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| Author | : |
| Publisher | : |
| Total Pages | : 283 |
| Release | : 2002 |
| Genre | : Customer relations |
| ISBN | : 9781597340939 |
Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.
| Author | : Mark Shonka |
| Publisher | : Kaplan Test Prep |
| Total Pages | : 308 |
| Release | : 2002-09-16 |
| Genre | : Business & Economics |
| ISBN | : 9780793154708 |
How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business. In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".
| Author | : Prem C. Jain |
| Publisher | : John Wiley & Sons |
| Total Pages | : 327 |
| Release | : 2010-03-29 |
| Genre | : Business & Economics |
| ISBN | : 0470467150 |
A detailed look at how Warren Buffett really invests In this engaging new book, author Prem Jain extracts Warren Buffett's wisdom from his writings, Berkshire Hathaway financial statements, and his letters to shareholders and partners in his partnership firms-thousands of pages written over the last fifty years. Jain uncovers the key elements of Buffett's approach that every investor should be aware of. With Buffett Beyond Value, you'll learn that, contrary to popular belief, Warren Buffett is not a pure value investor, but a unique thinker who combines the principles of both value and growth investing strategies. You'll also discover why understanding CEOs is more important than studying financial metrics; and why you need an appropriate psychological temperament to be a successful investor. Reveals Buffett's multifaceted investment principles Discusses how Buffett thinks differently from others about portfolio diversification, market efficiency, and corporate governance Highlights how you can build a diverse and profitable investment portfolio With this book as your guide, you'll learn how to successfully invest like Warren Buffett.
| Author | : Steve Andersen |
| Publisher | : AMACOM |
| Total Pages | : 304 |
| Release | : 2016-04-04 |
| Genre | : Business & Economics |
| ISBN | : 0814437168 |
If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!
| Author | : Marc Miller |
| Publisher | : John Wiley & Sons |
| Total Pages | : 215 |
| Release | : 2012-06-29 |
| Genre | : Business & Economics |
| ISBN | : 1118429273 |
A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
| Author | : Michael A. Stelzner |
| Publisher | : John Wiley & Sons |
| Total Pages | : 272 |
| Release | : 2011-05-23 |
| Genre | : Business & Economics |
| ISBN | : 1118102789 |
If you've been let down by the undelivered promises of marketing, this book is for you. Launch reveals a new way to grow your business that involves focusing on the needs of others, giving gifts, working with outsiders, and restraining your marketing messages. These principles are precisely the opposite of traditional marketing. Yet they work. And they are the future. If you follow the formula outlined in this book, you can attract countless customers and prospects, resulting in amazing business growth. This book will show you how to: Create highly sharable content that meets people's needs Identify and work with outside experts, many of whom will gladly promote your content Attract and retain raving fans that will help your business grow Creatively market and sell to people who will gladly purchase your products and services Launch isn't like other marketing books. Rather than making keen observations about others who’ve achieved success, the ideas and principles in this book were developed, refined, and practiced by the author to great success. Pick up a copy for yourself and one for a friend.
| Author | : Bill Cates |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 258 |
| Release | : 2013-03-26 |
| Genre | : Business & Economics |
| ISBN | : 0071791663 |
More Introductions! More Appointments! More Clients! You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI
| Author | : Aaryendr Rajpurohit |
| Publisher | : Verses Kindler Publication |
| Total Pages | : 179 |
| Release | : 2024-10-24 |
| Genre | : Fiction |
| ISBN | : |
In today's fiercely competitive sales landscape, standing still means falling behind. Every deal is a battle. Every customer is a conquest. To win, your sales team needs more than motivation—they need a strategy, a playbook, and the right tools to stay ahead of the game. That’s where Beyond Selling comes in. This book is your ultimate guide to transforming your sales force into an unstoppable powerhouse. From understanding your customers’ deepest needs to mastering the art of negotiation, Beyond Selling equips you with cutting-edge tactics, insights, and technology to outmanoeuvre your competitors. Ready to unlock your team’s full potential and leave your rivals green with envy? Dive into Beyond Selling and discover the secrets to not just surviving but thriving in today’s sales arena.
| Author | : Mika Brzezinski |
| Publisher | : Legacy Lit |
| Total Pages | : 224 |
| Release | : 2019-05-07 |
| Genre | : Business & Economics |
| ISBN | : 1602865922 |
A straight-talking guide for the newest members of the workforce, with road-tested advice for landing a job, navigating the new world of work, establishing a personal brand, and getting the recognition (and money) you deserve. The whirlwind of job applications, interviews, follow-up, resume building, and networking is just the beginning. What happens after you've landed the job, settled in, and begun to make a difference-where do you go from here? What if you feel stuck in what you thought would be your dream profession? New York Times bestselling author Mika Brzezinski and producer Daniela Pierre-Bravo provide an essential manual for those crucial next steps. Earn It! is a practical career guidebook that not only helps you get your foot in the door; it also shows you how to negotiate a raise, advocate for more responsibility, and figure out whether you're in the career that's right for you. A blueprint for your future success, Earn It! features insightful and inspiring interviews with leaders in media, fashion, and business, recruiters, HR, execs, and kickass young female entrepreneurs like Danielle Weisberg and Carly Zakin of theSkimm, Vimeo CEO Anjali Sud, and Jane Park, founder of the cosmetic subscription company Julep.
| Author | : Margaret Heffernan |
| Publisher | : Simon and Schuster |
| Total Pages | : 128 |
| Release | : 2015-05-05 |
| Genre | : Business & Economics |
| ISBN | : 1476784906 |
Foundational introduction to the concept that organizations create major impacts by making small changes.
