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Author: Larry Young Publisher: ISBN: 9781733495301 Category : Languages : en Pages :
Book Description
Every day, sales professionals lose deals to price, can't secure enough prospect appointments, and struggle trying to figure out how to follow up on leads. In the days when pirates ruled the seas, there was no fate worse than being forced to walk the plank-and in the new era of selling, average sales professionals know the feeling all too well.Elite sales professionals take back control of this process and force their competitors to walk the plank, not them. In Walk the Sales Plank, B2B sales strategist Larry Young offers battle-tested insights on how to dominate the most-overlooked part of the business development process: from the first call to presenting an opportunity. Today, with buyers exercising more power over the process, Young shows how to enter the buying cycle before your competition, take control of the value-added follow-up process, and close the deal before your competition even knows about it.Above all, you will learn how to create immense value by building connections that open doors, how to obtain expertise your competition can't, and how to conduct a meeting so powerful that your customers would gladly pay you for the time.So let's get ready to conquer the sales process and seize your competitors' prize clients!
Author: Larry Young Publisher: ISBN: 9781733495301 Category : Languages : en Pages :
Book Description
Every day, sales professionals lose deals to price, can't secure enough prospect appointments, and struggle trying to figure out how to follow up on leads. In the days when pirates ruled the seas, there was no fate worse than being forced to walk the plank-and in the new era of selling, average sales professionals know the feeling all too well.Elite sales professionals take back control of this process and force their competitors to walk the plank, not them. In Walk the Sales Plank, B2B sales strategist Larry Young offers battle-tested insights on how to dominate the most-overlooked part of the business development process: from the first call to presenting an opportunity. Today, with buyers exercising more power over the process, Young shows how to enter the buying cycle before your competition, take control of the value-added follow-up process, and close the deal before your competition even knows about it.Above all, you will learn how to create immense value by building connections that open doors, how to obtain expertise your competition can't, and how to conduct a meeting so powerful that your customers would gladly pay you for the time.So let's get ready to conquer the sales process and seize your competitors' prize clients!
Author: Gerhard Gschwandtner Publisher: McGraw Hill Professional ISBN: 007150902X Category : Business & Economics Languages : en Pages : 287
Book Description
If you're a sales professional who wants to succeed, you can benefit from these familiar words: “Know thyself.” Even more important, you should also know your customers. The Psychology of Sales Success shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer. Featuring action steps as well as knowledge from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, the book will help you to: Develop a successful attitude, master the thinking habits of successful sales professionals, and harness their powers of concentration Handle customer anger, procrastination, and rejection; deal with confrontations; and double their listening power in minutes Lower their own anxieties and boost confidence, eliminate stress, and become more action oriented
Author: Jeremy Agnew Publisher: McFarland ISBN: 0786486457 Category : History Languages : en Pages : 244
Book Description
Miners, loggers, railroad men, and others flooded into the American West after the discovery of gold in 1848, and entertainers seeking to fill the demand for distraction from the workers' daily toil soon followed. Actors, actresses and traveling troupes crisscrossed the American frontier, performing in tents, saloons, fancy theaters, and the open air. This exploration of the heyday of popular theater in the Old West chronicles its emergence and growth from 1850 to the early twentieth century. Here is the story of the men and women who provided myriad types of entertainment in the Old West, and brought excitement, laughter and tears to generations of pioneers.
Author: Larry Young
Author: Larry Young
Author: Gerhard Gschwandtner
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Author: Winnipeg (Man.)
Author: Winnipeg
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Author: Rochester (N.Y.). Council
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Author: 
Author: Jeremy Agnew