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Author: Patrick Forsyth
Publisher: John Wiley & Sons
ISBN: 1841125067
Category : Business & Economics
Languages : en
Pages : 118
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Book Description
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Author: Patrick Forsyth
Publisher: John Wiley & Sons
ISBN: 1841125067
Category : Business & Economics
Languages : en
Pages : 118
Get Book Here
Book Description
The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052556
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Steve Johnson
Publisher: John Wiley & Sons
ISBN: 1119685494
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
PRAISE FOR NEXT LEVEL SALES COACHING "Steve Johnson and Matthew Hawk have created the most comprehensive, actionable, step-by-step guide for successful sales management I've seen in 25 years as a corporate training and development professional. Creating sales teams that stay, sell, and succeed is a lesson in successful sales leadership that is packed with case studies, scripts, planning tools, and resources that will be invaluable resources to sales managers both new and experienced." —Corey Rewis, Learning & Development Executive, Fortune Top 100 Most Profitable Company, Fortune 100 Best Place to Work® Company "Management is dead. Ask any professional or salesperson if they want to be managed, and they'll tell you, 'I'm good.' Professionals want to grow and develop. They want someone to work with them on an individual basis to help them identify their gaps and build a plan to sharpen skills and close those gaps. That's what Steve Johnson is an expert at and what this book will help managers do at a high level. Managers can use this book to evolve their skills and migrate from being managers to becoming coaches. The 'coaching gap' is the biggest opportunity for businesses today. If managers have not yet developed coaching skills, this book will have an enormous return for those that buy it, read it, and put it to use. Our team can attest to this from firsthand experience." —David Patchen, Senior Vice President, Education and Practice Management, Raymond James Private Client Group "I loved this book as it covered all the sales processes and coaching strategies that helped us drive strong, double-digit growth over the last ten years. A must-read for sales leaders!" —Tom Chelew, Senior Vice President, Enterprise Fleet Management, Enterprise Rent-A-Car "Having implemented the sales coaching techniques described in Next Level Sales Coaching over the last decade and a half at several different companies, I've consistently seen immediate and sustained improvement on key performance metrics in both customer satisfaction and overall conversions. The 'secret sauce' is in the defined coaching processes." —Michael Hatt, Principle Program Manager, Go Learning Development Team, Amazon "Next Level Sales Coaching provides comprehensive guidance for developing and executing core sales management activities that drive predictable and profitable sales. This is a must-read and an excellent reference for those who lead—or aspire to lead—sales teams." —Dario F. Priolo, Former Executive Vice President, Miller Heiman Group
Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240
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Book Description
Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author: David Hoffeld
Publisher: Penguin
ISBN: 0143129333
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author:
Publisher:
ISBN: 9788829509782
Category : Conduct of life
Languages : en
Pages :
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Book Description
Ready to Go from ‘Average’ Salesperson to ‘Top Performer?’ Hal Elrod’s The Miracle Morning has helped redefine the mornings and the lives of millions of readers since 2012. Careers have been launched, goals have been met, and dreams have been realized—all through the power of the Miracle Morning Life S.A.V.E.R.S. THESE SIX DAILY PRACTICES WILL FUEL YOUR SELLING EFFORTS TO CREATE POSITIVE CHANGE IN YOUR LIFE AND SALES CAREER The Miracle Morning for Salespeople brings you these Life S.A.V.E.R.S. as a guide for taking your SALES to the next level. Get beyond the typical sales advice and get into a daily rhythm that will transform your career. Ryan Snow is a sales leader with more than 15 years of experience as a salesperson, teacher, trainer, and business coach. He’s on a mission is to help people achieve extraordinary results in life and in sales through personal and professional development. He has personally trained and spoken to thousands of sales professionals about techniques and practices to grow their businesses. Now, he's sharing his knowledge and experience with you. Your sales success all starts with a Miracle Morning. GET ALL THE SKILLS AND INSPIRATION YOU NEED TO HIT SALES TARGETS AT A WHOLE NEW LEVEL The Life S.A.V.E.R.S.—along with the principles and skills you’ll find in this book—will help you to be present in every moment, to own your career and experience, and to get the most out of your life. You’ll also— —Learn why mornings matter more than you think —Learn how to master your own self-leadership and personal growth —Learn how to manage your energy—physical, mental, and emotional —Learn how to apply your new skills to accelerate your career The Miracle Morning for Salespeople is your key to building a sales career that will influence and improve the rest of your life. TAKE THE NEXT STEP: CLICK ‘BUY NOW’ AT THE TOP OF THIS PAGE! Get an early start that will really make a difference!
Author: Zuber Palawkar
Publisher: Zuber Palawkar
ISBN:
Category : Business & Economics
Languages : en
Pages : 211
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Book Description
Do Epic Sales is the best pick for you if you want to become an all-around better salesperson, improve your ability to lead your sales team, and develop a tailored solution for your client that sells. To discover how to sell with confidence, this book provides the comprehensive information you need to learn as a sales professional. The B2B selling cycle describes the sales stages in an easy and skillful manner which makes this book a must-read for anyone in sales or interested in sales. Do Epic Sales has been written with two major factors essential to growing a sales career in mind. Personal Development is essential to nurture professional ethics. In the first part of the book, Personal Growth Mindset is discussed along with soft skills. The second part covers the Professional Growth Mindset that will help you give an enormous boost to your sales career. In combination, both parts of the book will give you enough information to maximise sales opportunities and broaden your entrepreneurial horizons. In my opinion, every person on this globe has some unusual characteristics of a salesperson. Although some sell themselves short, others manage to lead in this field. If you want to grow in your profession and learn how to transform into a successful sales professional, you have made the right choice by picking up this book. Read this book to learn how to become the best version of yourself. Psychology plays an important role in human life, regardless of the field in which people interact. The book has kept both the psychological and the business aspects of behaviour most suitable to work in a professional environment. We will know how to appeal to people’s minds if we can understand the laws that control their actions and behaviour. While every man has his own distinctive features, and every mind has its own peculiar way of dealing with the facts of life, it is not possible to establish rules to deal with every single person separately. That is why a standard procedure is essential to function as a framework for dealing with various kinds of challenges. This framework is described as The International Sales Cycle. The writing of this manuscript was made possible after working closely with different sales teams, training them, and following their activities and sales figures on a recurring basis. Not all salespeople learn how to sell effectively in their primary learning period. Some of them come from a variety of other fields - engineers, IT technicians, programmers - to name a few... Not many are erudite sales specialists. Certainly, no one is born perfect at Sales. At one point, at the company where I worked, we had to evaluate the situation on the sales floor. All members of the sales team were divided into two groups. One team had significant selling experience, whereas the other had no prior sales experience whatsoever. We taught the fresh recruits the art of sales for a few weeks. After the training, both teams were reviewed. We discovered that - · The individuals who developed selling skills as well as the capacity to articulate their thoughts more effectively outperformed others, regardless of the field they had come from. · Members of both teams that struggled to convey their thoughts performed poorly along their sales journey. This led us to the conclusion that salespeople's success is mostly determined by their knowledge of selling skills as well as their personal attributes. Soft skills and leadership abilities are both necessary for a successful sales professional. Only selling skills training will not be enough to create a successful salesperson. A combination of personal characteristics, soft skills, and selling skills is required of anyone who wishes to pursue a career in sales. In fact, more than eighty percent of your soft skills and personal characteristics are related to how you build good relationships with people to help take your career forward. Before you can expect to convince the customers, you must first transform yourself. If you firmly believe in something, you have a better chance of persuading others to believe in it as well. You must first learn to sell to yourself before selling to a customer. Put yourself in the mindset that, if you were in the customer's shoes, you would gladly take advantage of the situation. Builders never complain and complainers never build. The salesperson's mental attitude and emotional expression; understanding the customer's attitude and behaviour; the process of attracting attention, arousing curiosity or interest, producing desire, satisfying the reason, and moving the buyer's choice are all parts of their personal skills. There are also other factors involved in the process of becoming a bold, confident, and composed sales individual. For instance, the salespeople must possess practical knowledge of their products or services; understand market trends, and competitors in their line of business to be able to sell. They need to know how to qualify the potential leads, explore customer’s needs, and build proper solutions that help customers want to buy the product or service. A complete guide that helps them follow the entire sales process is an essential requirement too. If a person has a favourable personality but isn’t aware of the market trend, or how to advance the lead to the next stage of the sales process, they will not be able to progress very far in the field of sales. On the other hand, a person who is thoroughly trained in the knowledge of the product, but has no personal growth mindset, will fall below the mark of those who are equipped with both personal and professional growth. This work includes a mix of both wherever they are needed. The first portion focuses on personal development, while the second section teaches selling techniques. The importance of soft skills is emphasised in the section concerning selling skills. This book focuses on teaching people how to sell ethically using the right methodology. If you want to advance your sales management job or simply improve your own talents, this book can help you. I believe you have made the right choice to begin self-improvement and pave the road to making loads of money. The book provides sales management methods in plain and easy language for readers from every walk of life. The knowledge you receive from this book will come in handy if you work in a corporate environment and want to improve your skills. Even if you are not a salesperson, and you merely wish to pursue a career in this field, you will benefit from reading this book from cover to cover. Books are our best companions when it comes to learning the tools of any trade. You do not need any prior knowledge of selling skills to make sense of this book. This volume will benefit not only corporate executives but also university students and young graduates who desire to advance their careers as professional salespeople.
Author: Steve Pavlina
Publisher: Hay House, Inc
ISBN: 1401922767
Category : Self-Help
Languages : en
Pages : 289
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Book Description
Despite promises of "fast and easy" results from slick marketers, real personal growth is neither fast nor easy. The truth is that hard work, courage, and self-discipline are required to achieve meaningful results—results that are not attained by those who cling to the fantasy of achievement without effort. Personal Development for Smart People reveals the unvarnished truth about what it takes to consciously grow as a human being. As you read, you’ll learn the seven universal principles behind all successful growth efforts (truth, love, power, oneness, authority, courage, and intelligence); as well as practical, insightful methods for improving your health, relationships, career, finances, and more. You’ll see how to become the conscious creator of your life instead of feeling hopelessly adrift, enjoy a fulfilling career that honors your unique self-expression, attract empowering relationships with loving, compatible partners, wake up early feeling motivated, energized, and enthusiastic, achieve inspiring goals with disciplined daily habits and much more! With its refreshingly honest yet highly motivating style, this fascinating book will help you courageously explore, creatively express, and consciously embrace your extraordinary human journey.
Author: Hal Elrod
Publisher:
ISBN: 9781942589020
Category : Conduct of life
Languages : en
Pages : 168
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Book Description
Ready to go from 'average' to 'top performer?' Hal Elrod's The Miracle Morning has helped redefine the mornings and the lives of millions of readers since 2012. Careers have been launched, goals have been met, and dreams have been realized-all through the power of the Miracle Morning Life S.A.V.E.R.S. THESE SIX DAILY PRACTICES WILL FUEL YOUR EFFORTS TO CREATE POSITIVE CHANGE IN YOUR LIFE AND CAREER The Miracle Morning for Salespeople brings you these Life S.A.V.E.R.S. as a guide for taking your sales to the next level. Get beyond the typical sales advice and get into a daily rhythm that will transform your career. Ryan Snow is a sales leader with 15 years of experience as a salesperson, teacher, trainer and business coach. He's on a mission is to help people achieve extraordinary results in life and in sales through personal and professional development. He has personally trained hundreds of sales professionals and spoken to thousands about techniques and practices to grow their businesses. It all starts with a Miracle Morning. GET ALL THE SKILLS AND INSPIRATION YOU NEED TO HIT SALES GOALS AT A WHOLE NEW LEVEL The Life S.A.V.E.R.S.-the principles, and the skills you'll find in this book-will help you to be present in every moment, to own your career and experience, and to get the most out of your life. You'll also- -Learn why mornings matter more than you think -Learn how to master your own self-leadership and personal growth -Learn how to manage your energy-physical, mental, and emotional -Learn how to apply your new skills to accelerate your career The Miracle Morning for Salespeople is your key to building a sales career that will influence and improve the rest of your life. TAKE THE NEXT STEP: CLICK 'BUY NOW' AT THE TOP OF THIS PAGE! And get an early start that will really make a difference! Most salespeople use these techniques daily, yet the majority still fail to achieve the results they want. So, what is the difference between -average- performers and the top 1% in your company or industry? Which strategies, mindsets, rituals, practices and systems do the top 1% maintain daily that got them to the top and continues to keep them there? The more you study the world's top salespeople, in any industry, the more you realize that their success is a result of who they are more than merely what they do. Thus, logic would have it that if you want to take your SALES to the next level, you must first figure out how to take your SELF to the next level (because it only happens in that order). That's exactly what this book will help you do, and faster than you ever realized is possible.
Author: G. Gilbert Cano
Publisher: Trafford Publishing
ISBN: 1490711430
Category : Self-Help
Languages : en
Pages : 111
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Book Description
If you were given the opportunity for a Do Over of your life, is there anything you would do different? Do you think you could do better than you have done up to now? Unfortunately, life does not allow Do Overs but it does allow Do Betters. This is your opportunity to Do Better starting NOW! The self-confidence and self-esteem that is attained from reading and listening to successful people share their ideas and concepts with you are truly amazing. I assure you that any time or money you spend on self-improvement is one of the best investments you can make. As you internalize these ideas and concepts, you find yourself making the right decisions and coming up with the right solutions to problems and they all seem to come to you naturally. I share these ideas and concepts with you in the optimistic hope that they will help you take advantage of this Do Better opportunity, and to help you understand how to develop your own personal and powerful Motive The key element of YOUR success.
