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The Patterson Principles of Selling

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The Patterson Principles of Selling

The Patterson Principles of Selling

32.5 century-old proven sales strategies created by John Patterson, the father of American salesmanship, that are more powerful and relevant today than they were 100 years ago

Jeffrey Gitomer

140 pages, parution le 17/11/2004


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.

L'auteur - Jeffrey Gitomer

JEFFREY GITOMER is the best sales trainer in the world. He gives seminars, runs annual sales meetings, and conducts Internet training programs on selling and customer service. His column, Sales Moves, appears in business publications worldwide and reaches more than 3.5 million readers each week. He can be reached at


  • A Walk in the Graveyard
  • Why Is John Patterson the Father of American Salesmanship?
  • Where Did John Patterson Get His Concepts and Strategies?
  • Quotes Underlined by the Hand of John Patterson Taken from the Book He Can Who Thinks He Can by Orison Swett Marden
  • Principles Are Driven by Truth.
  • The Evolution and Power of the Receipt
  • The Evolution of The Primer: The First Sales Training Manual
  • The Probable Purchaser
  • Here Are the 32.5 Patterson Principles of Selling
  • The Tradition of the 100 Point Club
  • Traditions of Success and Principles for Life
  • The Power of a Flipchart
  • The Legend of the 1904 World's Fair
  • The Legend of 5 and .5
  • The Untapped Power of the Probable Purchaser
  • How to Live the Principles
  • Ring the Register
  • The Patterson Principles of Selling
  • Author's Biography
  • Acknowledgments and Thanks
Voir tout

Caractéristiques techniques

Éditeur(s) Wiley
Auteur(s) Jeffrey Gitomer
Parution 17/11/2004
Nb. de pages 140
Format 15,5 x 23,5
Couverture Relié
Poids 315g
Intérieur Noir et Blanc
EAN13 9780471662624


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