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Author: Roy Whitten
Publisher:
ISBN: 9781952654251
Category :
Languages : en
Pages : 216
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Book Description
IS THERE REALLY A BETTER WAY TO SELL? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach tailor-made for social enterprises. DR. ROY WHITTEN and SCOTT ROY are the founders of Whitten & Roy Partnership. WRP maintains a global consultant network and has served organizations in over 40 countries. Inside Sell Well, Do Good, you'll discover how transformative science exposes a root problem in sales: the belief - held by salespeople and clients alike - that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction leads to individual behaviors and organizational systems that become self-perpetuating, dysfunctional, and unproductive for everyone involved, creating conditions that undermine the mission of social enterprises and limit their impact. Using real stories from over a decade of field work, the authors put you into the training room to break through old habits and fixed mindsets. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team. Get to the heart of customer-centric selling and explore how to: - Master your attitude to produce your best work - Lead compelling conversations that result in committed action - Educate your customers to help them make the right buying decision - Build a selling system that changes the behavior of sales agents and their customers. No hype or hyperbole - just actionable insight from two seasoned executives who believe that selling is the heartbeat of business and who know that how a social enterprise sells will determine its ultimate value to the customers it serves.
Author: Roy Whitten
Publisher:
ISBN: 9781952654251
Category :
Languages : en
Pages : 216
Get Book
Book Description
IS THERE REALLY A BETTER WAY TO SELL? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach tailor-made for social enterprises. DR. ROY WHITTEN and SCOTT ROY are the founders of Whitten & Roy Partnership. WRP maintains a global consultant network and has served organizations in over 40 countries. Inside Sell Well, Do Good, you'll discover how transformative science exposes a root problem in sales: the belief - held by salespeople and clients alike - that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction leads to individual behaviors and organizational systems that become self-perpetuating, dysfunctional, and unproductive for everyone involved, creating conditions that undermine the mission of social enterprises and limit their impact. Using real stories from over a decade of field work, the authors put you into the training room to break through old habits and fixed mindsets. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team. Get to the heart of customer-centric selling and explore how to: - Master your attitude to produce your best work - Lead compelling conversations that result in committed action - Educate your customers to help them make the right buying decision - Build a selling system that changes the behavior of sales agents and their customers. No hype or hyperbole - just actionable insight from two seasoned executives who believe that selling is the heartbeat of business and who know that how a social enterprise sells will determine its ultimate value to the customers it serves.
Author: Rene Robichaud
Publisher:
ISBN: 9781978134508
Category :
Languages : en
Pages : 104
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Book Description
- An easy guide to selling your company - This book helps private business owners and CEOs navigate the many issues related to the sale of their company. In this non-technical guide to the sale process, the three authors provide real-life examples of lessons learned and mistakes to avoid. Business students will also get tools to think about company valuation and the many factors that enhance value from a buyer's perspective.This handbook will help you understand the steps others have taken to successfully sell their company. It includes . . . - issues to consider in order to best meet all of your goals in the sale process - tips on how to maximize the exit value - helpful information to prepare business people for life after the saleThis easy-to-read book about mergers and acquisitions comes highly recommended by very successful business people like Dave Dillon, retired Chairman and CEO of Kroger Companies, and Larry Stevenson, Chairman of SNC-Lavalin. The sale of your company may be the most important business decision an owner can make. Read this book before you decide to sell!
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: Daniel H. Pink
Publisher: Penguin
ISBN: 1101597070
Category : Business & Economics
Languages : en
Pages : 184
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Book Description
Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
Author: Douglas Stone
Publisher: Penguin
ISBN: 0143127136
Category : Business & Economics
Languages : en
Pages : 370
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Book Description
The coauthors of the New York Times–bestselling Difficult Conversations take on the toughest topic of all: how we see ourselves Douglas Stone and Sheila Heen have spent the past fifteen years working with corporations, nonprofits, governments, and families to determine what helps us learn and what gets in our way. In Thanks for the Feedback, they explain why receiving feedback is so crucial yet so challenging, offering a simple framework and powerful tools to help us take on life’s blizzard of offhand comments, annual evaluations, and unsolicited input with curiosity and grace. They blend the latest insights from neuroscience and psychology with practical, hard-headed advice. Thanks for the Feedback is destined to become a classic in the fields of leadership, organizational behavior, and education.
Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196
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Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Author: Jim Collins
Publisher: Harper Collins
ISBN: 0066620996
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
The Challenge Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? The Study For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great? The Standards Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck. The Comparisons The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good? Over five years, the team analyzed the histories of all twenty-eight companies in the study. After sifting through mountains of data and thousands of pages of interviews, Collins and his crew discovered the key determinants of greatness -- why some companies make the leap and others don't. The Findings The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include: Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness. The Hedgehog Concept (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence. A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology. The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap. “Some of the key concepts discerned in the study,” comments Jim Collins, "fly in the face of our modern business culture and will, quite frankly, upset some people.” Perhaps, but who can afford to ignore these findings?
Author: Edward Abbey
Publisher: Rosetta Books
ISBN: 0795317425
Category : Fiction
Languages : en
Pages : 416
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Book Description
“Abbey’s latter-day Luddites, introduced in his novel The Monkey Wrench Gang, are back—and not a moment too soon” (The New York Times). George Washington Hayduke, ex-Green Beret, was last seen clinging to a rock face in the wilds of Utah as an armed posse hunted him down for his eco-radical crimes. Now he’s back, with a fiery need for vengeance . . . This sequel to Edward Abbey’s cult classic brings back the old gang of environmental warriors, as they battle a fundamentalist preacher intent on turning the Grand Canyon into a uranium mine—in “a fine novel, combative and comic, anarchistic and ultimately redemptive” (Albuquerque Journal). “I laughed out loud reading this book.” —Los Angeles Times Book Review
Author: Cal Newport
Publisher: Grand Central Publishing
ISBN: 1455509108
Category : Business & Economics
Languages : en
Pages : 163
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Book Description
In an unorthodox approach, Georgetown University professor Cal Newport debunks the long-held belief that "follow your passion" is good advice, and sets out on a quest to discover the reality of how people end up loving their careers. Not only are pre-existing passions rare and have little to do with how most people end up loving their work, but a focus on passion over skill can be dangerous, leading to anxiety and chronic job hopping. Spending time with organic farmers, venture capitalists, screenwriters, freelance computer programmers, and others who admitted to deriving great satisfaction from their work, Newport uncovers the strategies they used and the pitfalls they avoided in developing their compelling careers. Cal reveals that matching your job to a pre-existing passion does not matter. Passion comes after you put in the hard work to become excellent at something valuable, not before. In other words, what you do for a living is much less important than how you do it. With a title taken from the comedian Steve Martin, who once said his advice for aspiring entertainers was to "be so good they can't ignore you," Cal Newport's clearly written manifesto is mandatory reading for anyone fretting about what to do with their life, or frustrated by their current job situation and eager to find a fresh new way to take control of their livelihood. He provides an evidence-based blueprint for creating work you love, and will change the way you think about careers, happiness, and the crafting of a remarkable life.
Author: Michael Bungay Stanier
Publisher: Box of Crayons Press
ISBN: 0978440749
Category : Business & Economics
Languages : en
Pages : 248
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Book Description
Coaching is an essential skill for leaders. But for most busy, overworked managers, coaching employees is done badly, or not at all. They're just too busy, and it's too hard to change. But what if managers could coach their people in 10 minutes or less? In Michael Bungay Stanier's The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can work less hard and have more impact. Coaching is an art and it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide an answer, or unleash a solution. Giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. It can also mean unlearning our ''fix it'' habits. In this practical and inspiring book, Michael shares seven transformative questions that can make a difference in how we lead and support. And, he guides us through the tricky part - how to take this new information and turn it into habits and a daily practice. -Brené Brown, author of Rising Strong and Daring Greatly Drawing on years of experience training more than 10,000 busy managers from around the globe in practical, everyday coaching skills, Bungay Stanier reveals how to unlock your peoples' potential. He unpacks seven essential coaching questions to demonstrate how---by saying less and asking more--you can develop coaching methods that produce great results. - Get straight to the point in any conversation with The Kickstart Question - Stay on track during any interaction with The AWE Question - Save hours of time for yourself with The Lazy Question, and hours of time for others with The Strategic Question - Get to the heart of any interpersonal or external challenge with The Focus Question and The Foundation Question - Finally, ensure others find your coaching as beneficial as you do with The Learning Question A fresh, innovative take on the traditional how-to manual, the book combines insider information with research based in neuroscience and behavioural economics, together with interactive training tools to turn practical advice into practiced habits. Dynamic question-and-answer sections help identify old habits and kick-start new behaviour, making sure you get the most out of all seven chapters. Witty and conversational, The Coaching Habit takes your work--and your workplace--from good to great.
