Hardball: High-pressure selling techniques that work

By Robert L. Shook

Straightforward secrets and strategies for salespeople who want to join thewinning top 5 percent of the sales force--Get your foot in the door--Control the sale without manipulation--Create a sense of... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0688090443
• ISBN13: 9780688090449
• Release Date: January 1990
• Publisher: William Morrow & Company
• Length: 224 Pages
• Weight: 0.90 lbs.

Customer Reviews

Insightful!

The mere mention of "high-pressure sales tactics" makes most sales managers cringe. But the problem, says veteran salesman and author Robert L. Shook, isn't that salespeople are using such tactics, but that they are using them incorrectly. Legions of sales professionals have learned to back away from tough and aggressive techniques that work. In fact, if you use hardball techniques properly, your prospects will never know. Shook suggests that the "relationship selling" pendulum has now swung so far in one direction that it's hurting sales. Unless you give your prospect the motivation to buy, you'll leave the office with a smile but without a check. Shook believes in keeping the upper hand, guiding the client along and not backing down an inch when it comes to facing "not now" excuses. As his many colorful sales anecdotes suggest, you can't deny the effectiveness of a strong approach when it comes to closing the deal. How much you like this book, however, will probably depend on how much you hate pushy salespeople. That said, we find that the book is full of good ideas. And if you don't snap it up soon you may miss your only opportunity...well, you know the rest.

The ultmate primer on selling

This book will change your life........