The 800-Pound Gorilla of Sales: How to Dominate Your Market

The 800-Pound Gorilla of Sales: How to Dominate Your Market......Page 1
CONTENTS......Page 9
PREFACE......Page 11
PROLOGUE: AWAKENING—DAY ONE......Page 13
ACKNOWLEDGMENTS......Page 21
INTRODUCTION: WHY IT’S GOOD TO BE AN 800-POUND GORILLA......Page 23
CHAPTER 1: LIVE LARGE, TAKE CHARGE: Why 800-Pound Gorillas Think Bigger Than Anyone Else......Page 27
IF YOU DON’T SEE IT, CREATE IT......Page 32
THE ONLY PERSON YOU WON’T SURPRISE IS YOURSELF......Page 34
DOMINANCE DOESN’T ALWAYS MEAN B-I-G......Page 36
TAKEAWAYS......Page 38
CHAPTER 2: WHEN YOU’RE REALLY BIG, IT’S HARD TO HIDE ANYWHERE: Why 800-Pound Gorillas Must Be Authentic......Page 40
BETTER TO BE GENUINE......Page 41
GERBER GETS IT......Page 43
GETTING INTO THE LEARNING HABIT......Page 49
A GENUINE CONTRARIAN......Page 50
TAKEAWAYS......Page 51
CHAPTER 3: THANK YOU, AMERICAN TOURISTER: Why 800-Pound Gorillas Get to Rattle the Cage......Page 54
SHAKE IT UP, BABY......Page 56
KNOW WHEN TO HOLD ’EM......Page 57
IT TAKES CONFIDENCE......Page 58
OFFENSE, DEFENSE, AND COMMON SENSE......Page 61
TAKEAWAYS......Page 63
CHAPTER 4: NO ONE’S EVER DONE IT BEFORE: Why 800-Pound Gorillas Do What Other Won't......Page 64
THE “DOING” SETS YOU APART......Page 67
GIVE AWAY VALUABLE INFORMATION......Page 69
CREATE OPPORTUNITIES FOR OTHERS......Page 70
ALWAYS BEING AROUND......Page 77
TAKE MORE RISKS THAN OTHERS......Page 78
TAKEAWAYS......Page 81
CHAPTER 5: BECAUSE THEY LOOK GOOD IN BLUE TIGHTS: Why 800-Pound Gorillas Are Heroes to Those They Serve......Page 82
TRIAL, TRIAL AGAIN......Page 83
LOOKING OUT FOR OTHERS......Page 85
THE STRONG, SILENT TYPE......Page 86
TAKEAWAYS......Page 90
CHAPTER 6: THE REALLY STRONG, REALLY SILENT TYPE: How 800-Pound Gorillas Talk Less and Do More......Page 92
GUILTY AS CHARGED......Page 93
CAUGHT UP IN A SALES FUNNEL......Page 96
IT’S ALL ABOUT THE DOING......Page 99
TAKEAWAYS......Page 101
CHAPTER 7: ONE BANANA, TWO BANANA: How 800-Pound Gorillas Add Value......Page 103
MONEY CAN BE NO OBJECT . . . BUT MOST TIMES, IT IS......Page 106
PRICE . . . VALUE . . . HOW DO YOU FEEL ABOUT IT?......Page 109
VALUE IS MORE THAN MONEY......Page 111
TAKEAWAYS......Page 114
CHAPTER 8: ROARRRRRR!: Why 800-Pound Gorillas Are the Ones Others Quote......Page 116
EVERY INDUSTRY HAS ITS VOICES......Page 118
EMOTIONAL VOLTAGE......Page 123
“BUT I’M NOT ON TV! HOW CAN I BE QUOTED?”......Page 128
WHAT’S YOUR QUOTE?......Page 129
TAKEAWAYS......Page 130
CHAPTER 9: SPEAK THE LANGUAGE OF YES, BUT TAKE NO FOR AN ANSWER: How 800-Pound Gorillas Get Beyond Rejection in Selling......Page 132
CAN YOU TAKE IT?......Page 133
IT’S ONLY “NO” FOR TODAY......Page 136
WANT TO BE AN AUTHOR? GET READY FOR REJECTION......Page 138
TAKEAWAYS......Page 140
CHAPTER 10: WHERE THE LEOPARDS HANG OUT: Why 800-Pound Gorillas Know Their Competition......Page 142
KEEP YOUR FRIENDS CLOSE . . . AND YOUR COMPETITIVE DATA CLOSER......Page 144
AN INSIDE JOB......Page 145
KNOWLEDGE IS POWER(FUL)......Page 146
BE VISIBLE......Page 148
TAKEAWAYS......Page 149
CHAPTER 11: IT’S MORE FUN TO BEAT YOUR CHEST AND ROAR: Why 800-Pound Gorillas Bring Passion to All They Do......Page 151
PASSION: A VALUABLE COMMODITY......Page 154
A PASSION FOR SUCCESS......Page 157
TAKEAWAYS......Page 162
CHAPTER 12: FORAGING, SHELTER, AND MATING: Why 800-Pound Gorillas Master the Fundamentals......Page 163
WHAT DO I HAVE TO KNOW?......Page 164
WHAT SHOULD I WORK ON?......Page 165
THE CUSTOMER IS ALWAYS . . . THE CUSTOMER......Page 174
QUICK TO PICK UP......Page 176
TAKEAWAYS......Page 177
CHAPTER 13: THE ACTION PLAN: How You Will Become the Next 800-Pound Gorilla......Page 179
WORLD’S LARGEST . . . PAIN TO DEAL WITH......Page 180
THE GAME PLAN......Page 182
A WORD OF WARNING......Page 184
EPILOGUE: REVELATION—END OF DAY ONE......Page 187
ABOUT THE AUTHOR......Page 191
INDEX......Page 193