Summary of The Pocket Guide to Selling Greatness

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The Pocket Guide to Selling Greatness book summary
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Gerhard Gschwandtner unearths gems of wisdom on the secrets of personal and professional excellence in this compilation of essays. The publisher of the popular sales magazine Selling Power has extrapolated some of the most compelling advice from the world’s leading sales experts, including Zig Ziglar, Michael Dell, Donald Trump and Mary Kay Ash. Some chapters concentrate on practical guidance, such as the precepts of return-on-investment (ROI) selling, while others focus on philosophical guidance, including how to find happiness and success while pursuing your professional dreams. The chapters are designed more for inspiration than application, so you don't need to read the book in a linear way, but instead, you can dip in and out. getAbstract recommends using this book as you would a "thought of the day" calendar. Read a chapter when you are looking for a pithy saying, an uplifting story, a success formula or a motivational anecdote. Let it be a frequent inspiration.

About the Author

Gerhard Gschwandtner created and publishes Selling Power magazine, which has 200,000 readers in 67 countries. The Austrian sales trainer has 30 years of sales and marketing experience.



On Thought

Your thoughts govern your feelings, choices and activities. Although many researchers have studied the human thought process, few people try to implement thought management strategies. Thought management skills involve "awareness, appraisal and choice." Ask yourself questions such as, "Why am I thinking about this problem in this way?" to create awareness. Appraisal is an objective assessment of your thoughts, uncolored by emotion. Choice allows you to change your thought processes by choosing alternative ways of thinking.

On Disappointment

Your "Disappointment versus Growth" (D/G) ratio illustrates how disappointment can fuel personal growth. To calculate your D/G ratio, make a list of 10 disappointing experiences you’ve had in the past year. Analyze each experience, noting which cases left you with unresolved feelings. If you have unsettled emotions about two out of 10 experiences, your D/G ratio is 2/8 and your growth capacity is 80%. Convert a disappointing experience into an opportunity for learning and growth to increase your odds of attaining long-term success.

On Success

What do "superachievers" have in common? They all have...

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