If You're Not First, You're Last E-Book

Grant Cardone

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch
• Veröffentlichungsjahr: 2010

Seitenzahl: 233

Beschreibung

During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You're Not First, You're Last is about how to sell your products and services--despite the economy--and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You're Not First, You're Last include: * Converting the Unsold to Sold * The Power Schedule to Maximize Sales * Your Freedom Financial Plan * The Unreasonable Selling Attitude

Leseprobe

Table of Contents

Title Page

Copyright Page

Introduction

The Importance of First

The “Game-Changing” Economy

From Easy Times to Tough Times

CHAPTER 1 - Four Responses to Economic Contractions

The Cheerleader Response

Old School Response

The Quitter Response

Advance and Conquer

Surviving Recessions

CHAPTER 2 - Power Base Reactivation

The Call

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

CHAPTER 13 - Effective Marketing Campaigns

CHAPTER 14 - Repackaging for Increased Profits

CHAPTER 15 - The Power Schedule to Advance and Conquer

CHAPTER 16 - An Advance-and-Conquer Attitude

CHAPTER 17 - Your Freedom Financial Plan

CHAPTER 18 - The Most Important Skill Needed to Advance and Conquer

CHAPTER 19 - The Unreasonable Attitude

Conclusion

Afterword

Glossary

Index

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.

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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.

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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

Introduction

The Importance of First

Although the concept of first or last may sound unfair and difficult to accept for some, in the real world—regardless of your business or career—first place is the only place that matters. It’s a position that allows you to weather all storms, gets you extra attention, and has the competition chasing you—rather than the other way around. But let’s face it: if you didn’t compromise on any point, you would certainly rather the position of first than any other, right? Given the choice between first and any other position, we all know what’s preferable.

Unlike systems or cultures where everyone gets rewarded for just participating and regardless of their efforts, abilities, or even the score—the only position that ultimately makes sense in business—and the one that earns the greatest rewards—is, of course, first. If you aren’t in the dominant position in your market, then you are at risk. When economies are abound with business, the company in first position continues to gain customers and expand its size and presence while the weaker players eke out increasingly smaller gains, helped along solely by the rich nature of the market. However, when these profitable times wane, the dominant company benefits from its first-place position and grabs market share away from all the other contenders while those in every other position pay the price.