Author: Jim Pancero
Publisher: John Wiley & Sons
ISBN: 0471763578
Category : Business & Economics
Languages : en
Pages : 322
Get Book Here
Book Description
The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.
Author: Tony Rutigliano
Publisher: Simon and Schuster
ISBN: 1595620486
Category : Business & Economics
Languages : en
Pages : 224
Get Book Here
Book Description
Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.
Author: Robert Chen
Publisher: John Wiley & Sons
ISBN: 1119755123
Category : Business & Economics
Languages : en
Pages : 339
Get Book Here
Book Description
Wall Street Journal bestseller Build your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
Author: Kimberly K. Richmond
Publisher:
ISBN: 9781936126101
Category :
Languages : en
Pages :
Get Book Here
Book Description
Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240
Get Book Here
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: Lynn Coleman
Publisher: Juta and Company Ltd
ISBN: 9780702153204
Category : Business & Economics
Languages : en
Pages : 100
Get Book Here
Book Description
Developing Workplace Skills focuses on providing the learner not only with information about the vital steps to successful job hunting, but also offers a series of activities for groups or individuals to explore and develop the relevant key skills required in the workplace.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
Get Book Here
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: Karen Mannering
Publisher: Teach Yourself
ISBN: 1444123629
Category : Business & Economics
Languages : en
Pages : 119
Get Book Here
Book Description
Do you feel that your mojo has definitely headed over the hill and hasn't even sent a postcard? We all have moments when we feel that life has become boring or tedious and though a chnage of job or career might seem the answer that's noty always possible, especially in these tough times. There are lots of reasons why anyone might feel constrained by thier job and long to break out but there are just as many solutions. This book will help you to understand who you are and what you need and, from there, how to get what you want whether it's moving on or making the most of where you are. With lots of practical tools to understand your own motivation and identify opportunities it will help you find your mojo and maybe even fall back in love with your job!
Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196
Get Book Here
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: Konosuke Matsushita
Publisher: PHP研究所
ISBN: 4569807836
Category : Business & Economics
Languages : en
Pages : 119
Get Book Here
Book Description
How to developing your career for a lifetime of satisfaction…… “There is one thing I can say about my entire life and career: from the time I started as an apprentice to when I went to work at the Osaka Electric Light Company, and from the moment I began my independent business career, I not only performed my work sincerely, conscientiously, and to the best of my abilities, but I enjoyed what I was doing and achieved a great sense of fulfillment,” Konosuke Matsushita, the founder of Panasonic Corporation remarked. The century that Konosuke Matsushita’s life (1894-1989) nearly spanned was a tumultuous period for Japan and the world. He faced many difficulties and hardships in rapidly changing times, and he threw himself completely into every endeavor he undertook to overcome each challenge. The 38 essays in this volume will help you discover ways to successfully develop your career by enjoying your business life and devoting yourself to it. They are all themes that Konosuke spoke about to the employees of Panasonic throughout his business career. The book consists of three chapters; Part One is about essentials for new employees, Part Two for middle management, Part Three for senior management. Part One: Essentials for New Career Starters 1. Encounter with Destiny 2. Growth Begins with Trust 3. One Simple Key to Success etc. Part Two: Essentials for Middle Management 1. The Boss as Client 2. Love Your Job So Much that It Becomes Your Dream 3. Knowledge by Itself Can Block Innovation etc. Part Three: Essentials for Senior Management 1. Don’t Blame Your Subordinates 2. Accepting Responsibility 3. Hone Your Professional Skills etc. *PHP Institute, Inc. has a large collection of books, audios, videos, and other material on Konosuke Matsushita, the founder of Panasonic and PHP. 【PHP研究所】
