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Author: Sharon Drew Morgen
Publisher: Morgen Facilitations Inc
ISBN: 0964355396
Category : Business & Economics
Languages : en
Pages : 272
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Book Description
What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic
Author: Sharon Drew Morgen
Publisher: Morgen Facilitations Inc
ISBN: 0964355396
Category : Business & Economics
Languages : en
Pages : 272
Get Book Here
Book Description
What is stopping you from closing all of the sales you deserve to close? Hint: it's not you, not your solution, and not the buyer. It's the sales model itself. Now, in this revolutionary book written by the visionary and NYTimes Business Bestseller Selling with Integrity, go behind-the-scenes with the buyer and learn all of the details that go on off-line prior to a purchase. And learn the 12 'dirty little secrets' that are part of the sales model that actually prevents buyers from buying. Dirty Little Secrets: why buyers can't buy and sellers can't sell and what to do about it breaks down the entire buying decision process, and offers a complete understanding of how buyers buy - the steps they go through, the systems issues they must manage internally, the types of decisions they must make. And learn how the sales model manages merely the last action that buyers take before they adopt a solution. Moving beyond her 7 other highly acclaimed books on her revolutionary Buying Facilitation(R) model, her new book goes to the heart of the buying decision, with great examples and a complex case study to teach the model. Selling with Integrity reviews: "Finally, a sales paradigm which supports our spiritual values and lays the foundation for the shifts occurring in business today." Ken Blanchard, coauthor of The One Minute Manager "Morgen's Buying Facilitation(R) is light years ahead of the rest of the field." Philip Kotler, author of Marketing Management Dirty Little Secrets reviews: "Because of this book, we'll never be able to go back to the old way of selling. It teaches us how buying decisions are made - missing from the industry until now. This book is too big to push under the rug: It's crystal clear and easy to understand, and necessary for any serious sales professional." Jeff Blackwell, Founder SalesPractice.com "This book is a dead-on analysis of how buying decisions get made." Anne Miller, author Metaphorically Selling "Sharon Drew has turned traditional sales thinking upside down and has provided a tactical roadmap for sellers to help buyers get the internal buy-in necessary to buy." Michael Norton, Founder CanDoGo.com "Dirty Little Secrets takes us inside our buyer's decision-making process where we discover factors they need to address prior to buying - most of them having nothing to do with our solution." Jill Konrath, author Selling to Big Companies "Revealing the secret to how people really buy has been untouched... until now! Dirty Little Secrets delivers powerful insights and practical thinking that transform not only selling but all forms of decision making." Lee J. Colan, author Sticking to It "Having pioneered the new sales paradigm more than two decades ago, Sharon Drew is back with a very human, accessible and powerful approach." Britton Manasco, Principal Manasco Marketing Partners "This is not a business-as-usual book, but a dramatic change in how we sell. Someday Buying Facilitation(R) will be a natural part of our sales process." Reg Nordman, Managing Partner Rocket Builders "Dirty Little Secrets is a must read for all senior executives: Morgen explains why sales fails and provides deep insight into how customers decide." Mark Dallmeir, CEO The ROBB Group Holdings "Sharon Drew's Buying Facilitation(R) model is the only approach that manages the off-line decision making. We've used her process for 10 years and our revenues have grown consistently. Dirty Little Secrets should be on the desk of every CEO and sales professional." Jack Hubbard, CEO St. Meyer & Hubbard. "Social entrepreneurs and progressives get uncomfortable about sales techniques and wary of 'manipulating' people. Dirty Little Secrets teaches how to serve customers with no persuasion or manipulation - how to do good, make money and keep integrity intact." Gil Friend, CEO Natural Logic
Author: Rob Walker
Publisher: Random House Trade Paperbacks
ISBN: 0812974093
Category : Business & Economics
Languages : en
Pages : 322
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Book Description
Brands are dead. Advertising no longer works. Consumers are in control. Or so we're told. In Buying In, Rob Walker argues that this accepted wisdom misses a much more important cultural shift, including a practice he calls murketing, in which people create brands of their own and participate, in unprecedented ways, in marketing campaigns for their favorites. Yes, rather than becoming immune to them, we are rapidly embracing brands. Profiling Timberland, American Apparel, Pabst Blue Ribbon, Red Bull, iPod, and Livestrong, among others, Walker demonstrates the ways in which buyers adopt products not just as consumer choices but as conscious expressions of their identities. Part marketing primer, part work of cultural anthropology, Buying In reveals why now, more than ever, we are what we buy—and vice versa.
Author: Gary W. Eldred
Publisher: John Wiley & Sons
ISBN: 0470152869
Category : Business & Economics
Languages : en
Pages : 288
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Book Description
The only guidebook that shows you how to finance any property--with or without bank approval Would you like to discover all of the many ways that you can finance real estate? Want to learn how to cut your financing costs, avoid pitfalls, and negotiate the best terms? Then let Gary Eldred's 106 Mortgage Secrets All Borrowers Must Learn--But Lenders Don't Tell, Second Edition guide you. Fully updated, this practical guide explains how today's changing mortgage market really works. Unlike other mortgage guides, this book goes beyond traditional bank-originated loans and shows you how to benefit with seller financing, assumables, subject-to, wraparounds, lease options, foreclosures, and other money-saving possibilities. 106 Mortgage Secrets also protects you from the sharp practices of loan reps that have recently sparked Congressional hearings and multiple state investigations. In addition, Eldred shows how and why the right financing decisions can add tens (and sometimes hundreds) of thousands of dollars to your long-term net worth. With these 106 secrets, you'll build the confidence and the knowledge to: * Increase your borrowing power * Obtain the lowest interest rate * Understand the true pros and cons of ARMs * Cut (or eliminate) the cost of mortgage insurance * Save big with seller financing, assumptions, foreclosures, and REOs * Strengthen your credit profile and credit score * Avoid getting taken... by the fine print and garbage fees * Steer clear of scams and unprincipled loan reps and lenders * Accumulate wealth through homeownership and investment properties Simple, concise, and comprehensive, this book reveals everything property buyers need to know--especially the 106 financing secrets lenders too often omit.
Author: Gregory R. Caruso
Publisher: AuthorHouse
ISBN: 1425988415
Category : Business & Economics
Languages : en
Pages : 142
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Book Description
Amy Alexander's life changed in a way she could never have foreseen after her marriage ended. Fear became her companion when her ex-husband began threatening her children in a desperate bid for money to support his drug habit. While fighting emotional battles, Amy and her sons learn their strength is a prayer away. New relationships emerge and old ones are strengthened as they seek Peace in the Storm.
Author: Felipe Turtle
Publisher:
ISBN:
Category :
Languages : en
Pages : 156
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Book Description
This book is intended for all stakeholders involved in the process of selling and purchasing indirect goods and services. It is a well-known fact that procurement involvement in indirect acquisitions is increasing. In order to respond to this new trend, the author, an expert in indirect procurement with more than 10 years of professional experience, reveals secrets to selling and purchasing services from the procurement's perspective. Readers will have a chance to further their knowledge about purchaser's roles and understand how large companies handle their sourcing process. This knowledge will help readers gain a new perspective about the possibilities of leveraging relationships between purchasers and suppliers. Sales professionals will learn how to reach their objectives of securing new clients and promoting repetitive business. Answering RFP's will no longer be a secret. For example, this book covers: -How suppliers can manage to compete with competitors already in a relationship with their prospective clients. -How to influence the outcome of an RFP, without sacrificing too much profit. -How to leverage the procurement function and be the suppliers that receive new business with fewer RFPs to respond to. Purchasers that are new to acquiring services will understand the dynamics and processes associated with sourcing indirect categories. For example, this knowledge will allow understanding: -How purchasers can manage to get accepted by budget holders and improve sourcing coverage through value-added services. -How buyers and suppliers can cope with internal resistance that often occurs when new suppliers are invited to compete in RFPs. -How collaboration between purchasers and suppliers can usually bring more value than the traditional procurement approach of focusing too much on price. For the cost of this book, you will get a head start, receive valuable insights, and enter into successful negotiations much faster.
Author: Cynda Sells Rader
Publisher: Author House
ISBN: 1463411820
Category : Business & Economics
Languages : en
Pages : 167
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Book Description
Insider Secrets is a comprehensive guide to a successful real estate career. Clear and concise, it contains the basics for new agents, insights for the more experienced agent and help from the pros. Just a few of the secrets you will learn: How to make everyone you meet a potential client for life. How to become a phenomenal problem solver putting you in the top 20% of high producers. How to stay off the roller coaster of inconsistent sales and earn hundreds of thousands year after year. The Cynda Sells Real Estate Group has continued to grow, consistently earning six figures for the last 15 years. As a top listing agent, broker and team leader, Cynda has shared her expertise by training and mentoring hundreds of agents, helping them to have successful real estate careers. The Cynda Sells team has consisted of her three children, two buyers agents and a transaction coordinator. They currently are with Keller Williams Realty and sell real estate in both Missouri and Kansas. Cynda will tell you that she has a love affair with real estate. She loves her clients, fellow agents and business associates and gives back to them whenever she can by using her skills and experience to teach and empower them to be the best they can be. www.cyndasells.com
Author: Jack Cotton
Publisher: INHPL
ISBN: 9781600136092
Category : Business & Economics
Languages : en
Pages : 96
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Book Description
Whether you're selling a primary or a vacation home, you can apply what wealthy homeowners know to sell your home in the shortest time, for the highest price, with the least aggravation. Take an inside look at the personal and financial habits of the people who buy and sell the kind of upscale homes that we all look at and long for. You can now systematically sell your home using the 12 “secrets” that work for luxury home sellers. Like its companion book 12 Secrets Luxury Home Buyers Know That You Can Use Today, this book shares the knowledge of those who have made their money the old-fashioned way – with the good luck that comes through working hard and recognizing opportunity. Based on three decades of working with luxury home sellers, America's top luxury home expert Jack Cotton tells you how to: Prepare yourself mentally to sell the way luxury home sellers do Ask the right questions, to hire the right agent, for the right reason Ask for marketing that will sell your home faster and fir the highest price Respect the time value of money, and understand why selling sooner rather than later can be more profitable Create and use a staging checklist to present your home in the best possible light Price your home to attract the buyers who will actually buy your home Apply the three rules of luxury home seller negotiation – and close the sale And much, much more. 12 Secrets Luxury Home Sellers Know That You Can Use Today gives you 12 common sense strategies to put into action immediately. Each chapter ends with specific steps you can take to reap the rewards of faster, smoother and more profitable selling.
Author: Russell L. Brown
Publisher: Bookworld Services
ISBN: 9780965740005
Category : Business enterprises
Languages : en
Pages : 0
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Book Description
This text covers every aspect of buying and selling a business. It describes an easy five-step method to valuing any business, lays out the buyer's and seller's responsibilities, advises on the best time to sell a business, and gives the pros and cons of using business brokers. The text describes the all-important 3-step negotiation process, and essential franchise considerations.
Author: Robert Shemin
Publisher: John Wiley & Sons
ISBN: 0471481289
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
An expert guide to the ins and outs of real estate financing Secrets of Buying and Selling Real Estate . . .Without Using Your Own Money! is the definitive insider's guide to traditional and creative (yet legal and ethical!) real estate financing. In understandable, step-by-step language, it walks you through explanations and examples of conventional real estate financing so you understand clearly how most financing works. It examines all the available creative or unusual financing strategies that seasoned investors and homebuyers use every day to buy and finance properties. Drawing on his long experience as a successful real estate investor, Robert Shemin spotlights the advantages and disadvantages of various types of mortgages, terms, and financing strategies so you know all your best options. He also includes informative material on how credit scoring works and understanding credit ratings and credit problems that could scuttle your loan. Offering proven techniques, expert tips, and creative alternatives along the way, Shemin details every important aspect of the financing process, with in-depth discussion of topics such as: * Owners' terms * Contracts for deed, land contracts, and lease options * How to use partners or cosigners * How to get approval after a mortgage company turns you down * How to buy property even if the bank says "no" * Creative ways to obtain down payments, getting the seller to contribute using nonprofit programs
Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196
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Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
