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For information on another of Frank's
How You Make the Sale,
This book is a must-read for
business owners and managers who are looking for straight
forward and timeless information to improve productivity
among their employees.
CEO, Amarr Garage Doors
it to Frank to make you smack yourself on the forehead
again and again with "That's brilliant!" Full of
practical, good stuff you'll use every day!
Alexander Hancock Associates
McNair's straight-forward, pragmatic information is to the
point, is easy to apply, is relevant and will continue to
be relevant 10 years from now for companies such as ours.
I use the techniques at my own company.
Director, Global Benefits
by Frank McNair
expert advice in the best-selling, easy-to-read format
that business readers demand.
penny saved, a penny earned." "Never leave till tomorrow
what you can do today." Often, the advice that makes the
most impact does so because it's delivered in a clear,
memorable saying that cuts to the heart of the issue. For
business readers fed up with long books that say little,
nothing could be more refreshing than The Golden Rules for
Management expert Frank McNair distills the best business
wisdom into 119 memorable sayings that speak directly to
management issues, then explains the lessons behind the
Packaged for visual impact and easy reading,
Rules for Managers is the new golden standard in
Paint a Clear Picture of the Target (goal setting)
What You Reward is What You Get
(providing employee feedback)
Employees Will Respect What You Expect if
You Inspect (follow-up)
A Plan Is Not a Straightjacket (flexibility in
The Madder You Get, the Dumber You Are (self-management)
Frank gets it! Many other management and leadership
consultants do not. Several years ago I went to a
bookstore and purchased 11 books on management and
leadership. I read them all. Frank's resonated with me
more because it had the most common sense, was the most
executable and the most achievable. Frank has worked with
our team on an on-going basis through one- and two-day
seminars since then.
Larry Connor, President & CEO
The Connor Group
How You Make the Sale
How You Make the Sale:
What Every New Salesperson Needs to Know
is the perfect book for anyone in sales -- or anyone who
has to manage salespeople at any level.
Frank's "8 Keys to
Selling Without Fear" can help even the most-seasoned
sales pro do a better job for his customer, his company
And the book is perfect for non-sales employees who suddenly find
themselves having to sell to survive.
keys to successful selling and learn how to make them work
People buy to solve a problem; solve the problem and get the sale.
No solution = No sale
Always diagnose before you prescribe.
Selling is like baseball -- if you miss a base,
If you skip a step
in selling you are out.
If you listen long enough, the customer will tell you how to sell
him or her.
If a feature doesn't matter to the customer, it doesn't matter,
When in doubt, probe.
It's easier to listen
someone into buying than to
someone into buying.
You have to earn the right to give 'em a price.
Closing is a series of commitments.
How to Make the Sale
introduces you to a simple process that walks you from
pre-sale research all the way through the sale to
follow-up after the sale.
Each chapter has questions for application that
help you take the information in the chapter and apply it
immediately to the sales situation in which you find
This book is useful for anyone who has to sell
-- products, services, even ideas to their boss or to
their workplace teammates.
HOW YOU MAKE THE SALE
What every new
salesperson needs to know
Author: McNair, Frank
Review Date: OCTOBER 01, 2005
BUSINESS AND PERSONAL FINANCE
No mystery here: McNair offers a step-by-step guide that promises
to take you from being a half-hearted pitchman to the successful
seller of ice-cream to Eskimos.
McNair brings lessons he learned while helping with the national
rollout of Krispy Kreme, in a book intended for newbie as well as
old-hat salespeople in need of a refresher course. Beginning by
assuring the starving artist in all of us that selling does not
have to be about shilling for an evil company while wearing a
plaid jacket, McNair urges readers to think of selling as a
service provided to the customer rather than an effort to dupe the
customer into buying something he or she doesn’t want. He dissects
how buyers make decisions, gives tips for identifying potential
problems and even explains the right and wrong ways to introduce
yourself. Bonuses include copious charts and worksheets that allow
the reader to think through McNair’s lessons and go a step beyond
the printed text, figuring out advanced strategies for him or
A true handbook; will not only provide readers with the kinds of
practical tips that are invaluable to a rookie salesperson, but
may also make them actually enjoy selling.
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