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| Author | : Stephan Schiffman |
| Publisher | : |
| Total Pages | : 294 |
| Release | : 1997-04-08 |
| Genre | : Business & Economics |
| ISBN | : |
Steve Schiffman shows how to suffer less stress when selling by better management of time, gathering more than usual amounts of information during interviews and delaying the presentation and closing stages of a sale
| Author | : Neil Rackham |
| Publisher | : Taylor & Francis |
| Total Pages | : 253 |
| Release | : 2020-04-28 |
| Genre | : Business & Economics |
| ISBN | : 1000111482 |
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 | : David Priemer |
| Publisher | : Page Two |
| Total Pages | : 0 |
| Release | : 2020-04-07 |
| Genre | : Business & Economics |
| ISBN | : 1989603203 |
While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.
| Author | : Josiane Feigon |
| Publisher | : AMACOM |
| Total Pages | : 273 |
| Release | : 2021-10-12 |
| Genre | : Business & Economics |
| ISBN | : 0814414664 |
In an age of telesales and digital selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance based on the author’s TeleSmart 10 System for Power Selling. Bestselling author and TeleSmart Communications president Josiane Feigon equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. In Smart Selling on the Phone and Online, you’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling. The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.
| Author | : Stephan Schiffman |
| Publisher | : |
| Total Pages | : |
| Release | : 2015 |
| Genre | : Selling |
| ISBN | : 9781501221828 |
Presents twenty-five sales secrets that can make anyone a successful, "high efficiency salesperson."
| Author | : Brian Tracy |
| Publisher | : Thomas Nelson Inc |
| Total Pages | : 240 |
| Release | : 2006-06-20 |
| Genre | : Selling |
| ISBN | : 0785288066 |
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 | : Brendon Burchard |
| Publisher | : Hay House, Inc |
| Total Pages | : 401 |
| Release | : 2017-09-19 |
| Genre | : Business & Economics |
| ISBN | : 1401952852 |
THESE HABITS WILL MAKE YOU EXTRAORDINARY. Twenty years ago, author Brendon Burchard became obsessed with answering three questions: 1. Why do some individuals and teams succeed more quickly than others and sustain that success over the long term? 2. Of those who pull it off, why are some miserable and others consistently happy on their journey? 3. What motivates people to reach for higher levels of success in the first place, and what practices help them improve the most After extensive original research and a decade as the world’s leading high performance coach, Burchard found the answers. It turns out that just six deliberate habits give you the edge. Anyone can practice these habits and, when they do, extraordinary things happen in their lives, relationships, and careers. Which habits can help you achieve long-term success and vibrant well-being no matter your age, career, strengths, or personality? To become a high performer, you must seek clarity, generate energy, raise necessity, increase productivity, develop influence, and demonstrate courage. The art and science of how to do all this is what this book is about. Whether you want to get more done, lead others better, develop skill faster, or dramatically increase your sense of joy and confidence, the habits in this book will help you achieve it faster. Each of the six habits is illustrated by powerful vignettes, cutting-edge science, thought-provoking exercises, and real-world daily practices you can implement right now. If you’ve ever wanted a science-backed, heart-centered plan to living a better quality of life, it’s in your hands. Best of all, you can measure your progress. A link to a free professional assessment is included in the book.
| Author | : Terry Beck |
| Publisher | : HarperBusiness |
| Total Pages | : 262 |
| Release | : 2000-01-01 |
| Genre | : Selling |
| ISBN | : 9780006386285 |
If you thought it was tough to compete in the nineties, welcome to the new millennium. Customers are more demanding, products and services are more sophisticated, competition cut-throat. How can a salesperson achieve outstanding results in this challenging and ever-changing marketplace? Terry Beck has the answers -- with advice, tactics and tools that get results. Beck's guide will improve the salesperson's ability to penetrate targeted accounts, shorten the customer's buying process and improve competitive wins through positioning and influencing customer buying criteria. Beck's business is sales. He learned to sell while at the front lines with Xerox, where he won many awards including Sales Rep of the Year and President's Club. He was also National Sales Trainer at Xerox before becoming an independent sales performance consultant where he developed major account skills programs including "Understaning and Influencing Buyers" and "Winning Against Competition." Today Beck is back doing what he loves to do best -- selling. He's regional sales manager at Momentum Systems, a successful e-commerce communications software company based in Moorestown, New Jersey. In High-Performance Selling Beck delivers concise, thought-provoking, sometimes unconventional and always practical advice on skills and techniques, philosophies and approaches, and the importance of relationships. The book is designed for those just starting out as well as for veteran sellers looking to improve their skills and results. Packed full of anecdotes and examples, plus exercises to help adapt the skills to you and your sales assignment, each chapter is informational and motivational. From getting your foot in thedoor, to discovering and developing opportunities, to handling objections and gaining commitment -- High-Performance Selling works through the anatomy of a sale from beginning to end, offering the latest advice to today's sellers.
| Author | : Todd Duncan |
| Publisher | : Thomas Nelson Inc |
| Total Pages | : 272 |
| Release | : 2002 |
| Genre | : Business & Economics |
| ISBN | : 0785263934 |
High Trust Selling will empower you with the tools necessary to become a great leader in selling and compel you to maximize your potential in life. This book can take you to the next level.
| Author | : Jeb Blount |
| Publisher | : John Wiley & Sons |
| Total Pages | : 311 |
| Release | : 2015-09-29 |
| Genre | : Business & Economics |
| ISBN | : 1119144760 |
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
