Sales Thoughts Selling At The Next Level Download Ebook PDF Epub Online

Author : Phil Bush and Brett Boston
Publisher : Lulu.com
Release : 2014-09-16
Page : 158
Category : Business & Economics
ISBN 13 : 1312499850
Description :


Our goal in this book is to dramatically lift your sales game. Two reliable studies (Harvard and Gallup), found that 4% of the sales people in the U.S. sell 94% of the goods and services. Other, less dire studies indicate that 15% of all sales people are doing 70% of the selling. Either way you look at it, most sales people are not as good as you are. And there is one major reason.... Lack of planning! This book tells you how and what to plan. It provides key points on upping your game with tips to extend your longevity as a sales pro. Most sales people fail to understand that selling is a long-term investment in understanding your customers' needs and investing time in building strong customer relationships. You have to demonstrate that your customers are buying more than your product; they are buying your expertise and commitment to help them solve problems. Read on to learn how to become a trusted business advisor to your clients through some basic sales planning strategies.


Author : Phil Bush and Brett Boston
Publisher : Lulu Press, Inc
Release : 2014-12-30
Page :
Category : Business & Economics
ISBN 13 : 1312794631
Description :


Our goal in this book is to dramatically lift your sales game. Two reliable studies (Harvard and Gallup), found that 4% of the sales people in the U.S. sell 94% of the goods and services. Other, less dire studies indicate that 15% of all sales people are doing 70% of the selling. Either way you look at it, most sales people are not as good as you are. And there is one major reason.... Lack of planning! This book tells you how and what to plan. It provides key points on upping your game with tips to extend your longevity as a sales pro. Most sales people fail to understand that selling is a long-term investment in understanding your customers’ needs and investing time in building strong customer relationships. You have to demonstrate that your customers are buying more than your product; they are buying your expertise and commitment to help them solve problems. Read on to learn how to become a trusted business advisor to your clients through some basic sales planning strategies.


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 : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Page : 256
Category : Business & Economics
ISBN 13 : 1000154572
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 : Geoffrey Lancaster
Publisher : Macmillan International Higher Education
Release : 1998-11-11
Page : 327
Category : Marketing
ISBN 13 : 1349140392
Description :


This introductory text provides a comprehensive guide structured to cover milestones in marketing thinking and demonstrate their application. It should be useful to students coming to the subject for the first time but may also benefit practitioners as an aid to tactical marketing thinking and as a pointer to more advanced strategic marketing planning processes and structures.


Author : Brian Tracy
Publisher : Thomas Nelson Inc
Release : 2006-06
Page : 220
Category : Business & Economics
ISBN 13 : 0785288066
Description :


Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.


Author : Steve A. Klein
Publisher : Professional Development Ce
Release : 2002
Page : 216
Category : Selling
ISBN 13 : 9780971192805
Description :



Author : Peter Scott
Publisher : Oxford University Press, USA
Release : 2019-02-20
Page : 304
Category : Business & Economics
ISBN 13 : 0198787383
Description :


Peter Scott's Introduction to Management Accounting provides a thorough but accessible and engaging introduction to the subject for first year students. This highly practical textbook uses a multitude of worked and real life examples, supportive learning features, crystal clear explanations, and extensive online resources (all fully integrated with the book) to guide students towards a confident understanding of the fundamentals of management accounting. Scott's lively writing style sets the numerical content within an easy-to-follow narrative, and the real life relevance of each tool or technique is explained at every turn. All key areas of first year management accounting courses are covered to provide a solid foundation for more advanced modules. The book's online resources include a wealth of materials which can be downloaded into a university's local VLE. The student resources include: - Interactive Multiple Choice Questions for revising key topics; - Numerical exercises for practising the calculation of accounting information from given sets of data; - 'Go back over this again' features containing a mix of further examples, written exercises, true or false questions, and annotated accounting information to help consolidate learning and revise or revisit concepts; - 'Show me how to do it' videos that provide practical demonstrations of dealing with more complex accounting tasks; - Web links for primary source material and articles through which readers can learn more about the companies and organizations discussed in the book. Lecturer resources include PowerPoint slides, examples and solutions, and hundreds of ready-to-use multiple-choice questions, all arranged by chapter. Lecturers can choose to make the online materials available to their students via Dashboard, a learning and assessment tool which provides sophisticated analytics for student achievement and engagement with the resources, also facilitating discussions and course updates.


Author : Val Gee
Jeff Gee
Publisher : McNeil & Johnson
Release : 2007-05-24
Page : 230
Category : Business & Economics
ISBN 13 : 9780071484725
Description :


Build stronger relationships with customers through the OPEN Questioning technique By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales. This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer relationships.


Author : Natalie Klun
Publisher : Balboa Press
Release : 2014-10-21
Page : 108
Category : Business & Economics
ISBN 13 : 1452521034
Description :


Taking the Sell out of Sales is the merging of two worlds-sales and personal development. You will explore the new possibilities that can be created by shifting your perspective, adapting new thought processes, and implementing new methods for both your personal development and your selling practice. Don't let fear hold you back from getting your message, product, or service out into the world, or don't let your slump in your business or career keep you from finding fulfillment.


Author : David Jobber
Geoffrey Lancaster
Publisher : Pearson UK
Release : 2019
Page :
Category : Electronic books
ISBN 13 : 1292205075
Description :


This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.


Author : Joe Girard
Stanley H. Brown
Publisher : Simon and Schuster
Release : 2006-02-07
Page : 179
Category : Business & Economics
ISBN 13 : 0743273966
Description :


"The world's greatest salesman" reveals the spectacular selling principles that have brought him to the top of his profession as he offers helpful advice on how to develop customer profiles, how to turn a prospect into a buyer, how to close the deal, and how to establish a long-term relationship with one's customers. Reprint. 25,000 first printing.


Author : Lisa Spiller
Publisher : SAGE
Release : 2021-09-01
Page : 552
Category : Business & Economics
ISBN 13 : 1529765013
Description :


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 : Joe Nunziata
Publisher : John Wiley & Sons
Release : 2011-08-10
Page : 240
Category : Business & Economics
ISBN 13 : 0470175117
Description :


Praise for spiritual selling "This is the only book I have ever read that seamlessly combines spiritual laws and sales. It shows you how to make internal changes that will impact your outside world. For my money, this is the best book out there for entrepreneurs and salespeople." --Dr. Joe Vitale, author of The Attractor Factor and Zero Limits "Nunziata has discovered the secret to success and abundance: that it comes from within and is created by your thoughts and feelings. His techniques are easy to follow and essential in helping you attain your true business potential. He knows that being successful is not about how many hours you work, but how you see yourself on your most basic level."?? ?? --Susan Kerr, spiritual counselor and author of The System for Soul Memory "Nunziata is the real deal when it comes to creating more sales. He has gone deep in his own life to learn his invisible blocks and is the master at teaching others how to do the same. He has an effective process to help salespeople and entrepreneurs move those blocks with ease-like they're children's block toys! As the creator of the Selling-Without-Selling program, I share his philosophy and know you will learn so much about yourself and what blocks your way. If you're serious about selling from your heart and soul and feeling really great about yourself and about selling, this book is a must!" --Dr. Terri Levine, Master Certified Coach and author of The Successful Coach, Work Yourself Happy, and Stop Managing, Start Coaching "If you're?tired of the push and pull that comes with traditional methods of selling, Spiritual Selling is a must-have. The principles Nunziata teaches are based on attraction rather than force. His approach is not some pie-in-the-sky theory. Rather, he skillfully shows how you can begin attracting business to you rather than chasing after it-more business than you dreamed possible. Regardless of what you sell, this book will enlighten you in ways you never imagined." --Kathleen Gage, author of The Law of Achievement


Author : Tage C. Tracy
John A. Tracy
Publisher : John Wiley & Sons
Release : 2011-02-11
Page : 384
Category : Business & Economics
ISBN 13 : 9781118051405
Description :


If you’re a small business owner, managing the financial affairs of your business can seem like a daunting task—and it’s one that far too many people muddle through rather than seek help. Now, there’s a tool-packed guide designed to help you manage your finances and run your business successfully! Small Business Financial Management Kit For Dummies explains step by step how to handle all your financial affairs, from preparing financial statements and managing cash flow to streamlining the accounting process, requesting bank loans, increasing profits, and much more. The bonus CD-ROM features handy reproducible forms, checklists, and templates—from a monthly expense summary to a cash flow statement—and provides how-to guidance that removes the guesswork in using each tool. You’ll discover how to: Plan a budget and forecast Streamline the accounting process Improve your profit and cash flow Make better decisions with a profit model Raise capital and request loans Invest company money wisely Keep your business solvent Choose your legal entity for income tax Avoid common management pitfalls Put a market value on your business Complete with ten rules for small business survival and a financial glossary, Small Business Financial Management Kit For Dummies is the fun and easy way® to get your finances in order, perk up your profits, and thrive long term! Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.


Author : William Miller
Publisher : AMACOM
Release : 2009-02-15
Page : 224
Category : Business & Economics
ISBN 13 : 081441091X
Description :


Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time • create a proactive sales culture • motivate a sales team • use simple yet powerful metrics • weed out failures quickly • coach and counsel up and down the sales organization • reduce reports to one sheet of paper and 10 minutes a week • forecast more confidently. This book shows sales managers at every level how to manage for great results!


Author :
Publisher :
Release : 1772
Page :
Category : English periodicals
ISBN 13 :
Description :



Author : Ron Willingham
Publisher : Simon and Schuster
Release : 2011-10-25
Page : 288
Category : Business & Economics
ISBN 13 : 0743293835
Description :


Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.


Author : Scott Eblin
Publisher : Davies-Black Publishing
Release : 2006
Page : 218
Category : Business & Economics
ISBN 13 : 9780891061939
Description :


Shows new executives how to succeed in their most difficult career transition...


Author : Sedric Hill
Publisher : Morgan James Publishing
Release : 2016-02-23
Page : 252
Category : Business & Economics
ISBN 13 : 1630477176
Description :


Most people assume expertise comes from natural talents or many years of experience. Although we know that elite salespeople achieve the highest levels of performance, few understand how and why. Expert Selling: A Blueprint to Accelerate Sales Excellence culls the thinking of expert performers to answer two elusive questions and to help YOU become the best salesperson you can be: What specific knowledge and skills are most important for top performance? How can these skills be acquired faster without giving up valuable selling time?