Robert ShookThe Greatest Sales Stories Ever Told: From the World's Best Salespeople
Robert Shook is the author of 43 books, including bestsellers such as Mary Kay, Mary Kay on People Management, and The IBM Way. He is also the author of McGraw-Hill's Greatest Sales Stories Ever Told and I'll Get Back to You.
Part I: Mental Attitude.Selling with Enthusiasm
Told by Mary Kay Ash.The Bigger They (Prospects) Are
Told by Jack A.Sullivan.Selling Multi-Million Dollar Homes in Beverly Hills
Told by Stan Herman.Where There's A Will
There's A Way
Told by Michael McCafferty.The Blind Dentist
Told by Jerry Heffel.It's Not the Territory
Told by Robert L.Shook.Part II: The Initial Approach.You Meet the Nicest Investors on the Golf Course
Told by Alan ``Ace'' Greenberg.Taking the Bully by the Horns
Told by Robert L.Shook.The Golf Buddies
Told by Richard Connolly.Being There
Told by Betsy Martin.Never Prejudge
Told by Ebby Halliday.A Captive Audience
Told by Neil Balter.The New Kid on the Block
Told by Edward Lubin.Keeping in Touch
Told by Terrie Williams.Everybody is a Prospect
Told by Judie McCoy.Selling the Right Person
Told by Robert L.Shook.They Can Run But They Can't Hide
Told by Steven M.Finkel.Part III: Selling Yourself.Listen with Sincerity
Told by Joe Girard.Sticking to Your Convictions
Told by Bob Woolf.Speaking the Customer's Language
Told by William J.Bresnan.Making Things Happen
Told by Georgette Mosbacher.A Difference in Cultures
Told by Jack Masser.Creating a Level of Confidence
Told by James McEachern.Selling Sports Celebrities
Told by David Burns.The Listener Who Couldn't Hear
Told by Tony Parimello.A Lesson on Listening
Told by James Clayton.The Four Seasons in London
Told by Isadore Sharp.Taking Charge
Told by Robert L.Shook.Part IV: Innovation.Changing Dreams Into Realities
Told by Martin D.Shafiroff.Let Your Satisfied Customers Do Your Selling
Told by Barry J.Farber.It Pays to Advertise
Told by Richard Luisi.Selling Glitz
Told by Marc Roberts.The Surprise Package
Told by Clinton Billups.How to Sell Houses by the Railroad Track
Told by Tom Hopkins.Part V: Selling Solutions.The Superdome Deal
Told by Randy Vataha.The ``Easy'' Way to Increase Your Estate
Told by Barry Kaye.Switching Gears
Told by Richard D.Schultz.Part VI: Creating a Sense of Urgency.Only One is Eligible
Told by John Covell.When At First You Don't Succeed
Told by John Covell.Gangbusters! Told by
Jay Bernstein.Urgency! Told by
Mark ``K'' Kottich.Part VII: Closing the Sale.Selling the Houston Astros
Told by William E.Odom.No Grief
Told by Robert L.Shook.Preserverance Pays Off
Told by Ross Perot.Do or Die
Told by F.Pete Gullick.Having A Clear Objective
Told by Zig Ziglar.Being an ``Impartial'' Third Party
Told by Robert L.Shook.Part VIII: Servicing the Customer.From Tiny Acorns Grow Mighty Oaks
Told by Richard Luisi.Full-Service Real Estate Selling
Told by Cindy Rossmeisl.Going That Extra Mile
Told by Roger Dow.The $10
000 Sale That Became A $2
000
000 Sale
Told by Joe Gandolfo.Special Occasions
Told by William R.Chaney.
