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Author: Shari Levitin
Publisher: Red Wheel/Weiser
ISBN: 1632659271
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.
Author: Shari Levitin
Publisher: Red Wheel/Weiser
ISBN: 1632659271
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
Book Description
Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.
Author: Larry Levine
Publisher: Morgan James Publishing
ISBN: 1636981755
Category : Business & Economics
Languages : en
Pages : 181
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Book Description
Sales have changed; gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is built for the new economy where authentic relationships matter and out-dated techniques just don’t work any longer. Larry Levine understands the essential role of relationships when it comes to selling, how those genuine connections can fuel sales funnels and exceed sales goals. In Selling From the Heart, Larry coaches readers to build meaningful relationships in natural ways by discovering their authentic selves and offering that authentic perspective to clients. Sales professionals and entrepreneurs will find new levels of sales and personal fulfillment by Selling From the Heart.
Author: Bob Burg
Publisher: Penguin
ISBN: 1101195738
Category : Business & Economics
Languages : en
Pages : 209
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Book Description
With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business. Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. Most of us think of sales as convincing potential customers to do something they don't really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be. As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically. Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
Author: Greg Boyle
Publisher: Simon and Schuster
ISBN: 1439153159
Category : Biography & Autobiography
Languages : en
Pages : 256
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Book Description
How do you fight despair and learn to meet the world with a loving heart? How do you overcome shame? Stay faithful in spite of failure? No matter where people live or what their circumstances may be, everyone needs boundless, restorative love. Gorgeous and uplifting, Tattoos on the Heart amply demonstrates the impact unconditional love can have on your life. As a pastor working in a neighborhood with the highest concentration of murderous gang activity in Los Angeles, Gregory Boyle created an organization to provide jobs, job training, and encouragement so that young people could work together and learn the mutual respect that comes from collaboration. Tattoos on the Heart is a breathtaking series of parables distilled from his twenty years in the barrio. Arranged by theme and filled with sparkling humor and glowing generosity, these essays offer a stirring look at how full our lives could be if we could find the joy in loving others and in being loved unconditionally. From giant, tattooed Cesar, shopping at JCPenney fresh out of prison, we learn how to feel worthy of God’s love. From ten-year-old Lula we learn the importance of being known and acknowledged. From Pedro we understand the kind of patience necessary to rescue someone from the darkness. In each chapter we benefit from Boyle’s wonderful, hard-earned wisdom. Inspired by faith but applicable to anyone trying to be good, these personal, unflinching stories are full of surprising revelations and observations of the community in which Boyle works and of the many lives he has helped save. Erudite, down-to-earth, and utterly heartening, these essays about universal kinship and redemption are moving examples of the power of unconditional love in difficult times and the importance of fighting despair. With Gregory Boyle’s guidance, we can recognize our own wounds in the broken lives and daunting struggles of the men and women in these parables and learn to find joy in all of the people around us. Tattoos on the Heart reminds us that no life is less valuable than another.
Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240
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Book Description
Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
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: Walter Johnson
Publisher: Basic Books
ISBN: 1541646061
Category : History
Languages : en
Pages : 501
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Book Description
A searing and "magisterial" (Cornel West, New York Times–bestselling author of Democracy Matters) history of American racial exploitation and resistance, told through the turbulent past of the city of St. Louis From Lewis and Clark's 1804 expedition to the 2014 uprising in Ferguson, American history has been made in St. Louis. And as Walter Johnson shows in this searing book, the city exemplifies how imperialism, racism, and capitalism have persistently entwined to corrupt the nation's past. St. Louis was a staging post for Indian removal and imperial expansion, and its wealth grew on the backs of its poor black residents, from slavery through redlining and urban renewal. But it was once also America's most radical city, home to anti-capitalist immigrants, the Civil War's first general emancipation, and the nation's first general strike—a legacy of resistance that endures. A blistering history of a city's rise and decline, The Broken Heart of America will forever change how we think about the United States.
Author: Anthony K. Tjan
Publisher: Harvard Business Press
ISBN: 1422161943
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Examines the traits that define most people who achieve success, heart, smarts, guts, and luck, and helps readers to determine which traits they possess.
Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: Kimberly K. Richmond
Publisher:
ISBN: 9781936126101
Category :
Languages : en
Pages :
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Book Description
