If You’re Not First, You’re Last: Sales Strategies to Dominate Your Market and Beat Your Competition

Great
Amazing book. Every home should have one on the coffee table.

Grant, you are a freak!!
How refreshing was it to read this book. Anyone who is successful in sales knows the difference between someone who has been in the fight and someone who wiped up the sweat. Personally, I have always tried to see the world from a different angle. Grant Cardone is a master. Here is the thing. You can only relate to this book if you are in the fight everyday. Most salesmen don’t even put on the gloves. You spend more time hugging the water cooler and smoking cigarettes. You know what I am talking about. This book talks about the challenges of volume selling and practical ways to take it to the next level. In a book like this, there are chapters that will literally make you thousands of dollars this week. Pick a chapter and apply it and you will see the difference. I have applied many of these concepts in my daily sales meetings and it has made a tremendous difference. Its amazing how a thirty dollar book can make you hundreds of thousands. Keep it up Grant. You are making a tremendous difference not only my life, but the life of my agents. If you only knew how much I would actually pay for your books, you would charge me more. You hear me my man!!!!

Get at it! (Now)…
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 language2) 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.”

The guide to getting anything you want in life….
The methods taught in this book are almost like life lessons.Not only does he teach you about sales (which is crutial in life) but he also teaches you basically how to get anything you want through the art of becoming a master of sales.This book isn’t just for salesmen this is for anybody who wants to be finically independent and live a good life!He demonstrates examples of almost all the sales lessons he teaches in this book as well which is a rare find in sales books. He gives real world and executable action steps for the reader with a small “quiz” at the end of each chapter as he does with most of his other books.Get the book!

Nice selling tips

GC’s books have taken the role of a mentor to me. He has his own way to approach things in life and business. Although, it will not be for everyone. It might seem “very american”, but when you look at the larger scope, GC teaches us to stay hungry, be persistent and think in big dimensions. Never be satisfied with the average. Go for the hottest girl, the largest house, the highest position…This will have an effect on you life! So buy it…