From: http://www.successcentre.com.au/catalogue/titles.cfm?cur_titleID=2616
GUERRILLA SELLING : Unconventional Weapons & Tactics for Increasing Your Sales
by Bill Gallagher / Jay Conrad Levinson / Orvel Ray Wilson
ISBN-10 : 0395578205
ISBN-13 : 9780395578209
The standard sales techniques of the seventies and eighties are no longer effective. Increased competition and cutthroat pricing demand a higher level of skill and commitment. They demand unconventional weapons and tactics. The new soldiers of fortune must do the unexpected if they are to stand out in a world of carbon-copy products and services.
Fortunately, staying ahead of the pack is easier if you're a guerrilla. New brain research has provided the selling vision of night-vision scopes and laser-guided missiles. You may have to rethink your approach by doing the last thing your customers (or your competitors) would expect.
Guerrilla Selling means breaking with convention, using time, energy, and imagination instead of brute persuasive force. It means getting to know your customers so well that they refuse to do business with anyone else.
It means being super honest, super ethical, and super responsive.. It means the customer, not the salesperson makes the major decisions on what gets sold and how they want to buy it. It means solving the customers problems and enlisting them as allies.
Guerrilla Selling takes advantage of recent breakthroughs in the field of psychology. It treats each potential customer as unique and special and then matches its tactics to the individual personality. Although findings have revealed that there are, generally, seven identifiable personality types, a salesperson encounters three of these types most frequently.
Because these types can be identified in less than a minute, the sales presentation can now be tailored to individual prospects, targeting their needs and motivation with surgical precision. Now the guerrilla can appeal to each target's dominant motives, following the most direct route to a buying decision.
Guerrillas move through their territory with complete confidence because they know their way around. They have "friends in low places" who feed them vital information, and they use the tactical advantage of surprise.
Armed with the latest technology, they stalk their competition from outside the corporate corridors. They will call on anyone. They are in control at all times, using subconscious messages to build deep rapport, trust, and respect in the minds of their clients.
Such tactics must be employed in the modern battle for the business high ground. To survive in the new selling environment, whether you sell products or services, you must exercise the ingenuity and boldness of a veteran mercenary. You must become a guerrilla.
Gallagher Video Brochure
Bill Gallagher, Ph.D.
Over 500,000 business and salespeople have invested in Bill "Guerrilla" Gallagher's Guerrilla Selling: (Unconventional Weapons & Tactics for Increasing Your Sales) because they are serious about doing a lot more business with less hassle and frustration.
Since 1983, Bill Gallagher, Ph.D., has been in demand as one of the nation's leading authorities on sales, marketing and management, conducting thousands of training seminars and workshops throughout North America and Abroad. His informative commentary has been featured in such prestigious publications as The Wall Street Journal, USA Today, Money and Time magazines. In addition, Bill has appeared on a host of national radio and television shows, including Good Morning America, Today, CNN Headline News, and The CBS Evening News.
Bill's reputation for innovation and quality has earned him repeat engagements with over half the companies featured in the best seller In Search of Excellence. Some of his many satisfied clients include: American Express, Bank of America, Dean Witter Reynolds, Hewlett Packard, IBM, Levi-Strauss, Nortel, National Association of Realtors, Stanford University, and Tyson Foods, Inc. Co-author in the legendary Guerrilla Business series and lead author of Guerrilla Selling, Bill has also received honors for excellence in business training from the governments of Israel, Singapore, the Netherlands, and the U.S. Department of Commerce.
Who is Bill "Guerrilla" Gallagher? Quite possibly the most entertaining and knowledgeable authority on sales, marketing, and the mysteries of the human mind available today. His recommendations are new, fresh, and guaranteed to produce spectacular results for your business!
Since 1983, Bill Gallagher, Ph.D., has been in demand as one of the nation's leading authorities on sales, marketing and management, conducting thousands of training seminars and workshops throughout North America and Abroad. His informative commentary has been featured in such prestigious publications as The Wall Street Journal, USA Today, Money and Time magazines. In addition, Bill has appeared on a host of national radio and television shows, including Good Morning America, Today, CNN Headline News, and The CBS Evening News.
Bill's reputation for innovation and quality has earned him repeat engagements with over half the companies featured in the best seller In Search of Excellence. Some of his many satisfied clients include: American Express, Bank of America, Dean Witter Reynolds, Hewlett Packard, IBM, Levi-Strauss, Nortel, National Association of Realtors, Stanford University, and Tyson Foods, Inc. Co-author in the legendary Guerrilla Business series and lead author of Guerrilla Selling, Bill has also received honors for excellence in business training from the governments of Israel, Singapore, the Netherlands, and the U.S. Department of Commerce.
Who is Bill "Guerrilla" Gallagher? Quite possibly the most entertaining and knowledgeable authority on sales, marketing, and the mysteries of the human mind available today. His recommendations are new, fresh, and guaranteed to produce spectacular results for your business!
Friday, April 25, 2008
GUERRILLA SELLING ( Boston : Houghton Mifflin, 1992).
Posted by Sara Gallagher at 6:07 PM
