Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories PDF Download
Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories PDF full book. Access full book title Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories by John Golden. Download full books in PDF and EPUB format.
Author: John Golden
Publisher: McGraw Hill Professional
ISBN: 0071792007
Category : Business & Economics
Languages : en
Pages : 272
Get Book
Book Description
FROM THE CREATORS OF SPIN SELLING—TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging read chock-full of practical and richly illustrated examples, John Golden provides strategies that are sure to increase even the most seasoned sales pros' success rates. It's a completely new take on sales education with powerful lessons you'll use to win your own sales battles." -- David Meerman Scott, bestselling author of The New Rules of Marketing and PR "There’s no doubt salespeople will profit from the book’s focus on besting one's opponent in a battleground much changed by the information explosion of the Internet." -- William Dermody, World/Military Affairs Editor, USA Today "An innovative and very insightful perspective on what it really takes to win." -- Dave Stein, CEO and founder, ES Research Group, Inc. "Great sales lessons presented in a really unique and interesting format . . . I recommend it for sales people starting out in the field as well as seasoned pros. -- Chuck Lennon, President, TeamLogic "A good military strategist is, after all, a salesman, which leads me to believe that a good salesman would make a good military strategist. The author has done an excellent job of showing how those two different communities are in fact very similar." -- Brigadier General Julie A. Bentz, PhDTM
Author: John Golden
Publisher: McGraw Hill Professional
ISBN: 0071792007
Category : Business & Economics
Languages : en
Pages : 272
Get Book
Book Description
FROM THE CREATORS OF SPIN SELLING—TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging read chock-full of practical and richly illustrated examples, John Golden provides strategies that are sure to increase even the most seasoned sales pros' success rates. It's a completely new take on sales education with powerful lessons you'll use to win your own sales battles." -- David Meerman Scott, bestselling author of The New Rules of Marketing and PR "There’s no doubt salespeople will profit from the book’s focus on besting one's opponent in a battleground much changed by the information explosion of the Internet." -- William Dermody, World/Military Affairs Editor, USA Today "An innovative and very insightful perspective on what it really takes to win." -- Dave Stein, CEO and founder, ES Research Group, Inc. "Great sales lessons presented in a really unique and interesting format . . . I recommend it for sales people starting out in the field as well as seasoned pros. -- Chuck Lennon, President, TeamLogic "A good military strategist is, after all, a salesman, which leads me to believe that a good salesman would make a good military strategist. The author has done an excellent job of showing how those two different communities are in fact very similar." -- Brigadier General Julie A. Bentz, PhDTM
Author: John Golden
Publisher: McGraw Hill Professional
ISBN: 007179199X
Category : Business & Economics
Languages : en
Pages : 273
Get Book
Book Description
Golden, CEO of Huthwaite, pairs lessons drawn from history's greatest military campaigns with modern business insights. The strategies, tactics, and terminology of war offer today's professionals an unbeatable perspective on the struggle to win every sale.
Author: Erik Peterson
Publisher: McGraw Hill Professional
ISBN: 9780071752589
Category : Business & Economics
Languages : en
Pages : 272
Get Book
Book Description
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Author: James W. Pickens
Publisher: SP Books
ISBN: 9780944007587
Category : Business & Economics
Languages : en
Pages : 228
Get Book
Book Description
Battle strategies to become a "Master Sales Closer" and manager
Author:
Publisher:
ISBN: 9780996573207
Category :
Languages : en
Pages :
Get Book
Book Description
Every day, millions of sales people find themselves in a race. Whether it's an in-house competition to reach quotas or the daily responsibility of selling to their customers, sales is a never-ending contest to produce results, to win. And every day, a relatively small handful of sales people do most of the winning. It's estimated that 15 percent of all sales people capture a staggering 70 percent of the business!Why? What do the top 15 percent know that other sales people don't? What skills have they mastered? What are the secrets to their success?The 8 Greatest Sales Secrets in the World provides the answers. It's the inspirational story of one sales person's struggle to win an impossibly difficult sales contest. Along the way, he learns the timeless lessons that are behind every great sales person's success-in business and in life.Disarmingly simple and profoundly true, The 8 Greatest Sales Secrets in the World will forever change how you sell, and show you the way to becoming a sales leader in your market.
Author: Keith Rosen MCC
Publisher: Penguin
ISBN: 1440696977
Category : Business & Economics
Languages : en
Pages : 308
Get Book
Book Description
Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen’s unique, permission-based approach to having a selling conversation with your prospects that fits your style rather than having to “pitch and close.” This book gives you the edge over your competition by showing you, step-by-step, how to get to “yes” more often by aligning your selling approach with the prospect’s preferred buying process and communication style without any pressure, manipulation, or confrontation. You’ll also get exactly what to say in any selling situation, as well as the dialogue that the world’s greatest salespeople use to defuse objections, ask for the sale, and close the deal. Plus, more than 100 case studies, templates, and scripts you can use with Keith’s powerful process-driven selling approach. Discover: - The five steps that make your sales presentations objection-proof. - A step-by-step system that prevents cancellations, improves client retention, and boosts referrals. - Proven, permission-based closing strategies that get more prospects to “yes.” - The real reasons for price objections and why dropping your price will lose the sale. - Three steps to defuse every objection, especially the ones you create. - Questions you’re not asking that turn more prospects into clients. - Effective negotiation strategies. - A proven method to boost your confidence and self-esteem—permanently.
Author: Bob Clements
Publisher: Xlibris Corporation
ISBN: 9781425783204
Category : Business & Economics
Languages : en
Pages : 160
Get Book
Book Description
Every day, millions of sales people find themselves in a race. Whether it's an in-house competition to reach quotas or the daily responsibility of selling to their customers, sales is a never-ending contest to produce results, to win. And every day, a relatively small handful of sales people do most of the winning. It's estimated that 15 percent of all sales people capture a staggering 70 percent of the business! Why? What do the top 15 percent know that other sales people don't? What skills have they mastered? What are the secrets to their success? The 8 Greatest Sales Secrets in the World provides the answers. It's the inspirational story of one sales person's struggle to win an impossibly difficult sales contest. Along the way, he learns the timeless lessons that are behind every great sales person's success in business and in life. Disarmingly simple and profoundly true, The 8 Greatest Sales Secrets in the World will forever change how you sell, and show you the way to becoming a sales leader in your market.
Author:
Publisher: ببلومانيا للنشر والتوزيع
ISBN:
Category : Business & Economics
Languages : en
Pages : 304
Get Book
Book Description
You can go after the job you want…and get it! You can take the job you have…and improve it! You can take any situation you’re in…and make it work for you! Since its release in 1936, How to Win Friends and Influence People has sold more than 30 million copies. Dale Carnegie’s first book is a timeless bestseller, packed with rock-solid advice that has carried thousands of now famous people up the ladder of success in their business and personal lives. As relevant as ever before, Dale Carnegie’s principles endure, and will help you achieve your maximum potential in the complex and competitive modern age. Learn the six ways to make people like you, the twelve ways to win people to your way of thinking, and the nine ways to change people without arousing resentment.
Author: Robert L. Shook
Publisher: Entrepreneur Press
ISBN: 1613082339
Category : Business & Economics
Languages : en
Pages : 288
Get Book
Book Description
Shook and Farber invite eager entrepreneurs to join 33 of today’s business and sales best as they share the details behind their greatest sales moves and ultimately, impart valuable lessons on how to sell your way to success. Crafted to cover a variety of industries, products, and services, this entertaining playbook urges entrepreneurs to reinvent their sales approach, illustrating proven techniques, tips, and tricks in each story and summarizing the unique take-away offered by its teller. Entrepreneurs uncover such pearls as how to ignite creativity to overcome sale barriers, how to create long-term customers, and how to sell what the customer wants (hint: it’s not always a product or service). Entrepreneurs also gain invaluable insight and encouragement as they turn from story to story, leaving the pages with lessons learned and the excitement of being privy to an exchange among the elite in their industry.
Author: Brian Tracy
Publisher: HarperCollins Leadership
ISBN: 141857791X
Category : Business & Economics
Languages : en
Pages : 224
Get Book
Book Description
Do you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal. As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid sales leaders in every business. When salespeople follow a proven, step-by-step process, they can get more orders, faster and quicker than before. Through this comprehensive program, Tracy shares more than 50 practical, daily techniques for increasing your confidence in your sales abilities and boosting sales profits. In The Art of Closing the Sale, you will learn: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-success No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing. The Art of Closing the Sale teaches skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a successful future.
