Summary of The Patterson Principles of Selling

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

The Patterson Principles of Selling book summary
Start getting smarter:
or see our plans

Rating

8 Overall

10 Applicability

8 Innovation

6 Style


Recommendation

Author Jeffrey Gitomer’s book’s jacket refers to him as, "the modern leader of salesmanship." Given that splashy buildup, his book has to be an attention-getter - and it is. The contents are displayed in modern, freewheeling big fonts and graphics. The illustrations feature intriguing black-and-white, scratchy images of NCR founder John Patterson demonstrating his eccentric, but fundamental, approach to sales. Something about Gitomer’s book is inexplicably charming, perhaps due to his boyish love of industrial history and his unapologetic idol worship of Patterson, an American sales icon. Gitomer, who "revised and revived" Patterson’s rules, obeys the motto, "Think!" In an era when business intently focuses on maximized sales, why not look to history for some winning answers? Patterson’s "Probable Purchaser" concept is a powerful idea, and the book’s dicta are broad in scope if not deep. getAbstract.com believes Gitomer deserves fair credit for this thought-provoking work of industrial archaeology and encourages salespeople to read his book.

In this summary, you will learn

  • The 32 key sales principles of NCR founder John Patterson;
  • How you can apply Patterson’s theories to your daily life as a sales professional; and
  • Why Patterson’s nineteenth century sales rules are still so influential.
 

About the Author

Jeffrey Gitomer is the author of The Sales Bible and the column Sales Moves. He presents seminars, speaks at annual sales meetings and conducts Internet training programs on selling and customer service.

 

Summary

The More Things Change...
"People don’t like to be sold, but they love to buy," proclaims author Jeffrey Gitomer, who turned the phrase into a registered trademark. Naturally, Gitomer’s interest was piqued when his research director told him that John Patterson, the president and founder...

More on this topic

By the same author

21.5 Unbreakable Laws of Selling
21.5 Unbreakable Laws of Selling
7
Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
Jeffrey Gitomer's Little Platinum Book of Cha-Ching!
5
Little Green Book of Getting Your Way
Little Green Book of Getting Your Way
6
Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless
Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless
7
Jeffrey Gitomer's Little Black Book of Connections
Jeffrey Gitomer's Little Black Book of Connections
6
Jeffrey Gitomer's Little Red Book of Selling
Jeffrey Gitomer's Little Red Book of Selling
6
Jeffrey Gitomer's Little Gold Book of YES! Attitude
Jeffrey Gitomer's Little Gold Book of YES! Attitude
6
Jeffrey Gitomer's Little Red Book of Sales Answers
Jeffrey Gitomer's Little Red Book of Sales Answers
8
The Sales Bible
The Sales Bible
9
Knock Your Socks Off Selling
Knock Your Socks Off Selling
5

Customers who read this summary also read

The Purpose Is Profit
The Purpose Is Profit
9
Mastering Civility
Mastering Civility
8
Way of the Wolf: Straight Line Selling
Way of the Wolf: Straight Line Selling
8
Ninja Selling
Ninja Selling
7
The Customer Loyalty Loop
The Customer Loyalty Loop
8
The No. 1 Best Seller
The No. 1 Best Seller
8

Related Channels

Comment on this summary