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The Patterson Principles of Selling | 
 enlarge | Author: Jeffrey Gitomer
Publisher: Wiley
Category: Book
List Price: $19.95
Buy New: $7.99
You Save: $11.96 (60%)
New (10) Used (17) Collectible (1) from $4.22
Rating:  19 reviews
Sales Rank: 182674
Media: Hardcover
Edition: Revised
Pages: 140
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 9.1 x 6.1 x 0.7
ISBN: 0471662623
Dewey Decimal Number: 658.85
EAN: 9780471662624
ASIN: 0471662623
Publication Date: April 16, 2004
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
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| Editorial Reviews:
Product Description
More than thirty proven sales strategies from John Patterson, the father of American salesmanship
People don't like to be sold, but they love to buy," Jeffrey Gitomer likes to say. And he's been saying it for years. When Gitomer began his research for this book, he discovered a quote by John Patterson, founder of National Cash Register, that was amazingly similar-"If the prospect understood the proposition, he would not have to be sold; he would come to buy." After discovering the similarities in their philosophies, Gitomer developed 32.5 principles of selling based on Patterson's ideas. These principles capture the essence of what Patterson preached 100 years ago, with twenty-first-century adaptations and concepts for implementing his sales strategies. Patterson was the first to write a sales book on dealing with objections, the first to create and use a sales training tool, and the first to refer to prospects as "probable purchasers." And it was Patterson who created the demand for a receipt, now one of the most powerful pieces of paper in the world.
Each principle includes a quote from Patterson, one quote from Gitomer, and an occasional quote from another relevant person. Icons after each principle help readers understand how to think about the concept and adapt it to their needs, and how to turn that concept into action. The Patterson Principles of Selling are easily understood and just as applicable today as they were when Patterson developed them to sell cash registers. They offer a proven, commonsense approach to the sales process that will give salespeople the key to success today, tomorrow, and forever.
Jeffrey Gitomer (Charlotte, NC) is a leading authority on sales and customer service whose clients include BMW, Caterpillar, Coca-Cola, and Hilton Hotels, among others. He is also the author of the popular syndicated weekly column, "Sales Moves", read by more than 3.5 million people across the United States and Europe.
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| Customer Reviews: Read 14 more reviews...
 Interesting and Inspiring January 3, 2007
Rich A. (Minneapolis, MN)
Fact is often stranger than fiction. This biographical account of the founder of National Cash Register is an inspiring story about hard work and ethics and proven sales techniques. It's as easy to imagine oneself back in time as it is to imagine Mr. Patterson running present-day NCR. Mr. Gitomer interlaces his own techniques, updated for the world of email and internet, into an interesting and motivational read.
 ITS NOT MUCH and you dont even get what you pay for! June 5, 2006
John Halloran (San Juan, Puerto Rico)
3 out of 4 found this review helpful
A quick 136 page read is not all bad, however the author Jeffrey Gitomer, keeps telling us of Patterson's principles and then sends us to his (Gitomer) website to register for the anwser. I contend this is unauthentic marketing and a contradiction to Jeffery's claim of giving value. GIVE US WHAT WE PAID FOR AND THEN TRY TO SELL US. This is the perfect example of what not to do in sales. He assumes I have read his other books and that what he says is gold. Please give me what I pay for next time, if there is one.
 Gitomer RULES - but his head is one size too large in this go-around. March 3, 2006
Mark Michener (LaCrosse, WI)
2 out of 2 found this review helpful
I am a HUGE Gitomer fan. NO question about it. But every now and again, everyone needs a reality check. The Gitmeister resurrected the ASTONISHINGLY TIMELY (albeit 100 year old) work of John Patterson of National Cash Register, arguably the "father of modern salesmanship". But he seems to have found it necessary to attach his cart to Patterson's horse. Or should I say, attach Patterson's cart to a horse named Gitomer.
My point is that Patterson's work can - and should - stand on its own. Footnotes or endnotes would have sufficed, but Git's added bits come-off as being at least a wee bit adolescent with a "nyah, nyah... TOLD you so / see... I was RIGHT" air. Still, you should NOT let that stand in the way of Patterson's stunning work. If you're in Sales, you MUST read this book. Like other Git material, it won't take long to get through it, it WILL make you smile, and it could make you RICH.
Who Else Wants To Learn Master Salesmanship? February 5, 2006
Kenneth Calhoun (Colorado, USA)
I'm thankful to Jeffrey for taking the time to research Patterson's work - it's invaluable for today's sales professional.
What I liked best about this book was how Gitomer got to the essence of what Patterson was all about as a salesman, and later business leader, and boils it down into easy-to-understand and use principles of master salesmanship.
It's absolutely inspirational to me as a sales trainer to see examples of how Patterson got fitness and sales process parts to be successfully standardized across a huge sales force, and how well it worked to boost sales quickly, and permanently.
Hats off to Gitomer, he did it again, in this excellent foundation/sales insights book that's easy to read and priceless to own. Get it now - fun stuff, and helps you become a better sales pro, too.
Ken Calhoun
Principles that encompasses marketing strategy and sales... December 11, 2005
Jose Ernesto Passos (Sao Paulo, SP Brazil)
1 out of 2 found this review helpful
My reason for not giving a five star rating, is an emotional one, Mr. Gitomer is trying to become Mr. Patterson, using this book to make a parallel of ideas that blurs each man's ideas in such way that looks like Mr. Gitomer invented the same concepts again.
As for the book, it is a good book to inspire one to prepare himself for selling and also to manage a sales effort. The ideas and concepts presented may have to be adapted to the culture of the community to whom you want to target.
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