Download or read book Seven Stories Every Salesperson Must Tell written by Mike Adams and published by Sales Growth Focus. This book was released on 2018-07-05 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do the best salespeople connect, influence and persuade? With stories. 'Seven Stories Every Salesperson Must Tell' takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible. Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling -- from first hello to signed contract. You'll learn stories to help you: Establish rapport and trust Present challenging insights Differentiate your solution Share your company values Unstick negotiation stand-offs Create better business outcomes. This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.

Download or read book How To Be A GREAT Salesperson By Monday Morning written by David R Cook and published by . This book was released on 2017-02-14 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: If You Want to Increase Your Sales Read This Book. It is That Simple.

Download or read book The One Minute Sales Person written by Spencer Johnson and published by Harper Collins. This book was released on 2002-10-01 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills. In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need. The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being. In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.

Download or read book Great Salespeople Aren t Born They re Hired written by Joe Miller and published by Academic Learning Company LLC. This book was released on 2005 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales is the most important function to any enterprise, but small business owners and entrepreneurs have no idea how to hire salespeople, let alone hire great salespeople. This text presents foolproof techniques to follow in staffing the best salespeople for your company.

Download or read book The Greatest Salesman in the World written by Og Mandino and published by Bantam. This book was released on 2011-01-05 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: The runaway bestseller with more than five million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky

Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Download or read book Leading So People Will Follow written by Erika Andersen and published by John Wiley & Sons. This book was released on 2012-10-16 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: A unique take on leadership from a popular Forbes blogger and nationally-known leadership coach Leading So People Will Follow explores the six leadership characteristics that inspire followers to fully support their leaders. Using Erika Andersen’s proven framework, new leaders and veterans alike have increased their capacity for leading in a way that creates loyalty, commitment and results. Step by step, Andersen lays out six key attributes (far-sightedness, passion, courage, wisdom, generosity, and trustworthiness) and gives leaders the tools for developing them. This innovative book offers a practical guide for building the skills to become a truly 'followable' leader. Filled with examples from forward-thinking organizations such as Apple, NBC Universal, Union Square Hospitality Group, and MTV Networks Maps out the six attributes of leadership Includes a free online Followable Leader assessment Author Erika Andersen is one of Forbes' most popular bloggers and coaches some of the most successful leaders in America Using self-assessments, real-world examples, and concrete tools, Leading So People Will Follow helps build timeless core skills that work for leaders in any field.

Download or read book Heart and Sell written by Shari Levitin and published by Red Wheel/Weiser. This book was released on 2017-02-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

Download or read book The Only Sales Guide You ll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Download or read book What Great Salespeople Do The Science of Selling Through Emotional Connection and the Power of Story written by Michael T. Bosworth and published by McGraw Hill Professional. This book was released on 2012-01-13 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Download or read book Emotional Intelligence for Sales Success written by Colleen Stanley and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do salespeople frequently fail to execute-even when they know what they should do?

Download or read book The Millionaire Booklet written by Grant Cardone and published by Grant Cardone. This book was released on 2016-06-16 with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt: I want to help you reach millionaire status, even get rich, if you believe that you deserve to be the person in the room that writes the check for a million dollars, ten million or even 100 million—let’s roll.

Download or read book The Joy of Selling written by Steve Chandler and published by Robert Reed Pub. This book was released on 2010-01-01 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Joy of Selling introduces powerful thinking processes that will help the reader to develop a creative state of mind. Chandler believes this state is essential for achieving extraordinary sales success. At the same time, he shows the reader how to enjoy the sales process. His book captures the same joyful spirit that enlivens his seminars. In concise, reader-friendly chapters, best-selling author Steve Chandler delivers over 50 powerful ideas guaranteed to stimulate fantastic sales success. Drawing on his extensive experience in the field, and using the most up-to-date psychological tools available, Chandler illustrates ways for both the novice and the seasoned pro to reach new heights of business prosperity. The Joy of Selling invites readers to be extraordinary, not only in sales but in all areas of life by making a conscious commitment to innovation, adventure, and clear communication.

Download or read book Everyone Is a Salesperson written by Vince Whittle and published by . This book was released on 2015-10-04 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everyone is a salesperson. Have you ever thought of it that way? For example, mothers sell to children the concept of doing chores and behaving well. Pastors sell to congregations. Wives sell to their husbands to secure the things they need for their homes. Husbands sell to wives to get what they want. Schools and their teachers are constantly selling to pupils. Government leaders sell to the citizens of their nation. Even a baby sells through his cries to get attention-and is naturally good at it!So you, too, are a natural-born salesperson. But you if you want to develop yourself into a very good salesperson, whether to sell your business concept or a product or service for a company, then you have come to the right place. The idea behind this book is that there are 12 Principles for Success as a salesperson. Once you learn them, you will become a better salesperson. Remember: you're already a natural salesperson, but these principles will take you from being an ordinary salesperson to an extraordinary salesperson!ABOUT VINCEAs the founder of the VOSK group, Vince Whittle is renowned in his field as a top sales professional, boasting over thirty-six years in the business. He is a tenacious self-starter who has a wealth of experience as a business entrepreneur. His skills and experience has been deployed in training and developing sales teams across Europe, Asia and the Caribbean. Vince has balanced a successful career alongside being a hands-on husband, father, and grandfather.