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Author: Jerry Vass
Publisher: Running Press
ISBN: 9780762404018
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Now in paperback, this innovative guide to the art of selling is a hands-on, how-to book about fulfilling your selling potential and enjoying it. Written in an easy-to-read, breezy style, this informative book can be opened to any page to find practical pointers and outstanding advice. The education provided in SOFT SELLING IN A HARD WORLD is all you need to become a successful salesperson in today's tough business environment.
Author: Jerry Vass
Publisher: Running Press
ISBN: 9780762404018
Category : Business & Economics
Languages : en
Pages : 0
Get Book Here
Book Description
Now in paperback, this innovative guide to the art of selling is a hands-on, how-to book about fulfilling your selling potential and enjoying it. Written in an easy-to-read, breezy style, this informative book can be opened to any page to find practical pointers and outstanding advice. The education provided in SOFT SELLING IN A HARD WORLD is all you need to become a successful salesperson in today's tough business environment.
Author: Jerry Vass
Publisher: Running Press Book Publishers
ISBN: 9781561382989
Category : Business & Economics
Languages : en
Pages : 232
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Book Description
Now in paperback, this innovative guide to the art of selling is a hands-on how-to book about fulfilling your selling potential and enjoying it. Written in an easy-to-read, breezy style, this informative book can be opened to any page to find practical pointers and outstanding advice.
Author: Lior Arussy
Publisher: John Wiley & Sons
ISBN: 0471721344
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
"I’ve always said that education without execution is just entertainment – and Lior illustrates this beautifully in his book. It is important to learn HOW to implement a successful Customer focus strategy and you need knowledge and process to do it well. Read this book and learn."--Tim Sanders, Author of "Love is The Killer App" "Lior brings original thought to the world of business, ideas drawn from reality, based on solid observations with the clear objective of helping people make money. Read this and profit."--Jerry Vass, Author of "Soft Selling in A Hard World" and President Vass Consulting "You might not like this book. It's not filled with easy shortcuts and feel-good platitudes. BUT, when you're ready to walk the walk and not just talk the talk) about treating your customers right and growing your business, Lior's book is a fine place to start down that rarely-followed, very profitable path."--Seth Godin Author, Purple Cow & Free Prize Inside "Lior Arussy is a true customer advocate. This book is a must-read for anyone who knows that the only sustainable competitive advantage is to create a unique and meaningful customer experience."--Ginger Conlon, Editor-in-Chief, CRM magazine According to Strativity's 2003 CEM global study, 45% of executives surveyed do not believe they deserve the customer’s loyalty. Following a decade of customer-centric books, the market is in a state of crises with over 50% customer focused projects fail. Passionate and Profitable is a new book that takes a critical look at the state of the companies’ commitment to customers and exposes the fatal mistakes companies make and the lip service they pay to their customers. Full of examples and statistics, Passionate and Profitable argues that customer strategies success depends on making serious tough choices and not cosmetic works. It is those tough trade offs that will help companies unleash their passion for customers and in return, increase their profitability and sales.
Author: Tim Connor
Publisher: Sourcebooks Incorporated
ISBN: 9780942061659
Category : Business & Economics
Languages : en
Pages : 214
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Book Description
Everyone sells every day--themselves, their ideas, their products or services. Soft Sell provides a new approach to selling...one that stresses motivation, communication, relationship-building and self-image psychology to power-boost you to personal sales
Author: Jerry Vass
Publisher:
ISBN: 9780962961021
Category : Executives
Languages : en
Pages : 210
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Book Description
Executives and professionals speak different languages, as disparate as Swahili and Greek. Agendas, vocabularies, and cultural conditioning destroy meaningful communication between them. This book exposes selling myths and profit-killing gaps between illusion and reality. Executives live in a different world from the rest of us. They think differently, act differently, and buy differently. For the professions-those in our culture who package and sell information for a living-architects, lawyers, engineers, accountants, brokers, MBAs, CPAs, marketers, and consultants of every stripe, persuasion and profession, a shift of thinking is required to design and hold a Persuasive Executive Conversation. A number of preconceptions and cultural myths need to be bulldozed to clear the way for this thinking shift. Three things are required to answer the Buyer's questions and sell well in the executive suite: the story, the tools and the delivery. We will explore each and help you prepare a presentation that works from the executive's point of view, that you can take into any boardroom, tell your story, and double your changes of getting hired. When selling to executives what you sell is different from how you sell it. While professionals are expert at delivering services to their clients, they are amateurs at telling people what they do for a living. These skills are not taught at Harvard, Yale, or State U. Our job is to help people make money. For three decades we have intensively trained 12,000 managers, professional salespeople, and consultants to persuade at the executive level. While doing so, we discovered a critical element that managers overlook or ignore that can cost one-quarter, or more, of sales revenues. So what is this low-grade infection that limits a firm's potential and costs so much money? What is this counter-intuitive malaise that works against the philosophies and strategies of reputable companies managed by bright, educated people? It is this: corporations and consulting firms spend big money to hide what they do from their Buyers. It is nearly impossible to get a company, much less a salesperson, to explain what they do for a living stated in the Buyer's terms; they cannot tell a selling story that is different form the competitors', makes sense in the Buyer's world, or is even interesting. In many cases, they insult the Buyer's intelligence. The executive market calls it BS. What we learned from our Clients will surprise you as it did us: If a firm can cut the BS and answer five logical questions on the mind of every executive-level Buyer, sales successes can double. For the professional this book is a cash cow that can be milked for the rest of your career.
Author: Rachel Kushner
Publisher: Simon and Schuster
ISBN: 1982157690
Category : Biography & Autobiography
Languages : en
Pages : 272
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Book Description
A career-spanning anthology of essays on politics and culture by the best-selling author of The Flamethrowers includes entries discussing a Palestinian refugee camp, an illegal Baja Peninsula motorcycle race, and the 1970s Fiat factory wildcat strikes.
Author: Lee Gardenswartz
Publisher: Nicholas Brealey
ISBN: 0891062998
Category : Psychology
Languages : en
Pages : 207
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Book Description
Harness the power of emotions - so you can leverage differences, build engaged teams, and create healthier organizations Whether you work group stretches from here to Dubai or can easily meet in a conference room down the hall, anger and frustration are easy to come by when others don't do things your way, follow directions, or respond the way you think they should. But when emotions manage workplace relationships, the result is conflict, disengagement, and low morale. Emotional Intelligence for Managing Results in a Diverse World delivers a novel prescription for managing effectively in today's workplace: Use the dynamic principles of EQ plus insights from the author's pioneering diversity work to increase your competence in managing emotions and enhance your effectiveness in work, relationships, and life. The book also gives you the know-how to use this approach in coaching and developing others to help them be more successful on the job.
Author: Rich Karlgaard
Publisher: John Wiley & Sons
ISBN: 1118829425
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
What Does it Take to Get Ahead Now—And Stay There? High performance has always required shrewd strategy and superb execution. These factors remain critical, especially given today’s unprecedented business climate. But Rich Karlgaard—Forbes publisher, entrepreneur, investor, and board director—takes a surprising turn and argues that there is now a third element that’s required for competitive advantage. It fosters innovation, it accelerates strategy and execution, and it cannot be copied or bought. It is found in a perhaps surprising place—your company’s values. Karlgaard examined a variety of enduring companies and found that they have one thing in common; all have leveraged their deepest values alongside strategy and execution, allowing them to fuel growth as well as weather hard times. Karlgaard shares these stories and identifies the five key variables that make up every organization’s “soft edge”: Trust: Northwestern Mutual has built a $25 million dollar revenue juggernaut on trust, the foundation of lasting success. Learn how to create an environment that engenders trust and propels high performance. Smarts: In most technical fields your formal education quickly becomes out of date. How do you keep up? Learn how the Mayo Clinic, Stanford University women’s basketball team, and others stay on top by relentlessly pursuing an advantage through smarts. Teamwork: Since collaboration and innovation are a must in the global economy, effective teamwork is vital. Learn how global giant FedEx stays focused and how nimble Nest Labs relies on lean teams with cognitive diversity. Taste: Clever product design and integration are proxies for intelligence because they make customers feel smart. But taste goes further into deep emotional engagement. Specialized Bicycles calls it “the elusive spot between data truth and human truth.” How can you consistently make products or services that trigger these emotional touch points? Story: Companies that achieve lasting success have an enduring and emotionally appealing story. What’s your company’s story? How do you tell it your way? Gain the ability to create a powerful narrative in a world where outsiders often exercise the louder voice.
Author: Alan S Blinder
Publisher: Reading, Mass. : Addison-Wesley Publishing Company
ISBN:
Category : Business & Economics
Languages : en
Pages : 260
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Book Description
Readers of Alan Blinder's regular Business Week column appreciate his concise, thought-provoking opinions and his eloquent prose. In Hard Heads, Soft Hearts he brings to life the inner workings of America's economy and in so doing explains what's wrong and how to fix it.
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.
