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SPIN® -Selling

SPIN® -Selling
Author: Neil Rackham
Publisher: Taylor & Francis
Total Pages: 253
Release: 2020-04-28
Genre: Business & Economics
ISBN: 1000111482
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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.

How to Sell Anything to Anybody

How to Sell Anything to Anybody
Author: Joe Girard
Publisher: Simon and Schuster
Total Pages: 196
Release: 2006-02-07
Genre: Business & Economics
ISBN: 0743273966
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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.

Reverse Selling

Reverse Selling
Author: Brandon Mulrenin
Publisher:
Total Pages:
Release: 2021-08-13
Genre:
ISBN: 9781737400103
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Interview Questions and Answers

Interview Questions and Answers
Author: Richard McMunn
Publisher: How2Become Ltd
Total Pages: 161
Release: 2013-05
Genre: Business & Economics
ISBN: 1907558748
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How to Sell a Pen - Really

How to Sell a Pen - Really
Author: Paul Democritou
Publisher: Independently Published
Total Pages: 128
Release: 2018-10-13
Genre: Business & Economics
ISBN: 9781728685182
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"Sell me this pen." Whether it's in a job interview, sales training, or just down the pub with your mates, if you're in sales, you'll hear the "Sell me this pen," challenge eventually. How you handle it can land you the job, skyrocket your career, and make you the superhero of your circle - or leave you looking like an idiot. Of course, it's a trick question. In How to Sell a Pen - Really international sales trainer Paul Democritou shows you how to handle being put on the spot, and in the process provides a simple, solid, and sure-fire sales process that anyone can use to master the art of selling anything to anyone. In it, you will learn: The very first thing you should do when challenged to "Sell me this pen." Why the sale isn't about the product or service on offer, and what is really at stake How to bypass objections and rejections once and for all What your customer wants from you, and how to deliver it every time without fail How to cement yourself in your customer's mind as the only supplier for whatever you sell How to keep your motivation high when sales are down With Paul as your mentor, you'll never shy away from a sales challenge again, secure in the knowledge you can seduce any audience into anything using psychology. Get your copy of what is sure to become one of the sales training classics of this century today.

The Maverick Selling Method

The Maverick Selling Method
Author: Brian Burns
Publisher: Brian Burns
Total Pages: 129
Release: 2009
Genre: Business & Economics
ISBN:
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The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick

Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products

Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products
Author: Brian Burns
Publisher: McGraw Hill Professional
Total Pages: 241
Release: 2009-12-18
Genre: Business & Economics
ISBN: 0071639683
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Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.

The Pen and Ink Book

The Pen and Ink Book
Author: Joseph A. Smith
Publisher: Watson-Guptill Publications
Total Pages: 176
Release: 1999
Genre: Art
ISBN: 9780823039869
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This resource covers all the materials and techniques of drawing with ink.very type of pen, brush, ink, drawing surface and technique is described.

Critical Selling

Critical Selling
Author: Nick Kane
Publisher: John Wiley & Sons
Total Pages: 230
Release: 2015-09-28
Genre: Business & Economics
ISBN: 1119052580
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Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

How to Sell This Pen

How to Sell This Pen
Author: Stélio Inácio
Publisher: Stélio Inácio
Total Pages: 52
Release: 2018-10-08
Genre: Business & Economics
ISBN:
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This book will teach you how to sell this pen and anything else that can be sold using the science of selling. You know who else uses this science: sales people, con artists and illusionists. And they are good in what they do. Sales people do one thing, they sell a product or service. They have been doing that for millennia. Even before there was marketing, there were sales people, selling bread, selling eggs, selling whatever they could sell at the time. This book will teach you the science of selling. At the end of the book you will have the answer to how to sell this pen and you will be a more confident seller. You will also be able to use sales techniques in your marketing efforts, like to sell a book, an online subscription or to sell online. This is not your average book about sales techniques. After reading this book you will not be mimicking a sales person, you will be a sales person. You will know what it takes to prepare a sales pitch and to face an unsuspecting passer by that needs something like a pen, or a new computer, or a new bluetooth speaker.