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Author: Kim Booker
Publisher:
ISBN: 9780692547427
Category :
Languages : en
Pages :
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Author: Kim Booker
Publisher:
ISBN: 9780692547427
Category :
Languages : en
Pages :
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Author: Antonio Garrido
Publisher:
ISBN: 9780692838600
Category :
Languages : en
Pages :
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Author: John Rosso
Publisher:
ISBN: 9780983261445
Category :
Languages : en
Pages :
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Book Description
John Rosso's book shares thirty core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David Sandler.
Author: David H. Mattson
Publisher: McGraw Hill Professional
ISBN: 1259643255
Category : Business & Economics
Languages : en
Pages : 259
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Book Description
The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.
Author: David Mattson
Publisher:
ISBN: 9780692453940
Category :
Languages : en
Pages :
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Book Description
If you're prospecting for new business without these fifteen LinkedIn best practices from Sandler Selling System graduates, you are operating at a competitive disadvantage. This cutting-edge collection of field-tested prospecting techniques lets you harness the power of the world's largest professional network .. and identify and engage with new prospects faster, more easily, and more effectively than ever before.
Author: David Sandler
Publisher: McGraw Hill Professional
ISBN: 0071847839
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
The bestselling sales classic! Revised and expanded to help you supercharge personal and team performance in today's ultra-competitive sales environment "People make buying decisions emotionally and justify them logically." That shrewd, timeless insight from the first edition of this bestselling book has become a “no-brainer” among sales professionals. Now You Can't Teach a Kid to Ride a Bike at a Seminar comes with new insights, information, and tools every sales leader can use. It combines Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling with up-to-date best practices from experienced trainers of Sandler, now run by David Mattson.
Author: David Mattson
Publisher: Greenleaf Book Group
ISBN: 0984951601
Category : Selling
Languages : en
Pages : 161
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Book Description
Learn how to excel at selling by confronting and overcoming the root cause of your negative behaviors, and learn why self-control is a powerful weapon that creates predictably lucrative relationships.
Author:
Publisher: Greenleaf Book Group
ISBN: 0982255489
Category : Business & Economics
Languages : en
Pages : 199
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Book Description
All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in "The Sandler Rules". And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift -- perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of "Five Minutes with VITO", delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.
Author: Bianca Bosker
Publisher: Penguin
ISBN: 0698195906
Category : Cooking
Languages : en
Pages : 354
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Book Description
INSTANT NEW YORK TIMES BESTSELLER AND A NEW YORK TIMES CRITICS' PICK “Thrilling . . . [told] with gonzo élan . . . When the sommelier and blogger Madeline Puckette writes that this book is the Kitchen Confidential of the wine world, she’s not wrong, though Bill Buford’s Heat is probably a shade closer.” —Jennifer Senior, The New York Times Professional journalist and amateur drinker Bianca Bosker didn’t know much about wine—until she discovered an alternate universe where taste reigns supreme, a world of elite sommeliers who dedicate their lives to the pursuit of flavor. Astounded by their fervor and seemingly superhuman sensory powers, she set out to uncover what drove their obsession, and whether she, too, could become a “cork dork.” With boundless curiosity, humor, and a healthy dose of skepticism, Bosker takes the reader inside underground tasting groups, exclusive New York City restaurants, California mass-market wine factories, and even a neuroscientist’s fMRI machine as she attempts to answer the most nagging question of all: what’s the big deal about wine? What she learns will change the way you drink wine—and, perhaps, the way you live—forever. “Think: Eat, Pray, Love meets Somm.” —theSkimm “As informative as it is, well, intoxicating.” —Fortune
Author: David Mattson
Publisher:
ISBN: 9780692053867
Category :
Languages : en
Pages :
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Book Description
