If You’re Not First, You’re Last

During economic contractions, it becomes much more difficult tosell your products, maintain your customer base, and gain marketshare. Mistakes become more costly, and failure becomes a realpossibility 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, andknowing the precise formulas that would allow you to expand yoursales while others make excuses.If You're Not First, You're Last is about howto sell your products and services--despite theeconomy--and provides the reader with ways to capitalizeregardless of their product, service, or idea. Grant shares hisproven strategies that will allow you to not just continue to sell,but create new products, increase margins, gain market share andmuch 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

Introduction vChapter 1 Four Responses to Economic Contractions 1Chapter 2 Power Base Reactivation 23Chapter 3 Past Client Reactivation 33Chapter 4 The Most Effective Call to Advance and Conquer 45Chapter 5 Converting the Unsold 57Chapter 6 Multiply through Existing Clients 71Chapter 7 Delivering at "Wow" Levels 81Chapter 8 The Importance of Price 89Chapter 9 Activate Second Sale to Boost Profits 97Chapter 10 The Value-Added Proposition 105Chapter 11 Act Hungry 113Chapter 12 Expand Acceptable Client Profile 121Chapter 13 Effective Marketing Campaigns 127Chapter 14 Repackaging for Increased Profits 137Chapter 15 The Power Schedule to Advance and Conquer 147Chapter 16 An Advance-and-Conquer Attitude 161Chapter 17 Your Freedom Financial Plan 175Chapter 18 The Most Important Skill Needed to Advance and Conquer 185Chapter 19 The Unreasonable Attitude 199Conclusion How to Guarantee Your Position 209Afterword 215Glossary 219Index 249