Author: Tony Alessandra
Publisher: Alessandra & Associates, Incorporated
ISBN: 9780983298908
Category : Business & Economics
Languages : en
Pages : 294

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Book Description

Author: Don Hutson
Publisher: Greenleaf Book Group
ISBN: 0692401121
Category : Business & Economics
Languages : en
Pages : 192

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Book Description
SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect’s definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successds!

Author: Tony Alessandra
Publisher: Hachette UK
ISBN: 0446553875
Category : Self-Help
Languages : en
Pages : 304

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Book Description
In this entertaining and thought-provoking book, Tony Alessandra and Michael O'Connor argue that the "Golden Rule" is not always the best way to approach people. Rather, they propose the Platinum Rule: "Do unto others as "they'd" like done unto them". In other words, find out what makes people tick and go from there.

Author: Anthony J. Alessandra
Publisher: Simon and Schuster
ISBN: 0671764489
Category : Business & Economics
Languages : en
Pages : 280

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Book Description
Salespeople are among the most highly paid professionals in American society, and they are very important to the economy. Why, then, do so few people respect sales as a career? In Non-Manipulative Selling the authors attempt to address that question for a broad business audience. Non-Manipulative Selling offers the strategies and techniques for creating customers, not just sales.

Author:
Publisher:
ISBN:
Category : Authors, American
Languages : en
Pages : 728

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Author: Tony Alessandra
Publisher:
ISBN: 9780983298946
Category : Business & Economics
Languages : en
Pages : 248

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Author: Tony Alessandra
Publisher: Morgan James Pub
ISBN: 9781933596891
Category : Business & Economics
Languages : en
Pages : 179

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Book Description
This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 & 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 & 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the ""funnel technique"" of questioning to discover your prospect's needs - on pages 128 & 129 9. Use the feature-feedback-benefit technique discussed on pages 136 & 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: ""The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done!"" Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle ""The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships."" Denis Waitley, Author, Empires of the Mind and The Psychology of Winning ""The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking."" Tod Barnhart, Author, The Five Rituals of Wealth

Author: Todd Duncan
Publisher: Thomas Nelson Inc
ISBN: 0785263934
Category : Business & Economics
Languages : en
Pages : 272

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Book Description
High Trust Selling will empower you with the tools necessary to become a great leader in selling and compel you to maximize your potential in life. This book can take you to the next level.

Author: Tony Alessandra, Ph.D.
Publisher: Alessandra & Associates
ISBN: 9781461913856
Category : BUSINESS & ECONOMICS
Languages : en
Pages : 213

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Book Description
This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 & 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 & 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the "funnel technique" of questioning to discover your prospect's needs - on pages 128 & 129 9. Use the feature-feedback-benefit technique discussed on pages 136 & 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: "The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done!" Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle "The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships." Denis Waitley, Author, Empires of the Mind and The Psychology of Winning "The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking." Tod Barnhart, Author, The Five Rituals of Wealth

Author: Anthony Robbins
Publisher: Simon and Schuster
ISBN: 1476757860
Category : Business & Economics
Languages : en
Pages : 688

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Book Description
"Bibliography found online at tonyrobbins.com/masterthegame"--Page [643].