Get Real Selling
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Author | : Michael Boland |
Publisher | : Winsource Publishing LLC |
Total Pages | : 0 |
Release | : 2010-06 |
Genre | : Business & Economics |
ISBN | : 9789077256329 |
This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.
Author | : Brian Jud |
Publisher | : |
Total Pages | : 0 |
Release | : 2008-11 |
Genre | : Books |
ISBN | : 9780757002137 |
The worldwide book market generates almost $90 billion annually, and more than half of those sales are made in non-bookstore outlets such as discount stores, airport shops, gift stores, supermarkets, and warehouse clubs. How to Make Real Money Selling Books provides a proven strategy for selling books to these enterprises. You will learn about developing a product strategy, conducting test marketing, contacting prospective buyers, promoting your product, selling to niche markets, and much, much more.
Author | : Mahan Khalsa |
Publisher | : Penguin |
Total Pages | : 289 |
Release | : 2008-10-30 |
Genre | : Business & Economics |
ISBN | : 144063291X |
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
Author | : Brandon Mulrenin |
Publisher | : |
Total Pages | : |
Release | : 2021-08-13 |
Genre | : |
ISBN | : 9781737400103 |
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 | : Grant Cardone |
Publisher | : Greenleaf Book Group |
Total Pages | : 281 |
Release | : 2011 |
Genre | : Business & Economics |
ISBN | : 1608322904 |
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.
Author | : Jill Konrath |
Publisher | : Penguin |
Total Pages | : 248 |
Release | : 2010-05-27 |
Genre | : Business & Economics |
ISBN | : 1101432950 |
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Author | : Adrian Davis |
Publisher | : Morgan James Publishing |
Total Pages | : 208 |
Release | : 2014-04-08 |
Genre | : Business & Economics |
ISBN | : 163047195X |
In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Today’s buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers. In Human To Human Selling, sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the “Age of Business Reformation,” Human To Human Selling presents a step-by-step process for building symbiotic relationships with buyers—connections that are both mutually rewarding and emotionally fulfilling and lead to the “right-fit” customer. Human To Human Selling -Provides a fresh perspective on sales and customer relationship management -Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher -Provides practical techniques for strategic selling The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.
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 | : Josh Weltman |
Publisher | : Workman Publishing Company |
Total Pages | : 193 |
Release | : 2015-04-07 |
Genre | : Business & Economics |
ISBN | : 0761184198 |
How to get someone, somewhere, to do something. The job is using words, pictures, stories, and music to seduce strangers. In the industrial, mass-media, consumer economy of the past, the job was called advertising, and “Mad Men” did it. In today’s service-based, social media-focused, information economy, the job is called life, and everyone does it. Here’s how you can do it. And do it better.