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: Ron Willingham
Publisher: Currency
ISBN: 0385509561
Category : Business & Economics
Languages : en
Pages : 239
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Book Description
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Author: Todd Duncan
Publisher: Thomas Nelson
ISBN: 1418513679
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
There are approximately 12.2 million salespeople in the United States-that's about 1 out of every 23 people! Salespeople are everywhere, selling everything imaginable. Some are making a killing, but a greater percentage end up victims of the sales industry-and their own mistakes. Some are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career. Duncan addresses these catastrophic mistakes with clarity and directness. Whether you're a seasoned sales professional or someone considering sales as a career, Duncan's wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career.
Author: Todd Duncan
Publisher: Ignite Reads
ISBN: 9781492679530
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
"The 10 Golden Rules of Customer Service (formally titled The $6,000 Egg) represents the costly mistake of removing customer satisfaction from the bottom line. Through the story of a $6,000 Egg, Deb Duncan and Todd Duncan reveal that even the smallest interactions have the power to create lifelong patrons, or on the flipside, alienate once-devoted customers"--Description from publisher website
Author: Charles H. Green
Publisher: McGraw Hill Professional
ISBN: 0071502165
Category : Business & Economics
Languages : en
Pages : 287
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Book Description
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Author: Mahan Khalsa
Publisher: Penguin
ISBN: 144063291X
Category : Business & Economics
Languages : en
Pages : 296
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Book Description
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
Author: Todd Duncan
Publisher: Thomas Nelson
ISBN: 141851392X
Category : Business & Economics
Languages : en
Pages : 218
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Book Description
WHERE DO YOU SPEND YOUR TIME? The answer may shock you. In fact, as much as 75 percent of the time you spend at work is probably a waste of time. That’s right. 75 percent! If you’re looking to the exploding field of time-management tools for answers, you’re only wasting more time. After all, you can’t manage time. The only thing you can truly manage is what you do with your time. If you’re ready to propel your career and your life to new heights, Time Traps is the book. And now is the time. Endorsements: “Time Traps teaches how balancing your time and using it effectively can get you the freedom you seek.” –Dr. Stephen R. Covey, Author of the international bestseller The 7 Habits of Highly Effective People “Todd Duncan knows what it takes to get the most out of a day, and you would be all the wiser for heeding his advice in Time Traps. It’s a career and life-changing book.” –John C. Maxwell, New York Times best-selling author of The 21 Irrefutable Laws of Leadership “Don’t waste another second reading these quotes! Open this book and start learning how to expand your business without sacrificing your life.” –Gary Keller, Author of The Millionaire Real Estate Agent “Todd Duncan shows you how to use your time rather than abuse it. He’ll teach you to make time an ally to become productive and prosperous. Make time to read this book.” –Mark Sanborn, Author of The Fred Factor and president of Sanborn & Associates, Inc.
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: Lisa Earle McLeod
Publisher: John Wiley & Sons
ISBN: 9781118579213
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Turn an effective sales force into one that is truly outstanding Drawing on two decades of consulting with leading sales organizations, sales leadership expert Lisa Earle McLeod reveals how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Using hard data and compelling field stories, Selling with Purpose explains why salespeople who understand earnestly how they make a difference to customers outperform their more quota-driven counterparts. This book shows executives, managers, and aspiring sales leaders how to find your NSP and create a sales force of True Believers who drive revenue and do work that makes them proud. Explains why sales organizations with a clearly stated Noble Sales Purpose (NSP) dramatically outperform sales organizations driven by numbers alone Details how to find your NSP using a simple three-part formula Shares how to use NSP to make your salespeople more assertive, focused, and profitable In an era where most organizations believe that money is the only way to motivate salespeople, Selling With Purpose offers a sustainable and exciting alternative.
Author: Dale Merrill
Publisher: Franklin Covey
ISBN: 9781642504866
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Six years of research involving nearly 3,000 sales professionals from around the world reveals the 3 distinguishing habits that differentiate top sales performers from the herd and make them "strikingly different" in today's global marketplace.Superior Sales Success#1 New Release in Global and Direct Marketing You are competing with the top salespeople in your industry for the same customers. For each sales opportunity there is only one winner. What separates a "winner" from the rest of the very best and makes them "strikingly different"? Six years of intensely focused research involving more than 2,800 sales professionals from 135 countries reveals the 6 vital skills that separate top sales performers from the herd. Learn what it takes to be that one winner! What really works to stand out and sell more? In their book Strikingly Different Selling, Dale Merrill, Scott Savage, Jennifer Colosimo, and Randy Illig (the sales performance experts at FranklinCovey) reveal the secrets to consistent, predictable sales success. The 6 Vital Skills. The author team found that most consultants and sales professionals believed they were doing a great job in their client interactions. Yet 70 percent of the time client executives felt their meetings with sales professionals were a waste of time. To the authors, this was a major surprise. But, for the "Strikingly Different" sales professionals, there were six things they did to consistently outperform their competitors and radically change their client interactions and results. Go from being just one of the sales crowd to the superior choice. Read Strikingly Different Selling: 6 Vital Skills to Stand Out and Sell More and learn the details behind the 6 skills. The 6 vital skills to stand out and sell more: * Capture Attention with Verbal Billboards * Create Excitement with Movie Trailers * Build Confidence with Flashbacks and Flashforwards * Become Essential with "Why Us!" Differentiators * Get Curious and Find the Gaps * Navigate Traffic Lights and Close the Gaps If you have found books such as SPIN Selling, The Challenger Sale, To Sell is Human, The Secrets of Closing the Sale, or Start with Why to be useful; then your next read should be Strikingly Different Selling .
