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John Wiley & Sons, Inc.

YOU?RE

LAST

SALES STRATEGIES

TO DOMINATE YOUR MARKET AND

BEAT YOUR COMPETITION

GRANT CARDONE


 


 

If You?re Not First, You?re Last

Sales Strategies to Dominate Your Market and Beat Your Competition

Grant Cardone

 
 

John Wiley & Sons, Inc.


Copyright ? 2010 by Grant Cardone. All rights reserved. QuickcloseTM is a registered trademark of Grant Cardone ? 2009.

Information-Assisted SellingTM is a registered trademark of Grant Cardone ? 1998. Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

 

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or

otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web

at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030,

(201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions.

 

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

 

For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800)

762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002.

 

Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. For more information about Wiley products, visit our web site at www.wiley.com.

 

Library of Congress Cataloging-in-Publication Data:

Cardone, Grant.

If you?re not first, you?re last : sales strategies to dominate your market and beat your competition / Grant Cardone.



p. cm.

ISBN 978-0-470-62435-7 (cloth)

1. Success in business. 2. Strategic planning. 3. Organizational learning.

I. Title. II. Title: If you are not first, you are last. HF5386.C254 2010

658.8'2?dc22 2010004480

 

Printed in the United States of America 10 9 8 7 6 5 4 3 2 1


 

 

Contents

 

 

Introduction   Chapter 1     Four Responses to Economic v
  Contractions
Chapter 2 Power Base Reactivation
Chapter 3 Past Client Reactivation
Chapter 4 The Most Effective Call to Advance and Conquer  
Chapter 5 Converting the Unsold
Chapter 6 Multiply through Existing Clients
Chapter 7 Delivering at ?Wow? Levels
Chapter 8 The Importance of Price
Chapter 9 Activate Second Sale to Boost Profits
Chapter 10 The Value-Added Proposition
Chapter 11 Act Hungry
Chapter 12 Expand Acceptable Client Profile

 

 

ivCONTENTS

 

Chapter 13 Effective Marketing Campaigns 127

Chapter 14 Repackaging for Increased Profits 137

Chapter 15 The Power Schedule to Advance

and Conquer 147

Chapter 16 An Advance-and-Conquer Attitude 161

Chapter 17 Your Freedom Financial Plan 175

Chapter 18 The Most Important Skill Needed

to Advance and Conquer 185

Chapter 19 The Unreasonable Attitude 199

Conclusion How to Guarantee Your Position 209

Afterword 215

Glossary 219

Index 249


Introduction

 


Date: 2016-06-12; view: 92


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