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If You're Not First, You're Last: Sales Strategies to Dominate Your Market and Beat Your Competition, by Grant Cardone
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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
- Sales Rank: #30598 in Books
- Brand: Wiley
- Published on: 2010-06-01
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x 1.00" w x 6.30" l, 1.00 pounds
- Binding: Hardcover
- 272 pages
- Great product!
Review
"This book is a wake-up call. While the rest of the world is complaining about problems, Grant Cardone is working on solutions." ---Dr. Tony Alessandra, author of The Platinum Rule
From the Inside Flap
Win and take all with these proven strategies
In the real world, not everyone gets a prize just for showing up. You either win or you lose. If you're in business during a down economy, winning means one thing: being first.
If You're Not First, You're Last is your playbook for seizing the heights by boosting sales, increasing margins, and creating new opportunities no matter the economy. Let your rivals complain about miserable selling climates! They can hide under their beds as you use the practical tools and strategies in this guide to get to work and get results.
Pulling no punches and allowing no excuses, If You're Not First,You're Last gives you:
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An advance-and-conquer attitude
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The secret strength of "hunger"
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Your Freedom Plan
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Why dominance means disregarding social norms
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How to deliver at "WOW" levels
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How to convert unsold goods into sales NOW
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The "Power" Schedule—the exact daily formula for personal success
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And so much more!
Even in a down economy, you can get to the top in your career and business—and the top is the right place to be! If You're Not First, You're Last gives you a proven set of tools to find the opportunities and act on them before your competition does. Get this powerful guide and you won't just succeed, you'll dominate.
From the Back Cover
Praise for If You're Not First, You're Last
"This book is a wake-up call. While the rest of the world is complaining about problems, Grant Cardone is working on solutions. If you don't want to have regrets in your life about never reaching your dreams, read this book and light your life on fire!"
—Dr. Tony Alessandra, Hall-of-Fame Motivational Speaker and author of The Platinum Rule
"If Grant's book doesn't motivate you to think bigger, work smarter, and accomplish more than you ever thought possible, then the 'box' you're stuck in is in danger of becoming a casket! Take your dreams out of mothballs, get your game face on, and get ready for the ride of your life!"
—Dave Anderson, President, LearntoLead, and author of How to Run Your Business by THE BOOK
"I love Grant Cardone's book for one reason: it works! No theory, no magic formulas, just a step-by-step blueprint that will increase your business if you do exactly what Grant says. It worked for me."
—Warren Greshes, author of The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success!
"Nearly all of the sales advice you've been taught will land you in last place. Read this book and learn how to finish first!"
—Frank Rumbauskas, New York Times bestselling author, NeverColdCall.com
"Grant Cardone's new book is a must-read if you want to be first, if you want to be the best!"
—Todd Duncan, New York Times bestselling author
Most helpful customer reviews
28 of 30 people found the following review helpful.
Get at it! (Now)...
By D. Kanigan
The theme of the book is that during economic downturns, it's tougher for salespeople to sell their products, maintain existing clients and acquire new ones. Cardone first explains 4 possible responses to an economic downturn and why aggressively 'advancing and conquering' is the winning response. He then goes on to suggest a number of selling strategies including how to activate existing clients, old clients, new clients and second sales - in addition to explaining how to ask for referrals. He explains the importance of Price and delivering at "wow" levels. Then he explains the importance of "acting hungry", how to develop effective marketing campaigns and, how to define your target market in a downturn. He shares his ideas on how to maximize the scheduling of your day and also why having a financial plan and budget is critical to your success. My assessment:
1) This is a quick read. The book is written in conversational tone and in plain speaking language
2) It is written from someone who has done it and has been in the trenches - author is passionate and credible on the topic. For this reason the book is both motivational and inspirational - it leaves you wanting to get right at it and take ownership of your own destiny.
3) Each chapter is followed by exercises with thought provoking questions to reinforce your understanding of the concepts and approaches.
4) The book is written for the individual contributor salesperson. This is not an ivory tower text book - just practical suggestions on how a salespeople can/should move forward.
5) Cardone pushes his own sales training, books, seminars, and web site a bit aggressively (...yet, how can one fault a master salesman for asking for the business)
6) Certainly appreciated his approach of taking massive action and energy - and following up relentlessly - while others are paralyzed in the downturn.
7) I didn't find the sales strategies necessarily fresh, but the re-packaging and positioning was definitely worth the read.
8) As the title of the book suggests, the book is on sales strategies and not specifically on "selling" or "sales process" techniques. For these topics, you would be advised to check out his earlier book.
A few of my favorite excerpts from the book include:
"People develop an overall unrealistic attitude when the business is good and wind is at their backs. When the market changes and belts tighten, the forces are no longer at your back but are blowing in your face. Every weakness is greatly magnified when times get tough."
"Personal visits are the single most powerful method by which yo will ever make contact with a client and are guaranteed to advance your position. It would take 10 phone calls to equal the outcome of one personal visit."
"You must be willing - especially during economic slowdowns - to take extreme actions in order to offset the pullback. Often, the action seems extreme because people are conditioned to wait from something to happen rather than making something happen."
"Follow up, follow up, and follow up - despite what anyone tells you, despite the emotions, despite anything - follow-up."
"When people ask, "Why is he always moving so fast?" my answer is, "That's how I roll." When they ask, "What's the hurry? Chill out," inspire them by saying, "The more I do, the more I can do, and the more I can do, the more I get done!" When they tell you, "Slow down and enjoy your life," tell them, "I can't slow down. I have an economy to create so that I can ensure the future of my family."
16 of 18 people found the following review helpful.
The WOW book! Look up and follow the leader - YOU!
By Grady Harp
IF YOU'RE NOT FIRST, YOU'RE LAST reads the catchy title of this book and if the reader is not careful about peeking into a motivationally challenging way of looking at success, the subtitle may go unnoticed: SALES STRATEGIES TO DOMINATE YOUR MARKET AND BEAT YOUR COMPETITION. Author/motivator Grant Cardone doesn't dance around issues. He confronts those fortunate enough to purchase this book with the fact that yes, the market is scary right now so gear up and take advantage of the opportunity that while colleagues may be cowering in fear, you can jump into the positive mode of thinking and come out on top. 'Problems are opportunities, and conquered opportunities equal money earned' is just one of the motivating phrases that jump off every page of this book. Topics such as 'An advance-and-conquer attitude', 'Why dominance means disregarding social norms', and 'How to deliver at "WOW" levels' may give an idea of the strengths of Cardone's writing, but at the same time Cardone won't allow his reader to simply buy another self-help book to stash on the shelf: he demands much of those smart enough to jump onto his rocket to success.
How to make use of this slow recession period is for this reader the most fascinating part of the book. Cardone presents schedules of how to manage each day in contacting potential clients, following through in manners that may seem a bit pushy at first reading until Pow! - there is Cardone's result table. 'Don't seek to satisfy; seek to wow. The more you wow, the less you have to promote - because others do it for you!' Citing too much of the information within this book would be unfair to the author and might discourage readers from buying into this book's powerhouse of motivation. Suffice it to say that this is one fascinating read, a book that is easy to digest and stimulating enough to make the reader incorporate that 'Yes I can' feeling.
Towards the end of this book Cardone summarizes his outlook: 'Be outrageous in your thinking, relentless in your execution, and unreasonable in your actions, and you too will advance and conquer. Read this book and you'll become a believer - and a successful one at that. Grady Harp, May 10
7 of 9 people found the following review helpful.
Operations Manager
By Dennis C. OBrien
Grant has taken the subject of selling and made it interesting, easy to apply and intense! The information is easy to get and the techniques are so valuable.
I had one sales guy that just couldn't close a deal! After reading his book on Sell to Survive he started closing! This one should make him a star!
Thanks Grant! YOU THE MAN!
Dennis OBrien
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