Smart Selling Techniques Download Ebook PDF Epub Online

Author : Bob Schultz
Publisher :
Release : 1998
Page : 146
Category : Real estate agents
ISBN 13 : 9780967847122
Description :



Author : Judith A. Pennington
Publisher : WCB/McGraw-Hill
Release : 1989
Page : 157
Category : Business & Economics
ISBN 13 : 9781555201623
Description :


Describes the attitudes and skills necessary for a successful career as an outside salesperson for a bank


Author : Josiane Feigon
Publisher : AMACOM
Release : 2021-10-12
Page : 272
Category : Business & Economics
ISBN 13 : 0814414664
Description :


Based on the author’s TeleSmart 10 System for Power Selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance in an age of telesales and digital selling. Smart Selling on the Phone and Online equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. You’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling.The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.


Author : Josiane Chriqui Feigon
Publisher : AMACOM/American Management Association
Release : 2009
Page : 254
Category : Business & Economics
ISBN 13 : 9780814414651
Description :


The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of "Sales 2.0" and become a true sales warrior!


Author : David Lambert
Keith Dugdale
Publisher : Pearson UK
Release : 2012-09-26
Page : 272
Category : Business & Economics
ISBN 13 : 027375050X
Description :


This book shows readers the smarter way to sell -by building trusted consultative relationships with their customers. Whatever you are selling, this book will help you do it better, and feel better about doing it. By switching your focus from the hard sell to building more trust and adding more value, you will end up not just with more satisfied customers, but with more sales as well.


Author : Joe Morone
Karen Benjamin
Publisher : World Leaders Media Group
Release : 2016-01-18
Page : 154
Category :
ISBN 13 : 9780692613993
Description :


This book is not for everyone. This book is for the CEOs and Sales Leaders who feel their organizations have not yet won their fair share of their potential market. You have great products/services. You've amassed a dedicated team. You have loyal clients realizing tangible success with your offerings. But improving sales results remains your most elusive challenge. You did everything right. You hired experienced salespeople. You compensated them fairly and invested time and money into their training. Yet you're still not seeing the sales growth you know the company deserves. Smart Selling for B2B Technology Sales Teams is a client-facing sales methodology designed specifically for organizations that sell complex offerings in a highly competitive marketplace. When fully implemented, your sales team will be utilizing a statistically supported sales method for developing more pipeline and closing more sales. Let's get on the path of exponential year-over-year sales growth... so that you can win your fair share. I will be with you every step of the way. Just call me at (585) 732-5666 or email me at [email protected] - Joe Morone, Principal, Worldleaders Inc. www.WorldLeadersSales.com


Author : Mack HANAN
Publisher : AMACOM
Release : 2011-03-15
Page : 256
Category : Business & Economics
ISBN 13 : 0814416187
Description :


“A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.


Author : Stan Rosenzweig
Publisher : Emery Publishing Company
Release : 1999-12
Page : 140
Category : Business & Economics
ISBN 13 : 9781586520007
Description :



Author : Art Sobczak
Publisher : John Wiley & Sons
Release : 2010-03-04
Page : 256
Category : Business & Economics
ISBN 13 : 9780470619810
Description :



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 : Jeff Slutsky
Marc Slutsky
Publisher : CreateSpace
Release : 2013-08-21
Page : 172
Category : Business & Economics
ISBN 13 : 9781492226932
Description :


Smart Selling is based on our Knight-Ridder News Service weekly column, BizSmart. Over the years, these fun and entertaining sales related articles have provided many readers with clever, shrewd and smart tips, hints and anecdotes that help get more sales with less effort. This book is comprised of a collection of many of our favorite articles on sales. With these articles, you'll discover the time-honored inside tricks and techniques from some of the most successful and creative people from around the world. It's presented in a vignette-like format that is sure to keep you interested, motivated, and mesmerized.Smart Selling provides short chapters. The topics are in all areas of selling and sales and are applicable to many types of business. Your success will come from the adaptation of these ideas to your needs and unique opportunities. A “Smart Selling Action Plan” is provided at the of most of the chapters to help you convert the ideas into action. Use these chapters as “thought starters.” We want you to get thinking more creatively about your business. But it is your job to take the ideas to the next level. Modify. Adapt. Improve. Make them work for you.We have conducted many consulting and training programs throughout the country for a variety of businesses, large and small, including McDonald's, Goodyear, Marriott, Chevron, Molson, Subway, Pizza Hut, Sony, Firestone, USPS, and the US Army.


Author : William T. Brooks
Publisher : McGraw Hill Professional
Release : 2004-03-02
Page : 180
Category : Business & Economics
ISBN 13 : 9780071454339
Description :


Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.


Author : Josiane Feigon
Publisher : AMACOM
Release : 2013-07-15
Page : 272
Category : Business & Economics
ISBN 13 : 0814432840
Description :


Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of Sales 2.0. They don’t know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today’s sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal...until now. Smart Sales Manager shows readers how they can lead their inside sales squads to success—from hiring and motivating to training, coaching, and more, including: • Customer 2.0: Selling to the new elusive buyer• Tools 2.0: Choosing the best sales productivity and intelligence tools for their team• Talent 2.0: Hiring, training, and retaining inside sales superheroes• Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.


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 : Smith Steven Traviss Seymour Bruce David
Publisher : Productive Publications
Release : 2014-05-14
Page : 241
Category : BUSINESS & ECONOMICS
ISBN 13 : 1552705323
Description :



Author : Infinite Ideas
Publisher : Infinite Ideas
Release : 2012-04-30
Page : 46
Category : Business & Economics
ISBN 13 : 1908474882
Description :


In a business world that is changing rapidly, so too are selling techniques. Old fashioned methods no longer apply and you need to develop new skills to prosper in the future. In Super Selling by Russell Webster you will learn how to: Master the three vital stages of the selling process; Become a 'people-person' to enhance your success; Make a powerful first impression on everyone you meet; Build your self confidence and esteem; Communicate like an expert; Gain important advance information on prospective customers; Discover everyone's 'mind method' and 'motivation method'; Write more orders t.


Author : Francesca Nicasio
Publisher : Lulu Press, Inc
Release : 2014-11-21
Page :
Category : Business & Economics
ISBN 13 : 1483420752
Description :


Retail Survival of the Fittest: 7 Ways to Future-Proof Your Retail Store is a practical guide to modern-day retail success. Learn how to use mobile technology, big data, and other digital tools to improve your brick-and-mortar store and ensure that it is well-equipped to engage and convert today’s savvy shoppers. From understanding consumers and boosting customer loyalty to leveraging data and implementing an omnichannel retail strategy, Retail Survival of the Fittest gives you need-to-know lessons on how to adapt to the new and increasingly competitive retail playing field. In addition to providing insights and how-to tips, Retail Survival of the Fittest also introduces you to other successful merchants and shows you exactly what they do to thrive in the modern retail realm. Most important, each chapter comes with a set of action steps to help you implement the tips discussed in the book and enable you to get started on future-proofing your store.


Author : Jim Meisenheimer
Publisher : Helbern
Release : 1994
Page : 144
Category : Selling
ISBN 13 : 9780963747907
Description :



Author :
Publisher : Trump University
Release :
Page :
Category :
ISBN 13 :
Description :