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Author: Keith Hawk Publisher: ISBN: 9789077256329 Category : Business & Economics Languages : en Pages : 0
Book Description
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: Keith Hawk Publisher: ISBN: 9789077256329 Category : Business & Economics Languages : en Pages : 0
Book Description
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: Square One Publishers, Inc. ISBN: 0757052134 Category : Business & Economics Languages : en Pages : 339
Book Description
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 ISBN: 144063291X Category : Business & Economics Languages : en Pages : 296
Book Description
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: Neil Rackham Publisher: Taylor & Francis ISBN: 1000111482 Category : Business & Economics Languages : en Pages : 253
Book Description
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: Harvey Mackay Publisher: Penguin ISBN: 1101558857 Category : Business & Economics Languages : en Pages : 343
Book Description
Harvey Mackay is a legend-and now he's back with the sum total of decades of sales know-how, teaching go-getters how to make the sale and hit the numbers, day in and day out. His advice is rooted in road-tested, real-world experiences and include new tips on the Web, LinkedIn and Facebook. As a lifelong student of the sales game, Mackay has spent decades collecting secrets, wisdom, and anecdotes. He features his Mackay Morals-life lessons such as: • Big shots are just little shots who kept shooting. • Helping someone up won't pull you down-and could very easily pull them to your side. • Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all. There is no one better to show you how to be a high-energy, determined, creative sales dynamo than Harvey Mackay.
Author: Larry Kendall Publisher: Greenleaf Book Group ISBN: 1626342857 Category : Business & Economics Languages : en Pages : 344
Book Description
2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.
Author: Jill Konrath Publisher: Penguin ISBN: 1101432950 Category : Business & Economics Languages : en Pages : 248
Book Description
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 ISBN: 163047195X Category : Business & Economics Languages : en Pages : 208
Book Description
In our increasingly digitized and fast-paced world, human relationships are often strained—sales relationships even more so. Sales professionals must navigate new challenges as they seek to develop meaningful relationships with buyers who are often elusive. Human To Human Selling will appeal to sales professionals and the people who manage them by showing how they can increase sales performance while simultaneously developing strategic relationships with their customers.
Author: Ryan Serhant Publisher: Hachette UK ISBN: 0316449563 Category : Business & Economics Languages : en Pages : 210
Book Description
This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more! Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO! Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.
Author: Keith Hawk
Author: Keith Hawk
Author: Brian Jud
Author: Mahan Khalsa
Author: Brandon Mulrenin
Author: Neil Rackham
Author: Harvey Mackay
Author: Larry Kendall
Author: Jill Konrath
Author: Adrian Davis
Author: Ryan Serhant