Cardone Grant - If You're Not First

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//-->IF YOU’RE NOTFIRSTLAST,YOU’RESALES STR ATEGIESTODOMINATE YOUR MARKETANDBE AT YOUR COMPETITIONGRANT CARDONEIf You’re Not First,You’re LastSales Strategies to Dominate YourMarket and Beat Your CompetitionGrant CardoneJohn Wiley & Sons, Inc.Copyright © 2010 by Grant Cardone. All rights reserved.QuickcloseTMis a registered trademark of Grant Cardone © 2009.Information-Assisted SellingTMis a registered trademark of Grant Cardone © 1998.Published by John Wiley & Sons, Inc., Hoboken, New Jersey.Published simultaneously in Canada.No part of this publication may be reproduced, stored in a retrieval system, or transmittedin any form or by any means, electronic, mechanical, photocopying, recording, scanning, orotherwise, except as permitted under Section 107 or 108 of the 1976 United States CopyrightAct, without either the prior written permission of the Publisher, or authorization throughpayment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the webat www.copyright.com. Requests to the Publisher for permission should be addressed to thePermissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030,Limit of Liability/Disclaimer of Warranty: While the publisher and author have used theirbest efforts in preparing this book, they make no representations or warranties with respect tothe accuracy or completeness of the contents of this book and specifically disclaim any impliedwarranties of merchantability or fitness for a particular purpose. No warranty may be createdor extended by sales representatives or written sales materials. The advice and strategiescontained herein may not be suitable for your situation. You should consult with a professionalwhere appropriate. Neither the publisher nor author shall be liable for any loss of profit or anyother commercial damages, including but not limited to special, incidental, consequential, orother damages.For general information on our other products and services or for technical support, pleasecontact our Customer Care Department within the United States at (800)762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.Wiley also publishes its books in a variety of electronic formats. Some content that appears inprint may not be available in electronic books. For more information about Wiley products,visit our web site at www.wiley.com.Library of Congress Cataloging-in-Publication Data:Cardone, Grant.If you’re not first, you’re last : sales strategies to dominate your market and beat yourcompetition / Grant Cardone.p. cm.ISBN 978-0-470-62435-7 (cloth)1. Success in business. 2. Strategic planning. 3. Organizational learning.I. Title. II. Title: If you are not first, you are last.HF5386.C254 2010658.8'2—dc222010004480Printed in the United States of America10 9 8 7 6 5 4 3 2 1ContentsIntroductionChapter 1Four Responses to EconomicContractionsChapter 2Power Base ReactivationChapter 3Past Client ReactivationChapter 4The Most Effective Call to Advanceand ConquerChapter 5Converting the UnsoldChapter 6Multiply through Existing ClientsChapter 7Delivering at “Wow” LevelsChapter 8The Importance of PriceChapter 9Activate Second Sale to Boost ProfitsChapter 10The Value-Added PropositionChapter 11Act HungryChapter 12Expand Acceptable Client Profilev12333455771818997105113121 [ Pobierz całość w formacie PDF ]