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Author: Linda Mcdonald
Publisher: Page Publishing Inc
ISBN: 1662435967
Category : Business & Economics
Languages : en
Pages : 129
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Book Description
Linda McDonald has extracted the essential gems from her renowned sales training seminars and concentrated them all in one pure diamond of a book. Soft Selling in the 21st Century is an easy-to-follow prescription for sure-fire sales success. Linda covers essential preparation to sell, from goal-setting to eliminating the competition. Then she lays out a clear "Blueprint of Sales" that will guide any reader, from beginner to seasoned professional, to foolproof closings. Throughout she emphasizes the new musts for 21st-century sales: educating the client and stellar service.
Author: Tal Paperin
Publisher:
ISBN: 9781983129865
Category :
Languages : en
Pages : 108
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Book Description
When I started working in international sales, quite some time ago, I lucked out. Not only did I have a great boss who was excited to teach me (and was a great teacher), but I landed in an industry with relatively low competition and a product that sold itself.At that first job, after being taught how to identify potential clients, I started sending out personalized "cold emails." The response rate for these well-researched prospects was about 20%. I would then pick up the phone and call the others - and at the end of the day, among everyone I contacted, I would close about 20%-25% of those initial cold leads without having to make much more effort than picking up the phone.A well-researched lead was relatively simple to close - but even those that did not close were useful because they helped me generate further leads. So I had emails, a website and the PHONE - and I ended up contacting 100% of the leads - being turned down completely by only 10%-15%. As most of you in sales know, this was an abnormal response rate, and set my expectations for cold calling a little too high.Those numbers are no longer achievable using the old methods.Over the last two decades, the world has moved forward considerably and the selling world has moved along with it. Selling like it's 1970 or even 2004 doesn't work like it used to anymore. The way buyers and sellers interact during the buying and selling process is no longer the same and it is constantly changing with the times.This book is dedicated to giving the readers accurate information on selling techniques that work in this new business world. It provides its readers with concise methods of applying consultative selling to their businesses and other sales processes, achieving the most fruitful and profitable business results.Today's business-to-business selling and even business-to-customer selling is quickly undergoing a serious revolution. The idea that business is hard and slow can only be attributed to one causative factor: the use of traditional selling approaches. In today's world, traditional selling techniques are becoming increasingly unproductive - especially in the sphere of international business, sales and management processes. In fact, those aggressive styles and product-focused selling methods are now so outdated that customers don't even want to meet and listen to salespersons that use them. Customers have found ways to make their own product inquiries and finding their own solutions to their problems, thus avoiding the usual face-to-face buying process.In these changing times, salespersons have struggled to find a way to stay relevant, as customers today no longer rely on them for their product information. One major reason for this decline in the relevance of salespersons in today's world is the rise and improvement in technology and the widely accessible information that is at the disposal of everyone - including today's customers. Advancements in technology have changed customer behavior. A wealth of information is now at the disposal of customers who want to extensively research their purchase before pulling the sales trigger. This trend has relegated so many salespersons to the ground as customers are now more inclined to manage the process on their own terms.This behavior has also found its way to the international business sales world, as buyers of business technologies, products, and services all over the globe are conducting the same type of research that the ordinary B2C customer does even before contacting the salesperson or business organization they are interested in buying from. Today's buyers are firmly in control of their buying process, learning most of what they want to know about a seller, his business, his products, and services even before they reach out to him.This book will introduce you to the new sales world of the 21st century.
Author: Linda Mcdonald
Publisher: Page Publishing Inc
ISBN: 1662435967
Category : Business & Economics
Languages : en
Pages : 129
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Book Description
Linda McDonald has extracted the essential gems from her renowned sales training seminars and concentrated them all in one pure diamond of a book. Soft Selling in the 21st Century is an easy-to-follow prescription for sure-fire sales success. Linda covers essential preparation to sell, from goal-setting to eliminating the competition. Then she lays out a clear "Blueprint of Sales" that will guide any reader, from beginner to seasoned professional, to foolproof closings. Throughout she emphasizes the new musts for 21st-century sales: educating the client and stellar service.
Author: Brian Tracy
Publisher: AMACOM
ISBN: 0814449204
Category : Business & Economics
Languages : en
Pages : 151
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Book Description
The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.
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:
Publisher:
ISBN: 9781792408526
Category :
Languages : en
Pages :
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Book Description
Author:
Publisher:
ISBN:
Category :
Languages : zh-CN
Pages :
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Book Description
Author: Noel Capon
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 660
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Book Description
This introduction to the role of marketing in the modern corporation (both at the level of the firm and the marketing function) focuses on what the prospective manager - not just the marketer - needs to know about developing marketing strategy and managing the marketing process.
Author: Robert B. Miller
Publisher: Kogan Page Publishers
ISBN: 9780749441302
Category : Business & Economics
Languages : en
Pages : 324
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Book Description
By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405
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Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.
Author: Malik McCotter-Jordan
Publisher: Cotter Media
ISBN:
Category : Business & Economics
Languages : en
Pages : 61
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Book Description
You Can Own This Book Today Do not buy this book if you’re low on money and struggling financially. I do not want this book to be the reason you are short on rent, unable to afford to make a car payment, etc. I’m not picking on you. I’m just looking out for you because I know what it is like to not have much money coming in and I don’t want you to strain yourself financially in order for you to be able to buy this book. Does that make sense? If you’re doing okay financially then please disregard what you just read earlier and continue reading from here. YOU CAN READ THIS BOOK FOR FREE IF YOU ARE A KINDLE UNLIMITED SUBSCRIBER. Before you continue reading, I would just like to let you know that you are enough. You. Are. Enough. Don’t let society trick you into believing you’re not enough. The fact that you’re here reading this book proves you’re smart and you love yourself enough to make a positive change in your life because you’re not too proud to get help. You are enough and I truly do mean that. Invest in yourself by getting this valuable and inexpensive book today. Read it on your PC, Mac, smart-phone, tablet, or Kindle device right away. This book is purely an updated version of Learn Sales: The Beginner’s Guide For Selling in the 21st Century. Download your copy today. Here Is What You Get When You Buy This Book: *The main ingredients of what makes a sales professional great *Tips on eliminating risks to get more sales *Knowledge on how to become an expert in sales *Information on how to build credibility *The author’s sales background If you’re skeptical then I don’t blame you. I would be too. There are a lot of scammers on the internet and they have made it extremely hard for you to trust people online. So with that being said, I’m going to make you an offer that will be difficult for you to refuse. If you believe this will add value to your life then please invest in this book today and if you are not satisfied with this book within the first 7 days then you can get a refund no questions asked. There is no risk involved. YOU CAN READ THIS BOOK FOR FREE IF YOU ARE A KINDLE UNLIMITED SUBSCRIBER. *AMAZON REWARDS REVIEWERS Did you know Amazon.com rewards people for reviewing products they purchase? There have been stories about Amazon randomly giving gift cards to people just because they were kind enough to leave an honest review. That’s free money! So with that being said, would you mind leaving this book a review on Amazon? Thank you so much. *BONUS If you make it to the end of this book you will be able to get a special sneak peek at Malik Jordan’s other book that will be sure to add value to your life. Download your copy now. *TAKE ACTION If this is something you are interested in because you think it will help you out then you should buy Learn Sales 2.0, today, risk-free. If you’re not satisfied within the first 7 days, then you can get your money-back guarantee, no questions asked. Does that make sense? You buying this book also means that you will be helping others who are in need because 10% of profits will go to a charity of the author’s choice. Begin your journey on discovering new possibilities with Learn Sales 2.0, today. Get your copy immediately. YOU CAN READ THIS BOOK FOR FREE IF YOU ARE A KINDLE UNLIMITED SUBSCRIBER. Tags: sales, selling, sales professional, marketing, advertising, trust, sell, sales expert
