Supremely Successful Selling. Discovering the Magic Ingredient

  • ID: 2218418
  • Book
  • 224 Pages
  • John Wiley and Sons Ltd
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"You are among the most highly esteemed and privileged. You are a partner in one of life′s most noble professions. You are the power that turns the axle that spins the wheel that moves the shaft that activates the lever that fires the steam that drives the engine. You are the engine that makes it all happen."
–From Supremely Successful Selling

Praise for Supremely Successful Selling

"Everything you do in life is selling. We all sell no matter what we do for a living. That′s what I really like about this book. It′s perfect for everyone. I have 60,000 employees in my corporation. They can all use this book. Jerry has a wonderful way of telling a story. The book is easy to read, inspirational, and with just the right combination of humor and information."
—Richard K. Davis, President & CEO, U.S. Bancorp

"Everyone in the world sells, no matter what your work or profession, so everyone will benefit greatly from Supremely Successful Selling. Practical, insightful, and just plain fun to read, it may very well be one of the most important books on selling that′s been published in recent years.

"The book is a must–read. Jerry combines tips from some of the country′s leading sales people he knows and has worked with along with insights from his own rich experience. Jerry Panas presents the key that will open any door to a successful ask.

"Jerry is a genius at pinpointing the single factor that ensures the sale . . . and the missing ingredient that will guarantee that you not fail. Supremely Successful Selling provides insights that propel you to success along with actual, remarkable stories that will inspire you to action."
—Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

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Chapter 1 A Charmed and Fulfilling Life 1

Chapter 2 The Great Ones 7

Chapter 3 Failure Is the Path of Least Persistence 17

Chapter 4 Move Those Marbles 23

Chapter 5 It’s Never Too Late to Be What You Might Have Been 29

Chapter 6 There Are Really No Mistakes in Selling—Only Lessons 37

Chapter 7 It’s a Numbers Game 45

Chapter 8 Failing to Prepare Is Preparing to Fail 53

Chapter 9 Go the Extra Mile that Failures Refuse to Travel 61

Chapter 10 Sometimes You Have to Be Silent to Be Heard 69

Chapter 11 Be Like the Busy Spider 77

Chapter 12 Amazing What You Can Do When You Don’t Know What You Can’t Do 85

Chapter 13 Listen! I Think I Hear a Sale 91

Chapter 14 It’s Astounding What You Don’t Sell When You Don’t Ask 99

Chapter 15 If You Don’t Know Where You’re Going, You’ll Probably End Up Somewhere Else 105

Chapter 16 There Are No Shortcuts to Anyplace Worth Going 113

Chapter 17 Know Your Product, but It’s Testimony that Persuades 121

Chapter 18 If You Think You’ll Lose, You’re Lost 127

Chapter 19 Climb the Ladder of Success One Objection at a Time 135

Chapter 20 Objections Aren’t Bitter if You Don’t Swallow Them 141

Chapter 21 No Isn’t an Answer, It’s a Question 145

Chapter 22 The Horrifying 10 155

Chapter 23 Have Only Two Dials on Your Console—Fast and Faster 165

Chapter 24 Integrity Isn’t Important—It Is Everything 171

Chapter 25 Flimflam Is Out 175

Chapter 26 The Highest of Callings 179

Chapter 27 The Unconquerable Joy of Selling That Ignites a Fire 185

Chapter 28 You Don’t Have to Be Great to Start, But You Have to Start to Be Great 191

Chapter 29 Here’s the Magic 197

Appendix 203

About the Author 209

Index 211

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JEROLD PANAS is the author of thirteen bestselling books on asking, management, motivation, and building relationships. His firm, Jerold Panas, Linzy & Partners, is one of the world′s leaders in counseling and helping organizations reach their highest aspirations. A platform personality of note, he leads seminars and conferences around the world on prompting others to action, influencing decisions, and selling the dream. Visit

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