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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: William T. Brooks
Publisher: McGraw Hill Professional
ISBN: 0071454330
Category : Business & Economics
Languages : en
Pages : 207
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Book Description
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.
Author: Paul Cherry
Publisher: AMACOM
ISBN: 0814438962
Category : Business & Economics
Languages : en
Pages : 220
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Book Description
In today's fast-paced world, salespeople get little, if any, coaching or mentoring support. However, when the sales professional opens up, the customer will respond?accordingly. Learn how to take back ownership of your sales career and sales future! Most salespeople?are motivated by the next yes, the next contract, the next lead. They are too busy to look beyond the immediate to focus on the larger view?-- honing the selling skills and knowledge critical for long-term success. In The Ultimate Sales Pro, you will learn how to: Cultivate an entrepreneurial mindset to create a boundary-less?career. Shorten your sales?cycle. Achieve "sales greatness" by going beyond?how?to sell, and get answers to?why?you?sell. Align yourself with the right people who share and embrace your?values. Move forward by being the?toughest boss?you ever had, and stop relying on others to push?you. Dream big - don't settle for what's?comfortable. The Ultimate Sales Pro provides the tools and know-how to succeed by inspiring sales pros to take ownership of their careers and not wait or hope for their company to pave the way. It challenges you to be genuine, open up, and be vulnerable -- to get deep, get true, get?"more real"?with who you are!
Author: Dan Seidman
Publisher:
ISBN: 9780971291119
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
This work offers you potent tactics from each step of the sales process which can shortcut the design of your training, in order to improve sales team performance. Train your sales pros to change behaviors, adopt these best practices.
Author: Dave Warawa
Publisher: Createspace Independent Publishing Platform
ISBN: 9781500321376
Category : Selling
Languages : en
Pages : 0
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Book Description
Have you been led to believe that sales success is about learning killer closing techniques and being the master of selling anything to anyone? It isn't. If you want to drive mega long-term sales, get buckets of repeat business and referrals and be the top producer in your company, SHUT UP! Stop Talking and Start Making Money will fast track your success. You don't have to be the best presenter or stunning public speaker. Your customers don't care what car you drive and designer clothes you own. Decision makers want to deal with Salespeople have learned to SHUT UP and stop selling them something they don't want to buy. They want to engage with Salespeople who get it! In this book, you will learn The Five Success Skills of Professional Salespeople in B2B (Business to Business selling) and B2C (Business to Consumer selling): Ask Great Questions - Get great answers to find the true needs of your client. Actively Listen - SHUT UP and hear what your customer is telling you. Paraphrase - Capture the meaning of what was said and confirm the message. Summarize the Customer's Full Needs - The master paraphrase! Project a Positive Personality - Have fun and enjoy the process! Sales success is not rocket science. Stop closing your customers and start connecting with them! Too many Salespeople blow a sale by focusing on their commission, bonus and ego. They rush the sales process to prove to their Sales Manager that they are filling their sales funnel with the required activity level in cold calls, appointments and presentations. The quality of your client engagements will make the biggest difference in your ability to be the Salesperson that clients want to do business with repeatedly! Are you are tired of clients who say "maybe" to only find them running away from your efforts to get a final decision? Are too many customers asking you to send them an email versus booking an appointment with you? Do your clients use a cheap competitor to beat you up on price and put the boots to you? SHUT UP! Stop Talking and Start Making Money will teach you how to lose fast with the wrong customers and win with the right ones by engaging with decision makers that meet your ideal customer profile and close themselves. You will learn to get rid of customer objections by countering them before they even enter your client's mind. Read the reviews from actual Salespeople who have seen great sales results from this book and its Five Star Reviews. SHUT UP! Stop Talking and Start Making Money is a practical guide of proven, consultative sales techniques to generate sales through trust, needs analysis and the use of social media for inbound marketing. The greatest skill in Professional Sales is the ability to listen, not talk. If you truly believe that, allow this book to give you the tools to gain confidence and develop your natural abilities. SHUT UP! Stop Talking and Start Making Money is based on the 30 years of practical experience of the author - Dave Warawa. SHUT UP! Stop Talking and Start Making Money also has a complete Social Media Guide for Professional Salespeople. Start using Facebook, Google+, LinkedIn, Twitter, YouTube and Blogging to drive inbound marketing. It's short, easy to read chapters are great for experienced sales veterans looking to reach out to new ways to grow business, as well as new Professional Salespeople looking to build a lifetime career in the industry. Stop trying to be successful in sales and start reaching the achievement levels of the top-producers today!
Author: Stephan Schiffman
Publisher: Simon and Schuster
ISBN: 1440550247
Category : Business & Economics
Languages : en
Pages : 224
Get Book Here
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: Stephan Schiffman
Publisher: Simon and Schuster
ISBN: 1440550255
Category : Business & Economics
Languages : en
Pages : 224
Get Book Here
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: Everest Media,
Publisher: Everest Media LLC
ISBN:
Category : Business & Economics
Languages : en
Pages : 25
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Book Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The only way to help a client do things better is to find out how and why they are doing them now. This means asking questions and listening to the answers. You’ll quickly discover that the client can do a lot of your work for you. #2 It is important to know what kind of next step you want to ask for at the conclusion of the meeting. The Next Step must be helpful, logical, and easy for the prospect to agree to. It must also be connected to a specific date and time. #3 During your initial meeting, ask questions such as How’s business. and What would you have done in such-and-such an area if I hadn’t called you. #4 At the outset of your relationship with a prospect, you don’t know their unique challenges, opportunities, crises, and compromises. You don’t know their history, typical clients, or the level of success or failure they’ve achieved in reaching and satisfying their clients.
Author: Andrew Bushard
Publisher: Free Press Media Press
ISBN:
Category : Psychology
Languages : en
Pages : 30
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Book Description
Do you feel hopeless about the communication skills of you or someone you love? Don't despair! This guide summarizes contemporary communication knowledge and offers resources for further study to empower those on the Autism Spectrum and everyone else. 30 pages.
Author: Maria Johnsen
Publisher: Maria Johnsen
ISBN:
Category : Antiques & Collectibles
Languages : en
Pages : 152
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Book Description
Uncover proven sales strategies for small businesses in today's post-COVID-19 financial crisis. From prospecting to closing deals, learn how to build rapport, overcome obstacles, and deliver compelling value. Discover tactics for resilient sales teams, aligning sales and marketing, and delivering exceptional service. Thrive amidst adversity with these tried-and-true strategies. Master the art of sales with this insightful and practical guide. From finding the right prospects to closing deals, I share valuable strategies for success. Discover the power of rapport-building, active listening, and asking the right questions. Overcome objections, build trust, and deliver compelling value propositions. Learn how to create strong sales teams, align sales and marketing, and provide exceptional customer service. With a focus on ethics and continuous improvement, this book is your key to thriving in the competitive world of sales. I guide you through handling objections gracefully and identifying the pain points of your prospects, skills that will set you apart. You'll learn the importance of understanding your product or service inside out, crafting compelling value propositions, and presenting solutions that meet the needs of your prospects.
Author: Marcin Gębarowski
Publisher: Cambridge Scholars Publishing
ISBN: 1443893102
Category : Business & Economics
Languages : en
Pages : 170
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Book Description
The issues of B2B management and B2B marketing are becoming of increasing interest to business scholars and practitioners. This book is the first publication dedicated solely to the connection between relationship marketing management and trade fair activity management, two essential marketing concepts. It investigates the role of trade fairs with regard to B2B relationship marketing management in the era of the world economic crisis using the example of the retail real estate industry. A vital issue tackled in this book refers to the exploration of the characteristics of retail real estate trade fairs from the perspective of creating conditions favourable for developing business relationships. The book begins by presenting the issue of contemporary retail real estate trade fairs and the methods of researching into the marketing activity of exhibitors. It then uses a four-stage primary research method to propose a model of managing retail real estate trade fair participants’ relationships with customers and other trade fair participants. The results of this study are then used to present the issue of trade fair activity management in a project life cycle, before the book goes on to explore the general problem of relationship marketing management in B2B services. In addition, it also discusses marketing activities participated in during trade fairs, such as experiential marketing and a trade fair conversation. As such, the book provides an extensive perspective on the researched phenomenon, and its findings will also be useful in other industries.
