The Patterson Principles of Selling

by Jeffrey Gitomer and John Patterson

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...

• Format: Hardcover
• Language: English
• ISBN: 0471662623
• ISBN13: 9780471662624
• Release Date: April 2004
• Publisher: John Wiley & Sons
• Length: 140 Pages
• Weight: 0.74 lbs.
• Dimensions: 0.6" x 6.3" x 9.2"

Customer Reviews

Highly Recommended!

Author Jeffrey Gitomer's book's jacket refers to him as, "the modern leader of salesmanship." Given that splashy buildup, his book has to be an attention-getter - and it is. The contents are displayed in modern, freewheeling big fonts and graphics. The illustrations feature intriguing black-and-white, scratchy images of NCR founder John Patterson demonstrating his eccentric, but fundamental, approach to sales. Something about Gitomer's book is inexplicably charming, perhaps due to his boyish love of industrial history and his unapologetic idol worship of Patterson, an American sales icon. Gitomer, who "revised and revived" Patterson's rules, obeys the motto, "Think!" In an era when business intently focuses on maximized sales, why not look to history for some winning answers? Patterson's "Probable Purchaser" concept is a powerful idea, and the book's dicta are broad in scope if not deep. We believe Gitomer deserves fair credit for this thought-provoking work of industrial archaeology and encourages salespeople to read his book.

Loaded with great selling principles

As I was reading this book I found it an easy read and the advice was good. However when I went back and reviewed the key things I felt I must remember and practice there were 15 MUST KNOWS. This is a book to study over and over and the principles outlined here will help anyone increase their sales if they apply them.

The basics haven't changed in 100 years!

This little book is the best sales book I have ever read! Every chapter is a gem. It is an easy read and a book you will want to read over and over. Short easy to read and beautifully put together it is a must but anyone who takes their sales skills seriously. This is Gitomers best work yet!

If you had to buy only one book this should be it!

Gitomer has provided key skills and ideas in creating a buying enviroment! This is the first new book on sales in 120 years and should be read by everybody in sales ans sales management.

Another homerun for Gitomer!

This book gives the reader the opportunity to learn selling at the feet of John Patterson, the original master salesman of America. Gitomer does a great job bringing Patterson's principles into this era. I recommend this book to every sales associate out there!