Author: Anthony Iannarino
Publisher: Penguin
ISBN: 073521168X
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Anthony Iannarino
Publisher: National Geographic Books
ISBN: 0525537627
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Author: Bob Burg
Publisher: Sound Wisdom
ISBN: 1937879135
Category : Business & Economics
Languages : en
Pages : 99
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Book Description
Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.
Author: Peter B. Stark
Publisher: Crown Currency
ISBN: 1524758914
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.
Author: Margot Leitman
Publisher: Sasquatch Books
ISBN: 1632170280
Category : Language Arts & Disciplines
Languages : en
Pages : 322
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Book Description
A Moth storytelling champion shows you how to leave your audience spellbound in this bestselling, practical guide to powerful storytelling—through writing, public speaking, and more. Using a fun, irreverent, and infographic approach, Margot Leitman breaks storytelling into concrete components. Whether you want to write a great wedding toast, deliver a compelling keynote speech, or simply entertain friends and family, comedian and Moth 5-time champion storyeller Margot Leitman provides a clear and engaging roadmap to telling your own personal stories in this approachable storytelling guide. From content and structure to emotional impact and delivery, Leitman guides you through the entire storytelling process, providing personal anecdotes, relatable examples, and practical exercises along the way. Table of Contents Part 1: Getting Started Chapter 1. You Already Have Great Stories Chapter 2. Getting Past Fear Chapter 3. The Truth Chapter 4. The Universal Theme Chapter 5. The Thesis-Based Story Part 2: Elements of a Story Chapter 6. Passion Chapter 7. Layering a Story Chapter 8. Perspective Chapter 9. Character Chapter 10. Rooting for the Storyteller Chapter 11. The Full Circle Chapter 12. Someone Else’s Story Chapter 13. The Unexpected Chapter 14. The Benign Part 3: The Performance and Beyond Chapter 15. How to Memorize & Vocalize a Story Chapter 16. The Business of Storytelling "This book is essential—a reminder that the world would be a better place if everyone knew how to tell a good story." —Diana Spechler, author and seven-time Moth StorySLAM winner
Author: John Stossel
Publisher: Berkley Trade
ISBN: 9780425053164
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Author: Susan Thurman
Publisher: Adams Media
ISBN: 1580628559
Category : Language Arts & Disciplines
Languages : en
Pages : 192
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Book Description
Never stress over a comma, colon, or dash again! The Only Grammar Book You'll Ever Need is the ideal resource for everyone who wants to produce writing that is clear, concise, and grammatically excellent. Whether you're creating perfect professional documents, spectacular school papers, or effective personal letters, you'll find this handbook indispensable. From word choice to punctuation to organization, English teacher Susan Thurman guides you through getting your thoughts on paper with polish. Using dozens of examples, The Only Grammar Book You'll Ever Need provides guidelines for: –Understanding the parts of speech and elements of a sentence –Avoiding the most common grammar and punctuation mistakes –Using correct punctuating in every sentence –Writing clearly and directly –Approaching writing projects, whether big or small Easy to follow and authoritative, The Only Grammar Book You'll Ever Need provides all the necessary tools to make you successful with every type of written expression.
Author: Harvey Mackay
Publisher: Crown Currency
ISBN: 0385485468
Category : Business & Economics
Languages : en
Pages : 337
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Book Description
Bestselling author Harvey Mackay reveals his techniques for the most essential tool in business--networking, the indispensable art of building contacts. Now in paperback, Dig Your Well Before You're Thirsty is Harvey Mackay's last word on how to get what you want from the world through networking. For everyone from the sales rep facing a career-making deal to the entrepreneur in search of capital, Dig Your Well explains how meeting these needs should be no more than a few calls away. This shrewdly practical book distills Mackay's wisdom gleaned from years of "swimming with sharks," including: What kinds of networks exist How to start a network, and how to wring the most from it The smart way to downsize your list--who to keep, who to dump How to keep track of favors done and favors owed--Is it my lunch or yours? What you can do if you are not good at small talk Dig Your Well Before You're Thirsty is a must for anyone who wants to get ahead by reaching out.
Author: Andrew P. Tobias
Publisher: Harvest Books
ISBN: 9780156011075
Category : Finance, Personal
Languages : en
Pages : 0
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Book Description
Publisher Description
