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Author: Bob Schultz
Publisher:
ISBN: 9780967847122
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Author: Bob Schultz
Publisher:
ISBN: 9780967847122
Category : Business & Economics
Languages : en
Pages : 188
Get Book
Book Description
Author: Mark Edwards
Publisher: Lid Publishing
ISBN: 9781911498315
Category : Selling
Languages : en
Pages : 0
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Book Description
Many lessons in sales (and in life) can only really be understood with the benefit of hindsight - for with hindsight comes a broad and deep perspective along with a greater understanding and acceptance of the strengths and weaknesses of ourselves and of others. Distilled into this compact volume is a collection of sales related insights, lessons, strategies and techniques that have been passed on, acquired, discovered and experientially learned (sometimes painfully) during a 30-year sales career that has taken the author all over the world. Described with a mix of written and visual explanations, hand drawn graphics and illustrations - each piece of advice is presented to aid understanding and to develop a more considered, smarter approach to overcoming many of today's sales-related problems and situations. LID Publishing's popular Concise Advice Lab notebooks are designed to be quick and comprehensive brainstorming tools and skill-building resources for busy professionals. The small trim size makes it easy to take along in a briefcase or purse. Interior pages are matte finish, so ink won't smear, and there's plenty of space to jot notes. A ribbon makes it easy to mark your place, and the elastic outer band keeps the notebook closed.
Author: Josiane Feigon
Publisher: AMACOM
ISBN: 0814414664
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
In an age of telesales and digital selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance based on the author’s TeleSmart 10 System for Power Selling. Bestselling author and TeleSmart Communications president Josiane Feigon equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. In Smart Selling on the Phone and Online, you’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling. The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.
Author: David Lambert
Publisher: Financial Times/Prentice Hall
ISBN: 9780273750444
Category : Customer relations
Languages : en
Pages : 0
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Book Description
Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.
Author: Art Sobczak
Publisher: John Wiley & Sons
ISBN: 0470619813
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Stephan Schiffman
Publisher: Simon and Schuster
ISBN: 1440550247
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't happen unless questions are asked. An objection is an opportunity in disguise. A salesperson's responsibility is to help the client solve a problem. No one ever made a good sale by interrupting a client. Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!
Author: Colleen Stanley
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814430295
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
Why do salespeople frequently fail to execute-even when they know what they should do?
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.
Author: Jeff Slutsky
Publisher: CreateSpace
ISBN: 9781492226932
Category : Business & Economics
Languages : en
Pages : 172
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Book Description
Smart Selling is based on our Knight-Ridder News Service weekly column, BizSmart. Over the years, these fun and entertaining sales related articles have provided many readers with clever, shrewd and smart tips, hints and anecdotes that help get more sales with less effort. This book is comprised of a collection of many of our favorite articles on sales. With these articles, you'll discover the time-honored inside tricks and techniques from some of the most successful and creative people from around the world. It's presented in a vignette-like format that is sure to keep you interested, motivated, and mesmerized.Smart Selling provides short chapters. The topics are in all areas of selling and sales and are applicable to many types of business. Your success will come from the adaptation of these ideas to your needs and unique opportunities. A “Smart Selling Action Plan” is provided at the of most of the chapters to help you convert the ideas into action. Use these chapters as “thought starters.” We want you to get thinking more creatively about your business. But it is your job to take the ideas to the next level. Modify. Adapt. Improve. Make them work for you.We have conducted many consulting and training programs throughout the country for a variety of businesses, large and small, including McDonald's, Goodyear, Marriott, Chevron, Molson, Subway, Pizza Hut, Sony, Firestone, USPS, and the US Army.
