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Author: Dave Stein
Publisher:
ISBN: 9781597341141
Category :
Languages : en
Pages : 240
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Book Description
How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times.
Author: Dave Stein
Publisher:
ISBN: 9781597341141
Category :
Languages : en
Pages : 240
Get Book Here
Book Description
How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times.
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author: Gary Pittard
Publisher: John Wiley & Sons
ISBN: 0730334171
Category : Business & Economics
Languages : en
Pages : 121
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Book Description
Your journey to success starts here Why Winners Win identifies the crucial elements of business success and provides step-by-step guidance on getting there. Author Gary Pittard shows you why consistent results are the key contributing factor to lasting success, and helps you identify your personal barriers. Whether you lack the ability to set goals or a plan, motivation or focus, this book will show you how to adjust your course and direct you to the top. Based on the Success Journey model, the discussion focuses on attitude, knowledge, skill and competent action to give you a solid framework to boost your potential and achieve prosperity. You'll learn the essential qualities of a winner, and how to demonstrate these qualities every day in every interaction. Case studies demonstrating success and failure provide you with clear examples of the framework in action and illustrate the cause-and-effect relationship behind everyday choices. Believe it or not, failing at something is a great way to become successful. Experience teaches a lesson no advice could impart, and not being at the top just means there's more room to grow. This book equips you with a solid success plan, the skills you need to execute it and expert insight into your own unique path. Identify and overcome your personal barriers to achieve success Build and amplify winning qualities that that will keep you on course Learn a simple four-step model for achieving consistent results Discover the single most important difference between winners and losers The goal is prosperity – whatever that may mean to you – and attaining a level of freedom and security that allows you to give back and be generous with your money, time and knowledge. Success is a journey, but Why Winners Win provides the roadmap you need to start the journey today.
Author: Anand Giridharadas
Publisher: Vintage
ISBN: 110197267X
Category : Social Science
Languages : en
Pages : 306
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Book Description
NEW YORK TIMES BESTSELLER • The groundbreaking investigation of how the global elite's efforts to "change the world" preserve the status quo and obscure their role in causing the problems they later seek to solve. An essential read for understanding some of the egregious abuses of power that dominate today’s news. "Impassioned.... Entertaining reading.” —The Washington Post Anand Giridharadas takes us into the inner sanctums of a new gilded age, where the rich and powerful fight for equality and justice any way they can—except ways that threaten the social order and their position atop it. They rebrand themselves as saviors of the poor; they lavishly reward “thought leaders” who redefine “change” in ways that preserve the status quo; and they constantly seek to do more good, but never less harm. Giridharadas asks hard questions: Why, for example, should our gravest problems be solved by the unelected upper crust instead of the public institutions it erodes by lobbying and dodging taxes? His groundbreaking investigation has already forced a great, sorely needed reckoning among the world’s wealthiest and those they hover above, and it points toward an answer: Rather than rely on scraps from the winners, we must take on the grueling democratic work of building more robust, egalitarian institutions and truly changing the world—a call to action for elites and everyday citizens alike.
Author: Shiv Khera
Publisher: A&C Black
ISBN: 9382951547
Category : Self-Help
Languages : en
Pages : 227
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Book Description
Grow by mastering the art of selling with integrity TURN NOs INTO YESes · Gain success and avoid pitfalls · Meet and exceed your goals · Establish credibility and grow · Gain a competitive edge · Learn the qualities of a winning professional BECOME UNSTOPPABLE AND SELL YOUR WAY TO SUCCESS!
Author: Alan N. Schoonmaker
Publisher: Kensington Publishing Corp.
ISBN: 0806534796
Category : Games & Activities
Languages : en
Pages : 320
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Book Description
What Makes Winners Win? Every serious poker player knows there's a big difference between playing well and winning: Winners successfully master specific attitudes and habits. What Do I Need To Win? It's right in your hands. Poker guru Dr. Alan N. Schoonmaker explains the key skills that enable winners to bring in the money. With his expert guidance you can master them, too. You'll learn to: • Manage risk and information • Develop better discipline • Improve your decision-making processes • Focus on the right issues • Choose the information you give others • Control your reactions to feelings • Act decisively By mastering the behaviors and skills that Schoonmaker teaches, you'll be able to play more confidently--and win more often. Alan N. Schoonmaker, Ph.D, is the author of Your Worst Poker Enemy, Your Best Poker Friend, and the top-selling The Psychology of Poker; he is also a columnist for Card Player magazine. He received his Ph.D. in psychology from UC Berkeley, and has conducted research and taught at UCLA, Carnegie-Mellon, and Belguim's Catholic University of Louvain. He lives in Las Vegas.
Author: Lee Freeman-Shor
Publisher: Harriman House Limited
ISBN: 0857195026
Category : Business & Economics
Languages : en
Pages : 106
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Book Description
Over seven years, 45 of the world's top investors were given between $25 and $150m to invest by fund manager Lee Freeman-Shor. His instructions were simple. There was only one rule. They could only invest in their ten best ideas to make money. It seemed like a foolproof plan to make a lot of money. What could possibly go wrong? These were some of the greatest minds at work in the markets today - from top European hedge fund managers to Wall Street legends. But most of the investors' great ideas actually lost money. Shockingly, a toss of a coin would have been a better method of choosing whether or not to invest in a stock. Nevertheless, despite being wrong most of the time, many of these investors still ended up making a lot of money. How could they be wrong most of the time and still be profitable? The answer lay in their hidden habits of execution, which until now have only been guessed at from the outside world. This book lays bare those secret habits for the first time, explaining them with real-life data, case studies and stories taken from Freeman-Shor's unique position of managing these investors on a day-to-day basis. A riveting read for investors of every level, this book shows you exactly what to do and what not to do when your big idea is losing or winning - and demonstrates conclusively why the most important thing about investing is always the art of execution.
Author: Grant Cardone
Publisher: Greenleaf Book Group
ISBN: 1608322904
Category : Business & Economics
Languages : en
Pages : 281
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Book Description
Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.
Author: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 0071641696
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"
Author: Philip Delves Broughton
Publisher: Penguin
ISBN: 0143122762
Category : Business & Economics
Languages : en
Pages : 306
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Book Description
From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.
