i was reading the book.I liked the book, and will read it again, and then again. It showed that you are really serious to have an impact to the well being of people you can improve other peoples lives.I would recommend it this book, to everyone saleperson, for the new salespersons to know what selling profession is all about, to the already sales professionals to remind what the selling really is, and read now and then to keep in mind what is most important about selling process, when its starts and when it truly ends.

Whether you have been working in sales awhile, or just getting started, Selling 101 is an absolute MUST read. I have been a healthcare operations professional for the majority of my career and in developing a new career path find myself in the business of selling - a completely new skill set but find that Zig is as relevant now as when he started. An excellent resource for beginners or those who need a refresher in being intentional about creating success.

The best part of this book for me was the obvious, but often overlooked, key platform for successful selling: Lead with NeedI find my sales people too focused on the product/ service's function verses what the function enables.The book's four step formula of:Need AnalysisNeed AwarenessNeed SolutionNeed Satisfactionapply in any selling situation.This formula helps greatly in focusing the customer on the reason he is talking to the salesman thereby increasing buyer commitment resulting in increased closure rates.In the end if the customer does not see a clear need the chances of the sale failing (after initial interest) is very high.

This book is basic at best. It lacks a considerable amount of relevant examples in today's world. If you are looking for a job in sales and have never sold an item this book gives decent structure to a sales call. It also offers a good pep talk and gives insight to the possible future. However if you have had some sales training or have been selling for a couple years this book does not offer much.I enjoyed the chapter on call reluctance the best as it showed me that everyone gets a little anxious when making a sales call. It also helped me reaffirm that I am equipped to be a salesperson and I have the basics down.

I am currently in the process of trying to land a sales job fresh out of college and it is a very competitive career. Thus just having some of the tips outlined in this book in the back of your head at all times is a nice plus. I personally felt like the book wasn't anything you couldn't get from research online, but this book makes it feel personal and relatable, which is nice! Overall I would recommend this book for its price and it is a very quick read.