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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: 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: Paul C. Darley
Publisher:
ISBN: 9781945389849
Category : Emotional intelligence
Languages : en
Pages : 0
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Book Description
We are all salesmen. Whether we sell goods and services for a living or sell ourselves to future employers or spouses, the skills we use to build relationships, close deals and get ahead are the same. That's the premise behind Paul Darley's Sold! The Art of Relationship Sales. Darley lays out a theory that companies run by CEOs with a sales background outperform peer companies with CEOs who come up through other disciplines. To reach this conclusion, he interviewed top sales producers from numerous companies, analyzed his own person experiences growing a 100-plus-year-old family business, and documented processes and concepts that were successful. Sold! not only offers the results of Darley's findings but explains how to build effective sales relationships through a combination of emotional intelligence and authenticity. He shares the 50 Ps of relationship sales; shows how to establish a solid sales foundation (build relationships, solve a pain, follow a process); and reveals time-tested methods for overcoming objections and getting to "yes." Darley also dispels the long-held myth that salesmen are not to be trusted, providing strong evidence that when you hone your relationship skills by employing emotional intelligence and authentic leadership, you will not just become a better salesman but you'll also be better prepared to rise through the corporate ranks.
Author: Tammy Lynch
Publisher: Builderbooks
ISBN: 9780867186536
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
A how-to guide for developing the self-awareness, knowledge, and skills needed to succeed in the competitive field of new home sales, "Think Sold!" covers everything from the home-buying process to strategies for making better sales presentations.
Author: Michael T. Bosworth
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 278
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Book Description
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Anthony Solimini
Publisher: Lulu.com
ISBN: 1300551887
Category : Business & Economics
Languages : en
Pages : 155
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Book Description
Do you want to sell more? Sell with less stress? Build better relationships? Communicate more effectively? Learn Anthony Solimini's secrets of sales success with three easy words: TRUST, COMFORT, and CONFIDENCE. Sales professional Anthony Solimini is passionate about effective communication and its power to increase sales. "Before people can make a buying decision, they need to trust you, like you, and want to bearound you," he believes. He consults with and trains executives in major companies across Asia to 1. Build successful teams and communicate effectively, using the DISC profile and NLP tools. 2.Become compelling public speakers and presenters by using body language, humor, and powerful words. 3.Be highly motivated and achieve outstanding results as managers, leaders, salespeople, and negotiators.
Author: Jet Abuda-Sison
Publisher: Jet Sison
ISBN: 9781736239001
Category : Business & Economics
Languages : en
Pages : 122
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Book Description
Jet Sison's friends and family thought she was making a grave mistake when she left her secure job with definite retirement to start Capital Holdings, Inc. in 1999. Seeing as there was no manual or course of studies to follow, she had to wonder if they were right. Still, she forged ahead. While the path was neither straightforward nor easy, becoming a land sales entrepreneur was one of the wisest decisions she has ever made. Jet believes sales can be the best and highest paid profession if you are willing to learn, be persistent, and not give up. After all, what other career offers unlimited income potential, financial independence, self-fulfillment and the ability to help people from all walks of life? Because she is often asked what she did to make it, she has created this book to offer guidance and advice for anyone who is considering entrepreneurship or a career in sales, as well as provide that needed boost to stay on course or, better yet, the courage to give up the safety net of an unfulfilling job and pursue the course of reaching one's full potential. The world needs more entrepreneurs, innovators, more risk takers who are willing to challenge the norm. Are you one of those people? SOLD ON SALES will teach you everything you need to know to answer that question.
Author: Kevin Daley
Publisher: McGraw Hill Professional
ISBN: 0071371516
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
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: Daniel Alef
Publisher: Titans of Fortune Publishing
ISBN: 1608043126
Category : Biography & Autobiography
Languages : en
Pages : 40
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Book Description
Robert Louis Stevenson said, "Everyone lives by selling something." It is the principal force driving all commercial transactions and activities, from the executive suite of suits and ties to the trenches of open collar and rolled-up sleeves. Given the relative importance of selling in our quest for achievement and success, it is critical to develop selling skills, to hone and perfect them to the best of our abilities. Lots of books have been written about this subject, giving us tips, rules, comments, anecdotes and suggestions, and many more will be written in the future. After all, according to the Bureau of Labor Statistics there are more than 14 million people employed in sales and related occupations. And every one of them would like to improve their ability to close sales. "SOLD! HOW AMERICA'S GREATEST SALES AND MARKETING TITANS PULLED IT OFF" takes a different tack. Instead of listing rules or techniques, it lets you study, embrace and emulate the best salesmen/entrepreneurs who ever lived in America. Olympic skier Jean-Claude Killy once said: "The best and fastest way to learn a sport is to watch and imitate a champion." Cadets at the West Point Military Academy study the strategies of the great military leaders of the past to acquire the skills they will need in future combat. Chess players study the strategies employed by the grand chess masters to develop and improve their game. Improving sales techniques and capabilities is no different. Learning how America's super salesmen and saleswomen achieved their success is immensely instructive, all with a view to providing the reader with insight into what made these men and women so successful "Sold!" is the story of 35 titans, from Henry J. Heinz and William Wrigley, Jr., to Steve Jobs, Mary Kay Ash and Jeff Bezos, men and women who created industries, giant corporations, new products, and did it by selling--pitching their ideas and companies to investors and banks, and their products to the public.
