Real World Selling Strategies The Art Of The Selling Conversation
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| Author | : James Hayden |
| Publisher | : Hayden Marketing, LLC |
| Total Pages | : 153 |
| Release | : 2023-07-28 |
| Genre | : Business & Economics |
| ISBN | : 061560353X |
Adapt or die -as my first boss said. Your world is getting rocked. Why would anyone want to read another book touting successful selling techniques and how to sell more? Hasn’t just about everything that could be written about selling success been written? Or so it would seem, from the volume of available material on bookshelves that suggest how to sell yourself to others, or how to understand a prospect(s)’s reason for buying or determining the decision makers. And it hardly ends here. Every imaginable sales situation has been diagnosed and dissected countless times and numerous approaches to solutions applied. Yet are you any further ahead in your career as a salesperson? How is your close ratio? Are you earning more business or losing more business? Are you and your sales team wasting time trying to follow up on sales that just don’t close? How accurate is your sales pipeline? So, what IS new here? And what would entice someone to purchase another “business success” book? The world has changed since we published the first edition of this book in 2013. There are several updates and specifically, two new chapters: channel management and technology and the sales professional. McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. If you are not staying ahead of technology and following a sales process, you will end up like the buggy whip salesperson in the 1950s. Or like Mr. Brown the bookseller… in a bustling city, there was a street lined with small shops selling all kinds of goods. One of these shops was a small bookstore owned by an old man named Mr. Brown. Mr. Brown had been running his bookstore for over 40 years and had seen many changes in the city. Channel Management: Forrester reports that 75% of all technology sales revenue is through partners. What is prepared is a definitive guide for recruiting and selecting partners, how to onboard the partners, and continual, ongoing optimization of the partners. Technology, whew! My advisory/consulting clients suggested that a section was necessary on technology and today’s business development professional. My intention was to research and provide information on the impact of CRM and other sales technology support. During the past two years, I have been utilizing marketing intelligence, campaign management, and other sales-tracking CRM software. All these tools have improved sales processes and efficiency. Then, I discovered AI and how it’s impacted our work today and likely will impact how you approach business. Hang onto your hats, it’s going to be a fun ride. The changes and velocity of change are incredible.
| Author | : Joe Girard |
| Publisher | : Simon and Schuster |
| Total Pages | : 196 |
| Release | : 2006-02-07 |
| Genre | : Business & Economics |
| ISBN | : 0743273966 |
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.
| Author | : Tom Hopkins |
| Publisher | : Grand Central Pub |
| Total Pages | : 292 |
| Release | : 1988-10 |
| Genre | : Business & Economics |
| ISBN | : 9780446386364 |
After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.
| Author | : Matthew Dixon |
| Publisher | : Penguin |
| Total Pages | : 242 |
| Release | : 2011-11-10 |
| Genre | : Business & Economics |
| ISBN | : 1101545895 |
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
| Author | : James Hayden |
| Publisher | : Createspace Independent Pub |
| Total Pages | : 174 |
| Release | : 2013-05-19 |
| Genre | : Business & Economics |
| ISBN | : 9781489512703 |
"Award-Winner "- 2014 USA Best Book Awards Real World Selling Strategies: The Art of the Selling A good book on how to sell? Yes, but more importantly a book that teaches a system for communications. Learn a way to communicate that just happens to work in selling but in reality goes far beyond that. Haven't been able to read between the lines in verbal communications? No need to use guesswork to figure out what is being said. Communications will become clear and precise and sales calls will go from pitches to conversations. Conversations that can lead to more sales.
| 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 Hoffeld |
| Publisher | : Penguin |
| Total Pages | : 289 |
| Release | : 2022-02-08 |
| Genre | : Business & Economics |
| ISBN | : 0143129333 |
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
| Author | : James Hayden |
| Publisher | : Publishdrive |
| Total Pages | : 0 |
| Release | : 2023-07-28 |
| Genre | : Business & Economics |
| ISBN | : |
Updated from the first edition...Just updated..be the first to own this new sales technology. Adapt or die -as my first boss said. Your world is getting rocked. Why would anyone want to read another book touting successful selling techniques and how to sell more? Hasn't just about everything that could be written about selling success been written? Or so it would seem, from the volume of available material on bookshelves that suggest how to sell yourself to others, or how to understand a prospect(s)'s reason for buying or determining the decision makers. And it hardly ends here. Every imaginable sales situation has been diagnosed and dissected countless times and numerous approaches to solutions applied. Yet are you any further ahead in your career as a salesperson? How is your close ratio? Are you earning more business or losing more business? Are you and your sales team wasting time trying to follow up on sales that just don't close? How accurate is your sales pipeline? So, what IS new here? And what would entice someone to purchase another "business success" book? The world has changed since we published the first edition of this book in 2013. There are several updates and specifically, two new chapters: channel management and technology and the sales professional. McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. If you are not staying ahead of technology and following a sales process, you will end up like the buggy whip salesperson in the 1950s. Or like Mr. Brown the bookseller... in a bustling city, there was a street lined with small shops selling all kinds of goods. One of these shops was a small bookstore owned by an old man named Mr. Brown. Mr. Brown had been running his bookstore for over 40 years and had seen many changes in the city. Channel Management: Forrester reports that 75% of all technology sales revenue is through partners. What is prepared is a definitive guide for recruiting and selecting partners, how to onboard the partners, and continual, ongoing optimization of the partners. Technology, whew! My advisory/consulting clients suggested that a section was necessary on technology and today's business development professionals. I intended to research and provide information on the impact of CRM and other sales technology support. During the past two years, I have been utilizing marketing intelligence, campaign management, and other sales-tracking CRM software. All these tools have improved sales processes and efficiency. Then, I discovered AI and how it's impacted our work today and likely will impact how you approach business. Hang onto your hats, it's going to be a fun ride. The changes and velocity of change are incredible.
| 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 | : 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!
