Cover image for Selling (without selling) : 4 1/2 steps to success
Selling (without selling) : 4 1/2 steps to success
Super, Carol.
Personal Author:
Publication Information:
New York : American Management Association, [2004]

Physical Description:
xiv, 177 pages : illustrations ; 23 cm
General Note:
Includes index.
Attitude -- Rapport -- Steps 3 through 4 1/2: the process, inquiry, presentation and the close -- Prospecting and points to ponder.
Subject Term:
Added Author:
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.25 .S865 2004 Adult Non-Fiction Non-Fiction Area

On Order



Carol Super was named Salesperson of the Decade at 3M/Media Networks, now owned by AOL/Time Warner. This book reveals the approach she uses to produce double or triple the average sales of her colleagues - every year.

Author Notes

Ronald D. Gold is the Partner/Creative Director of MGMGold Communications, Ltd., a full-service Manhattan advertising agency.

Reviews 1

Library Journal Review

Super, "Salesperson of the Decade" at 3M/Media Networks (now owned by AOL/Time Warner), produced double or triple the average sales of her colleagues every year. Key points covered in this seminar include communicating better by understanding different types of people, increasing the buyer's confidence while taking pressure off the seller, qualifying prospects, knowing what to say and what not to say, and overcoming obstacles. Loaded with sales scripts, personal stories, and perspectives on what makes a great salesperson, this work outlines attitude, or believing your product will be of help to the customer; building trust, or asking questions that reveal the needs of the customer that can be met by your product or service; presenting a solution that leads to the last step; and closing the sale. The lively, energetic narration will keep listeners interested in Super's ideas. Highly recommended for all public libraries and university libraries supporting a business curriculum.-Dale Farris, Groves, TX (c) Copyright 2010. Library Journals LLC, a wholly owned subsidiary of Media Source, Inc. No redistribution permitted.

Table of Contents

Forewordp. VII
Prefacep. IX
Acknowledgmentsp. XI
Introduction: Why Would You Be Interested in This Book?p. 1
Step 1 Attitude
1 Understanding Responsibility, Mission, and Response-Abilityp. 7
Step 2 Rapport
2 Building Rapport with Potential Clientsp. 39
3 Using the Super Theory of Relate-tivityp. 59
Steps 3 to 4 1/2 The Process--Inquiry, Presentation, and the Close
4 Harnessing the Power of Inquiryp. 87
5 Creating a Successful Presentationp. 109
6 Recognizing the Close--Just Reconfirm and Ask "When"p. 123
Prospecting and Points to Ponder
7 Overcoming Obstacles to Successp. 129
8 Prospectingp. 139
9 Everybody Hates Making Cold Callsp. 145
10 Learning Super's Secrets of Sales Tool Maintenancep. 159
11 Lagniappep. 165
Indexp. 173
Author's Biop. 178