Let S Get Real Or Let S Not Play Download Ebook PDF Epub Online

Author : Mahan Khalsa
Randy Illig
Publisher : Penguin
Release : 2008
Page : 263
Category : Business & Economics
ISBN 13 : 9781591842262
Description :


Makes recommendations for transforming a sales culture in accordance with emotional intelligence, challenging fear-based sales tactics while citing the benefits of helping one's clients to achieve satisfaction through actual successes. 20,000 first printing.


Author : Kevin Davis
Publisher : AMACOM
Release : 2011-01-05
Page : 272
Category : Business & Economics
ISBN 13 : 0814416861
Description :


The biggest mistake you're making in your sales career right now is equating a faster pitch with a faster close. Believe it or not, you will actually experience greater success if you slow down. Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home. Featuring a simple yet powerful eight-step process and practical, repeatable techniques, Slow Down, Sell Faster! is packed with examples from the author's extensive experience, plus research on customer buying processes-rather than traditional selling processes. This buyer-focused approach to selling extends to proposals and presentations, loyalty and retention, and, of course, cultivating more business. Each step in the book corresponds to a role you should adopt to meet a customer's needs at each stage of the buying process. There are two sides to every sale. In today's extra-challenging business climate, understanding the buying process is where professional selling should start.


Author : Zak Salih
Publisher : Algonquin Books
Release : 2021-02-16
Page : 288
Category : Fiction
ISBN 13 : 164375114X
Description :


A Most-Anticipated Book of 2021: BuzzFeed * The Millions * Cosmopolitan * Electric Literature * LGBTQ Reads * Paperback Paris One of Advocate's “22 LGBTQ+ Books You Absolutely Need to Read This Year” “An intimate saga that brims with necessary conversations about cultural identity.”​ —O, The Oprah Magazine, “32 LGBTQ Books That Will Change the Literary Landscape in 2021” It is 2015, weeks after the Supreme Court marriage equality ruling, and all Sebastian Mote wants is to settle down. A high school art history teacher, newly single and desperately lonely, he envies his queer students their freedom to live openly the youth he lost to fear and shame. When he runs into his childhood friend Oscar Burnham at a wedding in Washington, D.C., he can’t help but see it as a second chance. Now thirty-five, the men haven’t seen each other in more than a decade. But Oscar has no interest in their shared history, nor in the sense of be­longing Sebastian craves. Instead, he’s outraged by what he sees as the death of gay culture: bars overrun with bachelorette parties, friends cou­pling off and having babies. For Oscar, confor­mity isn’t peace, it’s surrender. While Oscar and Sebastian struggle to find their place in a rapidly changing world, each is drawn into a cross-generational friendship that treads the line between envy and obsession: Se­bastian with one of his students, Oscar with an older icon of the AIDS era. And as they collide again and again, both men must reckon not just with one another but with themselves. Provocative, moving, and rich with sharply drawn characters, Let’s Get Back to the Party in­troduces an exciting and contemporary new talent.


Author : Brent Adamson
Matthew Dixon
Publisher : Portfolio
Release : 2015
Page : 268
Category : Business & Economics
ISBN 13 : 1591848156
Description :


Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn't enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that's the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That's simply human nature; it's much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research--based on data from thousands of B2B marketers, sellers, and buyers around the world--the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don't: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson's inability to get an individual stakeholder to agree to a solution. More often it's that the stakeholders inside the company can't even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.


Author : Matthew Pollard
Derek Lewis
Publisher : AMACOM
Release : 2018-01-01
Page : 240
Category : Business & Economics
ISBN 13 : 0814438881
Description :


An introvert? Great at sales? YES. Sales is a skill anyone can learn and master-and introverts are especially good at it once they learn how to leverage their natural strengths. Introverts aren't comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections. That's the beauty of The Introvert's Edge: it doesn't focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y. Powerful and practical, the book reveals how to: Find natural confidence * Prepare for every situation * Present your value so that customers want to buy * Sidestep objections * Judge when the customer's ready to buy * Ask for the sale-without asking * Continually adapt and improve * Profit from a process that doesn't rely on personality * Enjoy sales With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert's Edge shows you how to succeed in sales-without changing who you are.


Author : Matthew Dixon
Brent Adamson
Publisher : Penguin
Release : 2011-11-10
Page : 240
Category : Business & Economics
ISBN 13 : 1101545895
Description :


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 : Chris Cooper
Publisher : Createspace Independent Publishing Platform
Release : 2015-07-30
Page : 256
Category :
ISBN 13 : 9781515241171
Description :


If Chris Cooper has a superpower, it's the ability to make mistakes faster than anyone else. Fortunately, none have been fatal, and they can help OTHER gym owners build happier lives.Chris brings a "big picture" perspective unmatched by anyone else in the industry. After thousands of hours spent one-on-one with gym owners, hundreds of blog posts and more interviews than he can recall, Chris shares his best lessons in the second edition of "Two-Brain Business." From Australia to Europe to North America, these are what Chris' clients--some of the best gyms in the world--are doing RIGHT.This is the follow-up to Two-Brain Business, one of the most popular fitness business books of all time. But its content is all new, with fresh stories, smart ideas and proven tactics.www.twobrainbusiness.com


Author : DALE. SAVAGE MERRILL (SCOTT.)
Scott Savage
Publisher : Franklin Covey
Release : 2020-12
Page : 256
Category :
ISBN 13 : 9781642504866
Description :


Six years of research involving nearly 3,000 sales professionals from around the world reveals the 3 distinguishing habits that differentiate top sales performers from the herd and make them "strikingly different" in today's global marketplace.


Author : Neil Rackham
Publisher : McGraw Hill Professional
Release : 1989-01-22
Page : 218
Category : Business & Economics
ISBN 13 : 0071708405
Description :


An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.


Author : Jill Konrath
Publisher : Penguin
Release : 2010-05-27
Page : 320
Category : Business & Economics
ISBN 13 : 1101432950
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 : Rick Page
Publisher : McGraw Hill Professional
Release : 2003-04-14
Page : 192
Category : Business & Economics
ISBN 13 : 0071505121
Description :


"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process


Author : Mahan Khalsa
Randy Illig
Publisher :
Release : 1999
Page : 263
Category : Customer relations
ISBN 13 : 9781594202049
Description :



Author : Luke Harris
Matthew Bateman
Publisher :
Release : 2018-01-05
Page : 274
Category : Business & Economics
ISBN 13 : 9780648087533
Description :


Lets Get Real invites readers to learn the facts about property investing. It starts by encouraging you to clarify your current financial and personal situation; then: Fast-forward and define what you want life to look like in years to come; and Develop a wealth creation plan to achieve the lifestyle you desire when you no longer want to work. The authors concentrate on the why to rather than the how to, believing that once you have your mindset focused, your goals set and an understanding of the work involved, then the nuts and bolts of property investing are secondary. The book examines why property is still the best way to create wealth, despite tigher lending criteria and lower affordability. It reviews the challenges other generations faced, giving current property investors some perspective. With cartoons, graphics and motivational quotes throughout, this book is an easy read, but its not always easy to read the authors ask you some hard questions along the way. They believe they have to its all part of getting real about property investing to make sure you get real results.


Author : Thomas A. Freese
Publisher : Penguin
Release : 2010-12-30
Page : 256
Category : Business & Economics
ISBN 13 : 1101475196
Description :


Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product


Author : David Priemer
Publisher : Page Two
Release : 2020-04-07
Page : 288
Category : Business & Economics
ISBN 13 : 1989603203
Description :


While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.


Author : Michael Harris
Publisher : Michael Harris
Release : 2014-01-15
Page : 120
Category : Business & Economics
ISBN 13 : 0993655505
Description :


With all of the advice and information available on the internet, empowered Buyers want insight. They need to find out what all of the information means. But how do you challenge the customer's thinking with insight, without challenging the customer? That's the question this book seeks to answer. You'll learn why insights are more likely to make it past the Buyer's defensive wall if they are hidden inside an insight scenario, like a Trojan horse. And because they transport the Buyer out of the role of a critic, and into the role of a participant, they trump verbal persuasion. We'll show you how to create insight scenarios. Just imagine if your prospective customers could step inside a buying simulator, and take your product out for a test drive. Could you ask for more?


Author : Ronald J Baker
Ed Kless
Publisher : CreateSpace
Release : 2015-02-26
Page : 220
Category :
ISBN 13 : 9781508674535
Description :


The world's economy has been transformed from a twentieth-century materials-based economy to the Age of the Knowledge-Based Economy - and the currency of this realm is ideas, imagination, creativity, and knowledge. According The World Bank, 80% of the developed world's wealth now resides in human capital. Perhaps President Ronald Reagan said it best in his address to Moscow State University on May 31, 1988: "Like a chrysalis, we're emerging from the economy of the Industrial Revolution - an economy confined and limited by the Earth's physical resources - into, as one economist titled his book, "the economy in mind," in which there are no bounds on human imagination and the freedom to create is the most precious natural resource." Written by Ronald Baker and Ed Kless, hosts of The Soul of Enterprise: Business in the Knowledge Economy, the popular radio show on Voice America's Business Channel, The Soul of Enterprise: Dialogues on Business in the Knowledge Economy sounds the clarion call that organizations can no longer ignore this seismic shift that has occurred in the economy since 1959. The Soul of Enterprise introduces the three components of Intellectual Capital - human capital, social capital, and structural capital - and how to leverage them to create wealth in today's economy, by revealing: The physical fallacy - why wealth no longer consists of tangible things, but of ideas, imagination and knowledge from human minds The best learning tool ever invented: After Action Reviews Why Frederick Taylor and the Scientific Management movement was a fraud and the wrong focus for knowledge workers The fact that effectiveness always and everywhere trumps efficiency The First Law of Pricing: All value is subjective The Second Law of Pricing: All prices are contextual The Morality of Markets: Doing well and doing good Why your organization - and you - need to be driven by a higher purpose than profit The Soul of Enterprise will inspire and challenge readers to unlock the enormous financial and competitive power hidden in the intellectual capital of their organizations and knowledge workers."


Author : Taffy Brodesser-Akner
Publisher : Random House Trade Paperbacks
Release : 2020-07-07
Page : 400
Category : Fiction
ISBN 13 : 0525510893
Description :


NEW YORK TIMES BESTSELLER * NATIONAL BOOK AWARD LONGLIST * "A feminist jeremiad nested inside a brilliant comic novel--a book that makes you laugh so hard you don't notice till later that your eyebrows have been singed off."--Ron Charles, The Washington Post FINALIST FOR THE NATIONAL BOOK CRITICS CIRCLE'S JOHN LEONARD PRIZE FOR BEST FIRST BOOK * NAMED ONE OF THE TEN BEST BOOKS OF THE YEAR BY ENTERTAINMENT WEEKLY AND THE NEW YORK PUBLIC LIBRARY AND ONE OF THE BEST BOOKS OF THE YEAR BY The New York Times Book Review * Time * The Washington Post * Vanity Fair * Vogue * NPR * Chicago Tribune * GQ * Vox * Refinery29 * Elle * The Guardian * Real Simple * Parade * Good Housekeeping * Marie Claire * Town & Country * Evening Standard * Kirkus Reviews * BookPage * BookRiot * Shelf Awareness A finely observed, timely exploration of marriage, divorce, and the bewildering dynamics of ambition from one of the most exciting writers working today Toby Fleishman thought he knew what to expect when he and his wife of almost fifteen years separated: weekends and every other holiday with the kids, some residual bitterness, the occasional moment of tension in their co-parenting negotiations. He could not have predicted that one day, in the middle of his summer of sexual emancipation, Rachel would just drop their two children off at his place and simply not return. He had been working so hard to find equilibrium in his single life. The winds of his optimism, long dormant, had finally begun to pick up. Now this. As Toby tries to figure out where Rachel went, all while juggling his patients at the hospital, his never-ending parental duties, and his new app-assisted sexual popularity, his tidy narrative of the spurned husband with the too-ambitious wife is his sole consolation. But if Toby ever wants to truly understand what happened to Rachel and what happened to his marriage, he is going to have to consider that he might not have seen things all that clearly in the first place. A searing, utterly unvarnished debut, Fleishman Is in Trouble is an insightful, unsettling, often hilarious exploration of a culture trying to navigate the fault lines of an institution that has proven to be worthy of our great wariness and our great hope. Alma's Best Jewish Novel of the Year "Blisteringly funny, feverishly smart, heartbreaking, and true, Fleishman Is in Trouble is an essential read for anyone who's wondered how to navigate loving (and hating) the people we choose."--Cynthia D'Aprix Sweeney, author of The Nest "From its opening pages, Fleishman Is in Trouble is shrewdly observed, brimming with wisdom, and utterly of this moment. Not until its explosive final pages are you fully aware of its cunning ferocity. Taffy Brodesser-Akner's debut is that rare and delicious treat: a page-turner with heft."--Maria Semple


Author : Adi Alsaid
Publisher : Harlequin
Release : 2015-05-26
Page : 384
Category : Juvenile Fiction
ISBN 13 : 037321149X
Description :


A love-seeking mechanic, a dramatic petty thief, a disappointed planner, and a broken-hearted teen all find their lives transformed as each shares whirlwind adventures with a girl in an insanely red car.


Author : "Big" John McCarthy
Publisher : Medallion Media Group
Release : 2011-09-01
Page : 418
Category : Biography & Autobiography
ISBN 13 : 1605422037
Description :


An intimate profile of the legendary mixed martial arts (MMA) referee, this first full-length autobiography of pop culture icon “Big” John McCarthy details every aspect of his life—from his strong-handed Los Angeles upbringing to his involvement in the naming of the sport, his role in its regulation, and MMA’s rise in stature. The narrative follows “Big” John through his 22-year career as a Los Angeles police officer, where he taught recruits arrest and control procedures as well as survival tactics, then his 15-year career as MMA’s premier official in the chain-linked cage. A fixture of the sport, “Big” John started refereeing at UFC 2 in 1994 when MMA was in its infancy and went on to officiate at every major UFC event but two until 2007. Following a one-year hiatus as a color commentator and on-camera analyst for MMA and boxing events, he returned to MMA refereeing in 2008. In his own words, "Big" John relates his insider’s perspective from the midst of many of the sport’s greatest moments—from Tito Ortiz–Ken Shamrock I at UFC 40 in 2002 to Randy Couture–Tim Sylvia at UFC 68 in March of 2007—along with his account of the birth of the sport in America, its evolution, and MMA’s ongoing struggles for acceptance.