Summary of The Greatest Sales Stories Ever Told

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The Greatest Sales Stories Ever Told book summary
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Rating

8 Overall

9 Applicability

7 Innovation

9 Style

Recommendation

One of Robert Shook’s first bits of wisdom for salespeople is that enthusiasm is contagious. He proves this in his latest book, which crackles with his own palpable excitement for the topic of sales and the anecdotes that he’s compiled to illustrate his points. He peppers his introductions with slang and cliches. Oddly, this is a plus, making the writing honest, human and real. The book is simply and concisely organized. Shook wants to entertain as well as inform his audience. getabstract recommends this book to those who are in sales, those who supervise salespeople, and those who love good business war stories.

In this summary, you will learn

  • Why enthusiasm and belief in your product and is the best way to sell;
  • Why, to make the sale, you must listen to the customer; and
  • How to stand out and make yourself noticed.
 

About the Author

Robert Shook , a writer and salesman, is founder and former CEO of Shook Associates and of the American Executive Life Insurance Company. He has written more than 35 books, including The Perfect Sales Presentation and Hardball: How to Turn the Pressure on Without Turning the Customer Off.

 

Summary

Mental Attitude
Stories told by great salespeople illustrate the importance of mental attitude. Mary Kay Ash of the Mary Kay cosmetics empire says enthusiasm started her in the sales business. A woman came to her door selling children’s books, which Ash wanted but could not afford. The...

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