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Author: Jim Taylor
Publisher: AMACOM/American Management Association
ISBN: 0814416535
Category : Business & Economics
Languages : en
Pages : 272
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Book Description
Loaded with insight and indispensable techniques, this one-of-a-kind guide shows you how to win over the wealthiest customers ... and become successful yourself. --Book Jacket.
Author: Jim Taylor
Publisher: AMACOM/American Management Association
ISBN: 0814416535
Category : Business & Economics
Languages : en
Pages : 272
Get Book
Book Description
Loaded with insight and indispensable techniques, this one-of-a-kind guide shows you how to win over the wealthiest customers ... and become successful yourself. --Book Jacket.
Author: Anthony Iannarino
Publisher: John Wiley & Sons
ISBN: 111985895X
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.
Author: Jason Elmore
Publisher: Dog Ear Publishing
ISBN: 1457554461
Category : Business & Economics
Languages : en
Pages : 204
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Book Description
Description Elite Execution: Disciplines & Insights for Extraordinary Salespeople was written for experienced professionals. Jason Elmore shares practical action items and insightful concepts that have been compiled and tested during a sales career that spanned the globe, from B2B to Med Device, and resulted in top performance and accolades. These tools and approaches were recognized as being so critical to success that Jason was awarded the opportunity to build and execute new hire sales training at one of the fastest growing divisions of the world’s largest healthcare company where he reduced average time to hit quota for new hires 50%. Jason specializes in introducing disruptive technology to surgeons and the healthcare market. We all know selling isn’t easy...and surgeons are some of the toughest customers. Surgeons outrank their sales representatives in just about every measure: experience, education, and income. Additionally, a surgeon’s decision to try something new can have life changing risks and benefits to patients. Combine all of that with the increasing financial pressures in healthcare, increasing regulation, multiple deal-killing, stakeholders in the system, and you have a recipe for what is perhaps the most complex sales environment today. Bottom line: WHAT WORKS HERE...WILL WORK ANYWHERE. www.eliteexecutionsales.com As you begin to learn from Jason’s proven experience, you will be exploring many critical concepts and disciplines: ● Articulate insights, manipulate variables, replicate success, translate it to others, and sustain your success. ● Ask the right questions without asking too many ● Re-think roleplays to become a leader among your peers ● Diagram and diagnose broken sales calls and capture the keys to successful sales calls ● Find a sales job that matches your skills and experience ● Understand what motivates elite sales reps to achieve the exceptional ● Understand “walk-away power” ● And more… Go beyond earning a high income to become absolutely invaluable to your organization. Know what works and feel confident about maximizing your current opportunity, taking the next opportunity, or moving up into leadership in the next role. Learn the sales disciplines and insights that lead to Elite Execution.
Author: Jim Taylor
Publisher: AMACOM/American Management Association
ISBN:
Category : Rich people
Languages : en
Pages : 264
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Book Description
A fascinating behind-the-scenes look at America's rich that shatters the myths about how the "other half" lives.
Author: John Asher
Publisher: Sourcebooks, Inc.
ISBN: 1728245397
Category : Business & Economics
Languages : en
Pages : 53
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Book Description
A revolutionary guide by renowned sales expert John Asher designed to equip sales professionals with the knowledge and tools they need to excel in today's dynamic sales environment. In The Future of Sales, Asher explores the latest trends, technologies, and tactics transforming the sales industry. Drawing from his extensive experience and insightful research, he presents a comprehensive roadmap to mastering the new landscape of sales using proven neuroscience techniques. More than just a forecast of future sales trends, this guide provides actionable insights and proven methods for adapting to change and capitalizing on opportunities. Whether you're a seasoned business leader or new to the field, The Future of Sales is your playbook for navigating and succeeding in the new age of sales. Key Features: Future-Focused: Discusses the latest trends, technologies, and tactics transforming the sales industry. Practical Strategies: Provides actionable strategies to enhance sales performance and drive business growth. Industry Insights: Offers insights from renowned sales expert John Asher, backed by extensive research. Adaptation: Gives advice on adapting to change and capitalizing on opportunities in the sales industry. For All Sales Professionals: Suitable for both seasoned sales veterans and those new to the field.
Author: Benjamin Riall
Publisher:
ISBN: 9781838341107
Category :
Languages : en
Pages : 214
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Book Description
What differentiates Elite high income sales people who earn six figures every year vs those that don't? It is HOW they built their career. The pillars of an Elite sales career is THE career blueprint of HOW one builds a six figure career in technology sales. In this book you will learn: The 5 Pillars of an Elite sales career How to build the pillars into your own sales career Supporting behaviours that are required to establish them 17 real-life Elite sales people's career stories Revelations of the sales career, that are pivotal for success A healthy dose of motivation The author of this book, Benjamin Riall, discovered the pillars after interviewing 50 Elite sales people across the world to validate his hypothesis of how one builds an Elite sales career. All 50 validated the hypothesis which set the author on a quest to teach 100,000 sales people the pillars which can financially transform their lives. Whether you have started a graduate sales job, have been in sales for many years or moving into sales from another career, the pillars are for you. This book is for those that dare to dream big, are prepared to push themselves and desire to tap into their full potential. Are you ready to join the Elite?
Author: Lee B. Salz
Publisher: HarperCollins Leadership
ISBN: 1400222516
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.
Author: Michael Baber
Publisher: Amacom
ISBN: 9780814403716
Category : Selling
Languages : en
Pages : 310
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Book Description
Looks at top-performing sales people, delineates their skills and strategies, and explains how you can put those skills to work to improve sales performance.
Author: Jim TAYLOR
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814401775
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
We are all fascinated by them—that enigmatic class of people often referred to as the rich. With all the emphasis on the rich and famous in America, we would think we know everything about them. In reality, very few of us truly understand those who make up the very wealthiest Americans—those with liquid assets of $5 million or more. What is this new class of people and how did they get that way? In The New Elite, the authors reveal what motivates our country’s most powerful and influential class, what they want, where they shop, and how they really spend their money. With candor and unique insight, they reveal that the people who drive our economy are not Ivy league-educated, luxury-seeking socialites. While they include luminaries like Bill Gates, David Geffen, Ralph Lauren, and Donald Trump, they also include the small business owner next door. Based on unprecedented research with hundreds of interviews with members of this unique group,The New Elite uncovers the five classes of America’s newly wealthy—including those who struggle with its implications, those who refuse to let it change them, and those who give it away, and how each of them is changing our culture and economy. This is an entertaining and enlightening look at America’s ruling class, the profound ways they have redefined what it means to be rich, and how we court them.
Author: Bill Hart
Publisher: Post Hill Press
ISBN: 1682615294
Category : Business & Economics
Languages : en
Pages : 285
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Book Description
To be the best, you must learn from the best. Drawing on exclusive interviews with former members of the U.S. Special Forces and leading sales professionals from a variety of industries, executive coach Bill Hart shows you how to develop the mindset, habits, and disciplines to elevate your sales performance to become the elite of your industry. With Hart’s proven tips and practical tools, you’ll learn: · How to train for any situation you’ll encounter in the field · How to overcome fear and channel it into productivity · How to leverage failures for personal growth · How to find your “why” and keep it alive · How to build your team’s shared vision, purpose, and goals Get inspired by these real stories from the very best in action, and discover why “The Way of the Warrior” will put your success within reach.
