Take Your Sales To The Next Level Advanced Skills To Build Stronger Relationships And Close More Deals
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| Author | : Charles D. Brennan |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 225 |
| Release | : 2010-10-15 |
| Genre | : Business & Economics |
| ISBN | : 0071746986 |
Expand your customer relationships into higher levels of commitment—and close more sales! You may have many great customer relationships—but there’s a good chance you have an even greater number of relationships that aren’t where you want them to be. With the lessons in Take Your Sales to the Next Level, you can move those stalled relationships to the next level—and increase sales dramatically. Sales expert Charles D. Brennan helps you: Gain solid commitments from your contacts Direct conversations to reveal new, previously undisclosed information Minimize and neutralize resistance Build a sales closing map from start to finish When you suddenly find yourself deftly moving conversations beyond the predictable dialogues, you’ll know you’re on your way to greatness. Make it happen with Take Your Sales to the Next Level.
| Author | : Joshua Lee Bryant |
| Publisher | : Joshua Lee Bryant |
| Total Pages | : 84 |
| Release | : 2023-04-03 |
| Genre | : Business & Economics |
| ISBN | : |
"The Psychology of Selling: Mastering the Art of Influence" offers readers a comprehensive guide to the psychological principles and strategies that underpin the art of selling. As the modern marketplace becomes increasingly competitive, sales professionals must continually adapt and refine their approach to stay ahead. This book delves into the critical elements of the sales process, exploring the mindset, techniques, and tactics that can propel a salesperson to success. Drawing on insights from psychology, neuroscience, and behavioral economics, Joshua Lee Bryant sheds light on the cognitive and emotional factors that drive decision-making and influence the dynamics of sales interactions. Readers will learn how to build trust and rapport, harness the power of persuasion, and navigate complex negotiations with skill and finesse. Throughout the book, practical strategies and actionable techniques are presented to help sales professionals effectively connect with their prospects, overcome objections, and ultimately close deals. In addition, the role of technology and its impact on the sales landscape is examined, with discussions on digital sales channels, social media marketing, and the growing influence of artificial intelligence. Whether you are a seasoned sales veteran or new to the field, "The Psychology of Selling: Mastering the Art of Influence" will equip you with the knowledge and tools to enhance your sales performance, deepen your understanding of the sales process, and ultimately, achieve greater success in the world of selling.
| Author | : Sam Choo |
| Publisher | : Hope Publishing |
| Total Pages | : 230 |
| Release | : |
| Genre | : Business & Economics |
| ISBN | : |
Are you tired of hearing "I need to think it over" from prospects who never call back? Do you want to turn hesitation into decisive action and skyrocket your sales? In this groundbreaking guide, you'll discover: * The hidden psychology behind buyer resistance and how to overcome it * Proven strategies to conquer 12 common sales objections before they even arise * Advanced techniques to create urgency without being pushy * The ultimate toolkit for crafting irresistible value propositions * Practical scripts, templates, and roleplays for any sales situation Whether you're a seasoned sales professional or a digital marketing novice, this book is your secret weapon for transforming "maybe" into "yes." With real-world case studies, actionable advice, and industry-specific guides, you'll learn to: * Build unshakeable trust and credibility with prospects * Navigate complex decision-making processes with ease * Stand out in a sea of competitors * Master objection handling across all communication channels Don't let another sale slip through your fingers. It's time to stop hearing "I'll think about it" and start hearing "Where do I sign?" Arm yourself with "No More 'Think it Over'" and watch your conversion rates soar. Your path to sales mastery starts here!
| Author | : Nick Kane |
| Publisher | : John Wiley & Sons |
| Total Pages | : 230 |
| Release | : 2015-10-19 |
| Genre | : Business & Economics |
| ISBN | : 1119052556 |
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.
| 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 | : Lisa Spiller |
| Publisher | : SAGE |
| Total Pages | : 423 |
| Release | : 2021-09-01 |
| Genre | : Business & Economics |
| ISBN | : 1529765013 |
Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.
| 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 | : Lance Tyson |
| Publisher | : Morgan James Publishing |
| Total Pages | : 114 |
| Release | : 2022-02-08 |
| Genre | : Business & Economics |
| ISBN | : 1631957066 |
There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others. Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human.
| 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 | : James B. Salig, Jr. |
| Publisher | : SALIG BOOK PUBLISHING |
| Total Pages | : 46 |
| Release | : 2023-06-08 |
| Genre | : Business & Economics |
| ISBN | : |
Discover the ultimate guide to enhancing the profitability of your curbing business with "10 Profit-Boosting Tips for Curbing Business Owners." Drawing from over 30 years of industry experience, this comprehensive booklet provides proven strategies to optimize your marketing, streamline operations, implement cost-saving measures, and more. Unlock the secrets to driving growth, maximizing efficiency, and achieving long-term success in the curbing industry. Elevate your business and boost your profits with this essential guide for curbing business owners.
