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Duct Tape Selling: Think Like a Marketer--Sell Like a Superstar Hardcover – 14 Jun 2003

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4.9 out of 5 stars 44 reviews from Amazon.com

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""Duct Tape Selling" explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others--with our ideas, our products, our services, or even ourselves--we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you'll learn the attitudes and abilities required to master the new world of sales."

--Daniel H. Pink, author, "To Sell Is Human "and "Drive"


""Duct Tape Selling" totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business."

--Jill Konrath, author, "Agile Selling" and "SNAP Selling"


"In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done."

--Seth Godin, author, "The Icarus Deception"


"Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John's advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers."

--Brian Halligan, HubSpot CEO and co-author, "Inbound Marketing"


""Duct Tape Selling "holds answers for how real-world salespeople can connect and stick with real-world customers. If you're tired of seeing your sales fall apart, John Jantsch has the real-world answers."

--Jeffrey Gitomer, author, "Little Red Book of Selling" and "21.5 Unbreakable Laws of Selling"


""Duct Tape Selling "does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modern sales professional."

--Jill Rowley, social selling evangelist, Oracle

"Duct Tape Selling" explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others with our ideas, our products, our services, or even ourselves we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you ll learn the attitudes and abilities required to master the new world of sales.

Daniel H. Pink, author, "To Sell Is Human "and "Drive"


"Duct Tape Selling" totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.

Jill Konrath, author, "Agile Selling" and "SNAP Selling"


In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.

Seth Godin, author, "The Icarus Deception"


Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.

Brian Halligan, HubSpot CEO and co-author, "Inbound Marketing"


"Duct Tape Selling "holds answers for how real-world salespeople can connect and stick with real-world customers. If you re tired of seeing your sales fall apart, John Jantsch has the real-world answers.

Jeffrey Gitomer, author, "Little Red Book of Selling" and"21.5 Unbreakable Laws of Selling"


"Duct Tape Selling "does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modernsales professional.

Jill Rowley, social selling evangelist, Oracle"

Duct Tape Selling explores several counterintuitive routes to sales success, but it starts with the most important skill of all: listening. If we want to move others with our ideas, our products, our services, or even ourselves we have to slow down and understand what our counterparts are saying. And if you listen to John Jantsch, you ll learn the attitudes and abilities required to master the new world of sales.

Daniel H. Pink, author, To Sell Is Human and Drive


Duct Tape Selling totally reframes the sales process, showing sellers how to leverage marketing strategies to connect, build value, and win more business.

Jill Konrath, author, Agile Selling and SNAP Selling


In an ever more connected society, consultative selling is (fortunately) the new driver of growth. Once again, John Jantsch turns our expectations upside down and shines a light on a better way to get things done.

Seth Godin, author, The Icarus Deception


Jantsch brings the concept of inbound selling to life with practical, actionable advice that can help turn any sales rep into a sales superstar. From effective storytelling to optimizing your social profile for success, John s advice will give aspiring and existing salespeople alike the tools, context, and information they need to meet the needs of twenty-first-century buyers.

Brian Halligan, HubSpot CEO and co-author, Inbound Marketing


Duct Tape Selling holds answers for how real-world salespeople can connect and stick with real-world customers. If you re tired of seeing your sales fall apart, John Jantsch has the real-world answers.

Jeffrey Gitomer, author, Little Red Book of Selling and21.5 Unbreakable Laws of Selling


Duct Tape Selling does a fantastic job defining why the world of sales has changed, what the new world of sales looks like, and how you can become a modernsales professional.

Jill Rowley, social selling evangelist, Oracle

"

About the Author

JOHN JANTSCH is a marketing consultant, speaker, and the acclaimed author of Duct Tape Marketing, The Commitment Engine and The Referral Engine. He is the founder of the Duct Tape Marketing Consultant Network. He lives in Kansas City.
Visit www.DuctTapeSelling.com"


Customer Reviews

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Most Helpful Customer Reviews on Amazon.com (beta) (May include reviews from Early Reviewer Rewards Program)

Amazon.com: 4.9 out of 5 stars 44 reviews
8 of 8 people found the following review helpful
5.0 out of 5 stars The New Sales Mind-Set 15 May 2014
By Kelly Weppler Hernandez - Published on Amazon.com
Format: Hardcover Verified Purchase
I’m a big fan of John’s previous books because he gives you a plan of attack that spells out exactly what you need to do.

I think this book is timely and appropriate given I’ve received several cold calls this month from sales people who should read this book. As a former salesperson, it boggles my mind that someone would pick up the phone without spending some time to at least find out a little bit about the company before making the pitch. And as John says, with the tools that are available today, it’s very easy to take signals from social data and online information to help your prospecting efforts. Listening with your ears and your eyes really has to be part of the sales process.

In the book, Jantsch also talks about creating sales insight and follow-up consulting “that’s so valuable people would be willing to pay for it”. That’s really just the sales extension of the inbound marketing model.

Sure, this is a different mind-set, but I’m really not sure how any sales person will be successful in the future without it.
16 of 17 people found the following review helpful
5.0 out of 5 stars Absolutely Fantastic!!! 15 May 2014
By John B. Spence - Published on Amazon.com
Format: Hardcover Verified Purchase
I read a ton of business books (100+ a year) and I focus a lot on sales -- I have probably read more than 300 book on sales -- and Duct Tape Selling would now be in my top four!! This is a superb book - I learned a lot and felt that the author's ideas were spot on. Definitely one you will want to add to your sales/business library -- and I think his book "Referral Engine" is the best on that topic. I would put both of those books as MUST reads for anyone in sales or the owner of a small business -- they are superb and give heaps of useful information, tools and ideas.
1 of 1 people found the following review helpful
5.0 out of 5 stars An essential book if you want to become a business superstar! 12 Sept. 2014
By BrandonR - Published on Amazon.com
Format: Hardcover Verified Purchase
I've read countless books about sales, marketing and business, and this is the Top book for this year. In fact, I'd put this book in my top 5 books all time for entrepreneurs and business owners looking to grow their businesses.

This book provides a new 7-step blueprint for selling in today's new economy that focuses on guiding the prospect/customer along the entire sales experience path and delivering value in a sustainable way that makes you stand out. He breaks each step down and makes implementation manageable for a beginner as well as highly beneficial for an experienced business man or woman.

John helps you navigate the sea of endless information and tools for growing your business and shows you which ones are the best for each situation. He has also turned me on to some amazing tools that I now can't imagine living without in business!

I love how the book bridges the gap between sales and marketing. Many people think that they are not natural born, but John make the selling process easy and manageable by providing a framework that will have the sales close itself rather than having to learn/use hard closing techniques like a car salesman.

What I love most about Jantsch is he walks the talk. You can see him using these tools, techniques and strategies in his business rather than just theorizing about them. He is a true leader in today's world for business.
1 of 1 people found the following review helpful
5.0 out of 5 stars A Very Practical Guide for Today's Sales Pros 24 May 2014
By A. Brett Cohrs - Published on Amazon.com
Format: Hardcover Verified Purchase
I love Jantsch's podcasts and blog content because they are intensely practical for the small business owner - or even (as in my case), the sales professional who tries to treat his job as if he's the CEO of his operation.

For the sales professional or small business owner (who by default serves as a sales leader and marketing department and the rest), this book is just as practical.

Jantsch helps us meld the idea of messaging and providing insight into our sales practice. While most salespeople know that simple calling, meeting, and closing are mostly logistical terms at this point (you still have to make calls, but the value you provide on these calls is much different than the former 'numbers game' idea), Jantsch coaches his readers on how to build out their sales process with consistent marketing messages, insightful value-added ideas, and the perspective of a business consultant vs. simple sales dude.

Check it out. He'll give you some great ideas and some great new perspectives. If they're not new to you, they'll be laid out in a very helpful, practical, actionable way.
5.0 out of 5 stars Great Book...A MUST-READ! 3 Jun. 2014
By Dark Lord - Published on Amazon.com
Format: Kindle Edition Verified Purchase
I have over thirty years of marketing education and experience. I've read a lot of books, and have abused my eyes with a lot of information that was clearly inaccurate.

John Jantsch's latest book has been read by yours truly, cover to cover, and in terms of content, it's nothing less than excellent. For example, John talks about "Finishing The Sale" (Chapter 12). What he IS NOT talking about is "the close." What he IS talking about is establishing and reaching the desired outcome. And while you may believe that this point is something that you understand, reading this chapter alone, will give you a very different perspective on the topic.

I don't know John Jantsch on a personal basis, but I like his books - and enjoy his writing style. He delivers value in every title, and his latest book, DUCT TAPE SELLING, is no exception. I am giving it FIVE STARS because it has earned five stars. Any other review giving him less, is just someone who has not thoroughly read the book.
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