Psychselling The Secret Strategies Of The Psychiatrist Applied To Sales
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| Author | : Greg Bennett |
| Publisher | : eBookIt.com |
| Total Pages | : 41 |
| Release | : 2013-02-21 |
| Genre | : Business & Economics |
| ISBN | : 1456605429 |
What if a salesperson could learn the strategies, techniques, and control methods of a psychiatrist and apply them to sales? How different would that salesperson be from the "typical seller"? How much more effective would that salesperson be in gathering client information and digging at core issues? For the first time, Greg Bennett, a top sales trainer and coach for over 20 years, shares these strategies in "PsychSelling - The Secret Strategies of the Psychiatrist Applied to Sales." In "PsychSelling," Bennett shares the psychiatrist (s) mindset, control methods, questioning practices, listening techniques, and how they present solutions to patients. He also demonstrates how these ideas can be applied to the world of sales easily and effectively.
| Author | : Chad Burmeister |
| Publisher | : Saleshack |
| Total Pages | : 140 |
| Release | : 2015-08-27 |
| Genre | : |
| ISBN | : 9780692483404 |
Sales Hack, is a co-authored series of sales hacks by 25 of the greatest sales professionals of our time. A "Sales Hack" is a solution discovered when a Sales Hacker thinks outside of the box, disregards the rules, and finds something new that changes the way sellers can outsell the competition. Quotes about the book: "Sales Hack combines the knowledge of decades of sales experience into a single book. If you are a front line sales professional, a first line manager, or a senior leader, SalesHack is a must read for you." Richard Harris, Owner, The Harris Consulting Group "Thanks to Chris, Chad, and all of the authors and contributors for delivering this hand's on, how-to guide for our community. Chris and Chad have brought together many of todays leading sales minds to share proven, practical best practices that will help folks every day. Their unrelenting and constant passion for our profession is helping take sales to the next level of professionalism andperformance. Hats off to you guys!!!" Larry Reeves, CEO, The American Association of Inside Sales Professionals "Sales & Marketing leaders, if your sales team isn't using most or all of these sales hacks, then you are leaving money on the table." Daniel Percey, Chief Revenue Officer, TechnologyAdvice "Chad Burmeister and Chris Beall have put together a sales book for today's seller - a seller who is more equipped with technology than ever before. Well done guys!" Michael Farrell, Chief Operating Officer, BAO, Inc. "I've known Chad for nearly 10 years, and he really is the Sales Hack! His knowledge and understanding of sales and ability to bring together so many incredible sales leaders is truly inspirational." Barbara Spector, President, SmartMoves! Inc. "If you are in sales or sales leadership, you need new ideas and inspiration every day. Sales Hack gives you both - in short, easy to read doses. This is a collection to review regularly and share with your favorite sellers." Lori Richardson, CEO, Score More Sales & President Women Sales Pros Sales Hack Contributors: Lauren Bailey Ralph Barsi Chris Beall Trish Bertuzzi Matt Behrend Rick Bennett Chad Burmeister Stephen D'Angelo David DiStefano Jourdan DuFort Jim Eberlin Shawn Elledge Gerhard Gschwandtner Richard Harris Alice Heiman Liz Heiman Matt Heinz Kraig Kleeman Mark Kosoglow Dave Kurlan Dan McDade Skip Miller Mike O'Neil Andy Paul Bob Perkins Larry Reeves Steve Richard Lori Richardson Craig Rosenberg Tibor Shanto Kurt Shaver Gabe Villamizar Townsend Wardlaw"
| Author | : Andy Paul |
| Publisher | : AMACOM |
| Total Pages | : 255 |
| Release | : 2014-11-28 |
| Genre | : Business & Economics |
| ISBN | : 0814434886 |
Combining leading-edge research with a vast amount of field experience, this book will show anyone how to become the trusted sales professional who consistently wins new business. Customers today are overloaded with information and overwhelmed by options. product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers is you! In Amp Up Your Sales, you will learn how to: Maximize the value of their selling Accelerate responsiveness to build trust and credibility Earn valuable selling time with customers Shape the buyer's vision Integrate persuasive stories into their sales process Build lasting relationships through follow-up and customer service The salesperson who is always responsive and completely focused on value will be the one who will stand out from the crowd and get the sale. The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!
| Author | : William Miller |
| Publisher | : AMACOM |
| Total Pages | : 268 |
| Release | : 2015-02-11 |
| Genre | : Business & Economics |
| ISBN | : 0814434843 |
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
| Author | : Kraig Kleeman |
| Publisher | : iUniverse |
| Total Pages | : 122 |
| Release | : 2008-09 |
| Genre | : Business & Economics |
| ISBN | : 0595489427 |
Every company that wants to continue growth needs their sales team to be proficient in finding and closing net-new opportunities. But, unfortunately, most sales persons are not good at gaining new business, much less performing even the most basic prospecting practices. There are a multitude of reasons for this phenomenon. But the biggest reason is that sales professionals are untrained in vital cold-calling techniques. Especially in the realm of cold-calling and prospecting. Further, there is a culture of sales resistance that exists, and few sales professionals are equipped to penetrate it. The Must-React System is written help all sales professionals master the art of persuasion, and especially in the important area of cold-calling, prospecting, sales pipeline development.
| Author | : Jill Konrath |
| Publisher | : Penguin |
| Total Pages | : 274 |
| Release | : 2015-07-07 |
| Genre | : Business & Economics |
| ISBN | : 1591847915 |
Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.
| Author | : Keith M. Eades |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 321 |
| Release | : 2003-12-05 |
| Genre | : Business & Economics |
| ISBN | : 0071442332 |
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling, one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
| Author | : Dave Kurlan |
| Publisher | : Dave Kurlan |
| Total Pages | : 233 |
| Release | : 2005-11 |
| Genre | : Business & Economics |
| ISBN | : 1420895672 |
Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested". They'll sell at higher margins by using the "Rule of Ratios". Their closing percentages will improve dramatically as they implement the simple Inoffensive Close". Salespeople selling commodities, struggling to differentiate themselves, will love "Commodity Busters" and every salesperson will be able to shorten their sell cycle by "Taking a Lead". Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the "sales bases" without over-complicating the process.
| Author | : Gerhard Gschwandtner |
| Publisher | : |
| Total Pages | : |
| Release | : 1986 |
| Genre | : Selling |
| ISBN | : |
| Author | : Andy Paul |
| Publisher | : Morgan James Publishing |
| Total Pages | : 183 |
| Release | : 2011-08-01 |
| Genre | : Business & Economics |
| ISBN | : 1614480508 |
In today’s fast-paced information-driven economy, customers want to make informed buying decision about new products in the least time possible. Your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever contact your company. Thus, when the customer finally contacts you, it means that their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer’s questions dramatically improves their chances to win the order. Zero-Time Selling shows you, the CEO, business owner, sales manager and sales professional, in 10 simple steps, how to always be first.
