Download or read book 60 Second Solutions Selling written by Dan Ramsey and published by F+W Media, Inc.. This book was released on 2012-04-01 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is an innovative new business series that presents 60 succinct techniques to improve core business skills, each technique to be read and digested in 60 seconds. 'Persuasion' provides 60 practical and effective techniques that can be immediately applied to enhance the art of persuasion both in the workplace and outside. This title covers all vital persuasion techniques including people skills and presentation skills, creating winning proposals and sourcing and developing new relationships. 60 fast solutions packaged in small, handy format will enable advice-hungry businessmen and women to dip in and out of this book when ever they have a spare minute!
Download or read book Secrets of Question Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Download or read book Selling New Technology written by James T. Arrow and published by Xlibris Corporation. This book was released on 2011-08-12 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: Account analysis Generating leads Tactics for Selling New Technology Getting and Conducting Meetings Proposal Development Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. How to Prioritize Your Time Average number of sales calls to close a deal for new technology New Technology the Numbers Game DUCT - to make a technical sale Nos are Better than Maybes Objections WIIFM Hunting for the Maverick The Opposite of Love is Not Hate Hunting for Clients Farming for New-Technology Sales Dinner and Lunch Casual Conversations Schmoozing Selling to Vice Presidents
Download or read book The New Solution Selling written by Keith M. Eades and published by McGraw Hill Professional. This book was released on 2003-12-05 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling, one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
Download or read book Needs Selling Solutions written by Jeff F. Allen and published by Trafford Publishing. This book was released on 2009 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: This resource provides practical advice to help sales professionals identify opportunities, qualify prospects, and sell more effectively.
Download or read book Exceptional Selling written by Jeff Thull and published by Wiley + ORM. This book was released on 2010-12-15 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.
Download or read book Solution Selling Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Download or read book Selling Big written by Michael Raquet and published by Bloomsbury Publishing USA. This book was released on 2010-04-09 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients. The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit. The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.
Download or read book The Ohio Teacher written by Henry Graham Williams and published by . This book was released on 1903 with total page 490 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Game changing innovation written by Yoav Nir and published by Die Keure Publishing. This book was released on 2018-01-18 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is the disquisition of what I know and truly believe makes products a success and how you can replicate it within your company. What is this book about? Why should I read this book? Why did you write this book? These were the three questions I received from a good friend. So what is this book about my good friend asks? This book is like a cookbook with recipes for lean innovation, a collection of concrete techniques and strategies that are invaluable and lead to the same end: game-changing innovation. The book is a compilation of what I consider the fundamental models for lean innovation and some of my own complementary models for successful innovation1. A supplement to the existing international reference works on innovation (Alexander Osterwalder, Eric Ries, Ash Maurya, Clayton Christensen...) I will complement and adapt the existing tools and methods. Enhance their flavor “monter la sauce” as they say in France. The book is mainly a “how to” book and a “lessons learned” book, substantiated by good analysis and reflection. Like a chess book to improve your play this book will improve your innovation. The book provides an analysis of proven tactics and strategies on how to win the lean innovation game as well as a post mortem on why it is so often lost. Should you read this book? Here is some bad news, if you were hoping to improve on your innovation by spending more on R&D, it won’t work. The consulting giant PWC confirmed in its Global Innovation 1000 research that just increasing R&D resources will not solve the innovation problem ! The presented methodology can be quickly employed and implemented by the reader with the book as an instruction manual !
Download or read book The Advertising Solution written by Craig Simpson and published by Entrepreneur Press. This book was released on 2016-10-17 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: Love it or hate it, advertising remains a key component in acquiring customers and nurturing brand engagement. Distilling the wisdom of the world’s greatest advertisers, direct marketing expert Craig Simpson delivers an education on how to create best-in-class direct marketing and advertising copy that creates brand awareness, sells products, and keeps customers engaged. He takes readers through basic principles and time-tested methods of creating effective ad copy that increases profits. Dissecting the principles of legendary marketers like Robert Collier, Claude Hopkins, John Caples, and David Ogilvy, the reader will find applications to modern digital marketing, direct marketing, and inspiration for headline writing and beyond.
Download or read book The Direct Mail Solution written by Craig Simpson and published by Entrepreneur Press. This book was released on 2014-01-28 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Fact: More commerce and wealth is created by direct mail than by any other media (true before the internet and true now) Reported in 2013 as the marketing channel that "delivers the best ROI for customer acquisition and retention" by Target Marketing’s Seventh Annual Media Usage Forecast survey of B2C, direct mail is surprisingly outdated and under-represented on the marketing bookshelves for small business owners — authors Simpson and Kennedy change that. Millionaire-maker Dan S. Kennedy and direct mail marketing specialist Craig Simpson urge small business owners to drive the momentum built via social media and other marketing avenues into the mailboxes of their target consumers. Unlike other direct mail marketing books on the shelf that specialize in one aspect of preparing a campaign such as copywriting or design, this comprehensive solution covers all — the organizational, technical, and creative including designing, budgeting, tracking, and assessing effectiveness. Also covered is how direct mail can be used in today's online marketing funnels. Benefiting from the authors' combined 30 years in direct marketing, business owners are given the guidelines for what works and what doesn’t, illustrated by real-life business campaigns that show step-by-step how to build a results-producing promotional campaign.
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Small and Medium Enterprises written by Information Resources Management Association and published by IGI Global. This book was released on 2013-04-30 with total page 2031 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book provides a comprehensive collection of research on current technological developments and organizational perspectives on the scale of small and medium enterprises"--Provided by publisher.
Download or read book A Mathematical Solution Book Containing Systematic Solutions to Many of the Most Difficult Problems written by Benjamin Franklin Finkel and published by . This book was released on 1888 with total page 518 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A Mathematical Solution Book written by Benjamin Franklin Finkel and published by . This book was released on 1888 with total page 602 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book A mathematical solution book containing systematic solutions of many of the most difficult problems with notes and explanations written by Benjamin Franklin Finkel and published by . This book was released on 1888 with total page 606 pages. Available in PDF, EPUB and Kindle. Book excerpt:
