- Hardcover: 140 pages
- Publisher: John Wiley & Sons; illustrated edition edition (6 April 2004)
- Language English
- ISBN-10: 0471662623
- ISBN-13: 978-0471662624
- Product Dimensions: 23.1 x 15.5 x 1.8 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (2 customer reviews)
- Amazon Bestsellers Rank: 997,593 in Books (See Top 100 in Books)
- See Complete Table of Contents
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More About the Author
Product Description
Product Description
More than thirty proven sales strategies from John Patterson, the father of American salesmanship
People don′t like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he′s been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar–"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson′s ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty–first–century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as "probable purchasers." And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Jeffrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca–Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, "Sales Moves", read by more than 3.5 million people across the United States and Europe.
People don′t like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he′s been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar–"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson′s ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty–first–century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as "probable purchasers." And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Jeffrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca–Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, "Sales Moves", read by more than 3.5 million people across the United States and Europe.
From the Inside Flap
Are you selling, or are they buying?
And which do you think is more powerful?
Are you telling your story, or are your customers telling your story for you?
And which do you think is more powerful?
And while you are thinking about it, what kind of reputation are you creating for yourself?
And how important is that as you enter your next sales call?
And which do you think is more powerful?
Are you telling your story, or are your customers telling your story for you?
And which do you think is more powerful?
And while you are thinking about it, what kind of reputation are you creating for yourself?
And how important is that as you enter your next sales call?
Lucky for you all these questions and hundreds more are answered inside The Patterson Principles of Selling.
In the 1880s, John Patterson began creating selling principles that sold millions of cash registers. Or, at least created a buying atmosphere for millions of cash registers. And as you read through these pages you’ll understand that his guiding principles which succeeded in 1900 will elevate your career to new success heights in the 21st century.
Jeffrey Gitomer is not just a world–class expert in selling. He is also a world–class student of sales. And as he studied John Patterson’s principles, he modernized them from horse and buggy to private jet. From telegrams that took three days to deliver to wireless communications that connect in a millisecond. From unpaved roads to superhighways.
Take these success principles that earned John Patterson a fortune and a legendary place in modern American business, study them, adapt them, and put them into practice so that your career can earn you the success that you deserve.
Jeffrey Gitomer
Chief Executive Salesman
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Customer Reviews
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful:
5.0 out of 5 stars
On target to increase your sales capacity!,
By Frederick A. Babb "An Author," (http://www.frederickbabb.com) - See all my reviews
This review is from: The Patterson Principles of Selling (Hardcover)
On target and once again the living proof that it is not necessary to have the perfect product, rather the perfect sales pitch, to be successful in selling. No matter if we are talking about the 1880s or the twenty-first century, if you can create the right interest, right sales tactics and create the demand, you will be successful. When you finish this book, you will come to realize that the only person holding you back is none other than yourself. Gitomer serves up a winner that stands heads and shoulders above the other "How to sale your product" books. Buy it, read it, and make your mark.
5.0 out of 5 stars
Highly Recommended!,
By
This review is from: The Patterson Principles of Selling (Hardcover)
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. We believe Gitomer deserves fair credit for this thought-provoking work of industrial archaeology and encourages salespeople to read his book.
Share your thoughts with other customers: Create your own review
Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
4.2 out of 5 stars (20 customer reviews) 3 of 3 people found the following review helpful:
5.0 out of 5 stars
Highly Recommended!,
By Rolf Dobelli "getAbstract" - Published on Amazon.com
This review is from: The Patterson Principles of Selling (Hardcover)
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. We believe Gitomer deserves fair credit for this thought-provoking work of industrial archaeology and encourages salespeople to read his book.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
Loaded with great selling principles,
By G. J Acuff - Published on Amazon.com
This review is from: The Patterson Principles of Selling (Hardcover)
As I was reading this book I found it an easy read and the advice was good. However when I went back and reviewed the key things I felt I must remember and practice there were 15 MUST KNOWS. This is a book to study over and over and the principles outlined here will help anyone increase their sales if they apply them.
5 of 6 people found the following review helpful:
4.0 out of 5 stars
Very uneven,
By Remy "Miacomet Remy" - Published on Amazon.com
This review is from: The Patterson Principles of Selling (Hardcover)
This book is very good except for a few points. One every time Patterson is quoted we get a Gitomer quote which often is totally off-base. This is a minor quibble. The major problem with the book is that it assumes you have a customer base from which to start. While it helps you develops a pitch for the PP it assumes in many cases that you already have customers to return to; Gitomer does not handle developing new leads at all. I consider that a sales flaw; you may not.
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