Download or read book Naked Sales written by Ashley Welch and published by . This book was released on 2017-09-26 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: You've worked hard to make your sales operation a success, and you've achieved results. But in an age of ever-changing technologies and increasing customer demands, if you're selling like you always have, you're leaving deals on the table-and reducing potential. You can reinvigorate your sales organization, create new opportunities, and build competition-proof customer relationships when you start thinking like a designer. Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response. Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue. Learn more at www.somersaultinnovation.com.
Download or read book Naked Sales written by Manuel Jork and published by BoD – Books on Demand. This book was released on 2021-07-21 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt: You are a sales professional or a freelancer, who wants to sell her/his services. Sales pros know how to ask the right questions, deal with objections, how to negotiate and how to close deals successfully. They do it every day. They have have a well proven toolbox at hand with all sorts of tricks and moves and words. Language is your most effective tool. You are a master of sleight of mouth. Now, there is still a challenge. Assume your company is under pressure. Your boss pushes you to do more calls to turn negotiations that are on hold into POs quickly. You call your customer online and he seems to be okay with your approach. And then all of a sudden, I call it a Columbo, he makes that move: Ahh, by the way, if I release that PO at this point in time, I would like to get a BIG DISCOUNT from you in return, okay with that? The truth is, in such a moment 8 out of 10 sales professionals get stuck and SPEECHLESS. The moment the customer makes such a move, our brains react as if being under attack. This is a moment of stress. What our brains then execute is a self-defense reaction. We normally would instinctively fight, flee or freeze. What we do in a business situation where we cannot fight, flee nor freeze, we do MORE OF THE SAME. Like pushing a button more often and stronger. In reality this means we grab in our proven toolbox and apply the next best anti-objection-tool against the customers tricky request. Now, if you switch your perception from the sales agents position to the position of the customer for a moment, what do you see? What do you sense? Right, you immediately sense two things: the sales agent is defending himself and is trying to fight himself out of this corner by counterattacking you, the customer. Now, what does that trigger in the customers mind? Well, two thoughts: the sales agent is caught on the wrong foot, is insecure, reveals a weak spot and could be easy prey. And I, the customer, have to watch out and defend myself first, then corner him even more. This example tells us: Your customer is SCANNING you permanently and reacts on what signals he receives from you. There are two sales phases, two time zones. BEFORE the SCAN and AFTER the SCAN. Here is your new toolbox to pass THAT SCAN., especially in virtual sales calls.
Download or read book Getting Naked written by Patrick M. Lencioni and published by John Wiley & Sons. This book was released on 2010-02-02 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: Another extraordinary business fable from the New York Times bestselling author Patrick Lencioni Written in the same dynamic style as his previous bestsellers including The Five Dysfunctions of a Team, Lencioni illustrates the principles of inspiring client loyalty through a fascinating business fable. He explains the theory of vulnerability in depth and presents concrete steps for putting it to work in any organization. The story follows a small consulting firm, Lighthouse Partners, which often beats out big-name competitors for top clients. One such competitor buys out Lighthouse and learns important lessons about what it means to provide value to its clients. Offers a key resource for gaining competitive advantage in tough times Shows why the quality of vulnerability is so important in business Includes ideas for inspiring customer and client loyalty Written by the highly successful consultant and business writer Patrick Lencioni This new book in the popular Lencioni series shows what it takes to gain a real and lasting competitive edge.
Download or read book Naked Short and Greedy written by Susanne Trimbath and published by Spiramus Press Ltd. This book was released on 2019-12-02 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rigged financial markets and hopeless under-regulation on Wall Street are not new problems. In this book, Susanne Trimbath gives a sobering account of naked short selling, the failure to settle, and her efforts over decades, trying to get this fixed. Twenty-five years ago, Trimbath was working “backstage at Wall Street” when a group of corporate trust specialists told her about a problem in shareholder voting rights. When she went to senior management at Depository Trust Company (DTC), then and still the largest securities depository in the world, they brushed it off saying, “You can’t balance the world.” Ten years later, a lawyer from Texas would tell her that the same problem was about to blow up the financial markets: Wall Street brokers are using short sales and fails to deliver to grab the assets of American entrepreneurs. This is a cautionary tale. What started as a regulatory failure turned into a regulatory crisis. Shareholder democracy is in shambles. The institutions that were established to correct a problem of trade settlement failures have instead exacerbated the problem. Global financial markets may not survive what comes next.
Download or read book Naked Economics Undressing the Dismal Science Fully Revised and Updated written by Charles Wheelan and published by W. W. Norton & Company. This book was released on 2010-04-19 with total page 385 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seeks to provide an engaging and comprehensive primer to economics that explains key concepts without technical jargon and using common-sense examples.
Download or read book Naked Forex written by Alex Nekritin and published by John Wiley & Sons. This book was released on 2012-03-06 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: A streamlined and highly effective approach to trading without indicators Most forex traders rely on technical analysis books written for stock, futures, and option traders. However, long before computers and calculators, traders were trading naked. Naked trading is the simplest (and oldest) trading method. It's simply trading without technical indicators, and that is exactly what this book is about. Traders who use standard technical indicators focus on the indicators. Traders using naked trading techniques focus on the price chart. Naked trading is a simple and superior way to trade and is suited to those traders looking to quickly achieve expertise with a trading method. Offers a simpler way for traders to make effective decisions using the price chart Based on coauthor Walter Peters method of trading and managing money almost exclusively without indicators Coauthor Alexander Nekritin is the CEO and President of TradersChoiceFX, one of the largest Forex introducing brokers in the world Naked Forex teaches traders how to profit the simple naked way!
Download or read book The Naked Salesman written by Trent Leyshan and published by . This book was released on 2010 with total page 159 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sure, you can get by in sales being average. And 'just getting by' is precisely what most people do. But this book is not about selling or settling for mediocrity - it's about being the best you can be. It's also about being unique, and developing a business and a way of being you can be damn proud of, because it's the best you. In other words, the naked you!
Download or read book Void Judicial and Execution Sales written by John Christopher Kleber and published by . This book was released on 1899 with total page 502 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Selling to Anyone Over the Phone written by Renee P. Walkup and published by AMACOM Div American Mgmt Assn. This book was released on 2011 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee's easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate. Selling to Anyone Over the Phone does this by teaching readers how to ensure callbacks, build trust, partner with decision makers, and use personality-matching techniques to build connections with and relate to people they can't see face-to-face. The fully updated second edition includes new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries. Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Ove the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals.
Download or read book The Naked Entrepreneur written by Troy Hazard and published by John Wiley & Sons. This book was released on 2012-01-26 with total page 143 pages. Available in PDF, EPUB and Kindle. Book excerpt: Isn’t it about time you got ‘naked’? What would happen if you began to examine your whole life, like re-evaluating a business plan, and changed the way you live? After all, anyone can get rich. The ultimate challenge, however, is to create wealth, prosperity, fame and fortune, without losing your soul along the way. Burnt-out businessman Troy Hazard wanted to find his soul again. Maria Elita, a sought-after spiritual coach, wanted to help him. The Naked Entrepreneur is the true story of Troy’s journey away from fear and Maria’s efforts to guide him towards his own ‘naked truth’. This revealing book will leave you contemplating what true wealth really is, as you too begin to face your fears and live a life of truth.
Download or read book The Naked Salesperson written by Renee Walkup and published by Simon and Schuster. This book was released on 2009-12-18 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forget that nightmare about standing in front of a conference room, giving a pitch in the nude. With The Naked Salesperson, you'll learn how to become so confident giving sales presentations that you'll never fear a pitch again. Inside, Renée Walkup, founder of SalesPEAK, Inc., and Sandra McKee show you how to focus on the sales essentials and sell au naturel by taking the N-A-K-E-D approach: Navigate the sale by creating a plan. Approach the pitch and the audience with enthusiasm. Keep your buyer with you throughout your presentation. Engage listeners in a well-managed, message-matching Q&A session. Drive the presentation home and get the buy. Through detailed instructions and illustrative case studies of successful naked salespeople, you'll learn how to become assertive and confident with the N-A-K-E-D approach to selling. Forget freezing up or rambling on; with The Naked Salesperson you'll strip down, exude confidence, and get the buy.
Download or read book Go Naked written by Michael Smith and published by Rethink Press Limited. This book was released on 2014-03 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forget the traditional model of selling which says that you should focus first on the transaction or the sale. It's outdated thinking and there is another way. A way to develop stronger, more powerful relationships by adopting an approach which is more authentic; which strips away the unnecessary layers, then focuses on how to add greater significance to others. That way is to GO NAKED. This book will help you discover how to build stronger, more effective relationships with people, so that whether you are selling yourself, a product or a service, you can step away from the majority and increase your chances of long-term success.
Download or read book Naked Statues Fat Gladiators and War Elephants written by Garrett Ryan and published by Rowman & Littlefield. This book was released on 2021-09-01 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why didn't the ancient Greeks or Romans wear pants? How did they shave? How likely were they to drink fine wine, use birth control, or survive surgery? In a series of short and humorous essays, Naked Statues, Fat Gladiators, and War Elephants explores some of the questions about the Greeks and Romans that ancient historian Garrett Ryan has answered in the classroom and online. Unlike most books on the classical world, the focus is not on famous figures or events, but on the fascinating details of daily life. Learn the answers to: How tall were the ancient Greeks and Romans? How long did they live? What kind of pets did they have? How dangerous were their cities? Did they believe their myths? Did they believe in ghosts, monsters, and/or aliens? Did they jog or lift weights? How did they capture animals for the Colosseum? Were there secret police, spies, or assassins? What happened to the city of Rome after the Empire collapsed? Can any families trace their ancestry back to the Greeks or Romans?
Download or read book Dealing in Securities The Law and Regulation of Sales and Trading in Europe written by Christos Nifadopoulos and published by Bloomsbury Publishing. This book was released on 2021-11-30 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: Begins with the essential questions: - whether brokerage and dealing in securities is regulated in a jurisdiction - what aspects of the activity could bring it in scope for authorisation; and - how it is determined which regulator has legal competence to supervise the business in scope. The recent liberalisation of national authorisation regimes across Europe in the wake of MiFID II and Brexit, which has resulted in tensions with recent attempts by the EU to harmonise centrally the single market authorisation regime, is fully addressed. It reviews the details of the activities of sales, sales trading, trading and execution, what they each constitute (with reference to established communication and order management systems), the potential conflicts of interest that they bring about for a firm and how such conflicts can be managed. Each of these activities are mapped against specific regulatory obligations, such as best execution, pre- and post-trade transparency, inducements, dealing commissions rules, the short selling regime and shareholder disclosures, depicting the obligations schematically to assist the practitioner. Also covers: - dealing commission unbundling, which has reformed the way the provision and consumption of independent research and corporate access are related to execution services, - the question of multilateral trading, in other words the point at which the activity of a broker becomes exchange-like and needs to be authorised as such, - principal trading and the ability of firms to advance risk to their clients in the wake of the Volcker rule in the United States and similar legislation in Germany and elsewhere, - the rise of Systematic Internalisers and the constraints imposed on them, such as the pre-trade transparency requirements and the tick size regime, and - electronic trading, algorithmic trading, direct electronic access and high frequency trading, as well as the risk control framework that is relevant to all these activities.
Download or read book This Naked Mind written by Annie Grace and published by Penguin. This book was released on 2018-01-02 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Naked Mind has ignited a movement across the country, helping thousands of people forever change their relationship with alcohol. Many people question whether drinking has become too big a part of their lives, and worry that it may even be affecting their health. But, they resist change because they fear losing the pleasure and stress-relief associated with alcohol, and assume giving it up will involve deprivation and misery. This Naked Mind offers a new, positive solution. Here, Annie Grace clearly presents the psychological and neurological components of alcohol use based on the latest science, and reveals the cultural, social, and industry factors that support alcohol dependence in all of us. Packed with surprising insight into the reasons we drink, this book will open your eyes to the startling role of alcohol in our culture, and how the stigma of alcoholism and recovery keeps people from getting the help they need. With Annie’s own extraordinary and candid personal story at its heart, this book is a must-read for anyone who drinks. This Naked Mind will give you freedom from alcohol. It removes the psychological dependence so that you will not crave alcohol, allowing you to easily drink less (or stop drinking). With clarity, humor, and a unique blend of science and storytelling, This Naked Mind will open the door to the life you have been waiting for. “You have given me my live back.” —Katy F., Albuquerque, New Mexico “This is an inspiring and groundbreaking must-read. I am forever inspired and changed.” —Kate S., Los Angeles, California “The most selfless and amazing book that I have ever read.” —Bernie M., Dublin, Ireland
Download or read book Profit First written by Mike Michalowicz and published by Penguin. This book was released on 2017-02-21 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Author of cult classics The Pumpkin Plan and The Toilet Paper Entrepreneur offers a simple, counterintuitive cash management solution that will help small businesses break out of the doom spiral and achieve instant profitability. Conventional accounting uses the logical (albeit, flawed) formula: Sales - Expenses = Profit. The problem is, businesses are run by humans, and humans aren't always logical. Serial entrepreneur Mike Michalowicz has developed a behavioral approach to accounting to flip the formula: Sales - Profit = Expenses. Just as the most effective weight loss strategy is to limit portions by using smaller plates, Michalowicz shows that by taking profit first and apportioning only what remains for expenses, entrepreneurs will transform their businesses from cash-eating monsters to profitable cash cows. Using Michalowicz's Profit First system, readers will learn that: · Following 4 simple principles can simplify accounting and make it easier to manage a profitable business by looking at bank account balances. · A small, profitable business can be worth much more than a large business surviving on its top line. · Businesses that attain early and sustained profitability have a better shot at achieving long-term growth. With dozens of case studies, practical, step-by-step advice, and his signature sense of humor, Michalowicz has the game-changing roadmap for any entrepreneur to make money they always dreamed of.
Download or read book Academic Foundation S Bulletin On Money Banking And Finance Volume 73 Analysis Reports Policy Documents written by Editor : Sona Kapila and published by Academic Foundation. This book was released on 2006 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt:
