Download or read book Pocket Guide to Selling Services and Products written by Peter Morris and published by Routledge. This book was released on 2014-04-23 with total page 106 pages. Available in PDF, EPUB and Kindle. Book excerpt: First published in 1995. This pocket guide is a cartoon book with a serious message -it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. Selling Services and Products begins by establishing an understanding of customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity -the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone. This unique pocket guide is a must for sales and marketing managers and students.
Download or read book Pocket Guide to Selling Products and Services written by Malcolm McDonald and published by Routledge. This book was released on 1995 with total page 87 pages. Available in PDF, EPUB and Kindle. Book excerpt: First published in 1995. Routledge is an imprint of Taylor & Francis, an informa company.
Download or read book The Pocket Guide to Financial Products and Services written by Dwight S. Ritter and published by Irwin Professional Publishing. This book was released on 1996 with total page 48 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Pocket Guide for Sales Survival written by Jason DeAmato and published by . This book was released on 2012-10-04 with total page 285 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Sales Messenger written by Mary Anne Davis and published by Tremendous Life Books. This book was released on 2011 with total page 99 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Sales Pocket Guide Digital Prospecting written by Josef Reisz and published by Independently Published. This book was released on 2021-09-05 with total page 62 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Sales Pocket Guide is a concise, easy-to-read book with actionable tips and insights that will help you get more business. As the social media landscape changes, social selling is becoming increasingly important as a tool for companies looking to grow their business. The problem with social selling is that it takes a different mindset, attitude and strategy. You need know-how about how social selling works before you can get results quickly or easily. This book gives a variety of insights on topics, such as: Digital Prospecting Strategies Identifying target accounts, decision makers & influencers Building your pipeline Account Entry Strategies & Campaigns Daily Digital & Social Prospecting Routines Social Selling-specific KPIs Measuring success Quantifiable Insights for Sales Leaders
Download or read book The Pocket Guide to Sales for Financial Advisors written by Beverly D. Flaxington and published by Ata Press. This book was released on 2014-10 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is as old as civilization itself. Put in the simplest of terms, selling is the exchange of goods and services for something of value. To financial advisors, however, the sale is often seen in a negative light, and many cringe at the word "sell." Interestingly, the same advisors who shy away from the concept of selling are often those who find themselves selling every single day! Sometimes they're even participating in the selling process multiple times throughout the day--and they may not realize it. Asking for client referrals, developing strategic alliances, seeking and talking with new prospects are all obvious parts of the selling process, but selling happens every time you remind a client why it's a good choice to do business with you, too. The fact is that most CFAs(R), CFPs(R), CPAs, and other professionals did not obtain these titles because deep down they really wanted to be in sales. Most times, their interests tend more toward data, analysis, and more solitary orientations. Selling is probably the last thing those who entered these fields were thinking of doing. They may not have considered the "people" aspect of their chosen profession; the aspect that involves sales. For this reason, and some others, turning into a salesperson seems like a negative, degrading thing. Many advisors will conjure up the picture of the slimy used-car sales guy. It's time to recognize selling as the valuable activity that it is. It is a way to: Let people know who you are and what you do well. Get your message out to those who need it. Promote your planning process, wealth management services, or investment expertise. Use your relationship skills to close new business. Take your business to the next level. If you want to grow your business, the bottom line is that you--or someone on your team--need to sell, and to sell well. This book will offer guidance on how you can sell in a comfortable and effective manner.
Download or read book How Clients Buy written by Tom McMakin and published by John Wiley & Sons. This book was released on 2018-03-13 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Download or read book Pocket Guide to TQM written by John S Oakland and published by Routledge. This book was released on 2013-11-05 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: Another new book in the popular and original series of pictorial guides - John Oakland cuts through the complex concepts and confusing jargon associated with implementing Total Quality, and Peter Morris presents the information in his inimitable pictorial style. This book will show students and managers what they need to understand about TQM in the simplest, clearest and most memorable form. Professor John Oakland is undoubtedly the British guru of quality management. Following a successful industrial career in research and production management, he has developed a pragmatic approach to introducing TQM which he and his colleagues have used successfully in literally thousands of organizations. He is founder and Executive Chairman of OAKLAND Consulting Plc. and Head of the European Centre for TQM at the University of Bradford Management Centre. Also published by Butterworth-Heinemann are John Oakland's bestselling Total Quality Management (now in its second edition) and Cases in Total Quality Management. Peter Morris is the creative force behind the illustrations in all Butterworth-Heinemann's pictorial guides. Originally trained as an art teacher, he spent several years as an industrial designer in Canada before returning to England to design educational and training materials for the University of Sussex. His experience working on industrial contracts convinced him, quite rightly, that cartoons are frequently the best way to illustrate the abstractions of business life.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book 5 Minute Selling written by Alex Goldfayn and published by John Wiley & Sons. This book was released on 2020-08-26 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: WALL STREET JOURNAL BESTSELLER Add 50% to 100% to Your SalesÂIn 5 Minutes Per Day 5-Minute Selling presents a proven, simple process that can double your sales, even if you donÂt have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales. The techniques in this book are simple but powerful: YouÂll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this YouÂll get approaches for offering customers additional products and servicesÂand asking about what else they are buying elsewhereÂbecause almost nobody does this either YouÂll also learn about the low-tech but incredibly effective singular impact of the hand-written note In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications. DonÂt Read This Book, DO THIS BOOK: 5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.
Download or read book The Everything Sales Book written by Daniel Ramsey and published by Simon and Schuster. This book was released on 2009-03-18 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: A sales job can be the road to riches and independence when you use the right approach! In this book, you will get the tools you need to develop successful sales strategies - every time! This handy guide includes techniques and exercises, sample sales dialogues, and a step-by-step explanation of the typical sales call. It also includes instructions for building and organizing a powerful sales toolkit that will improve anyoneÆs bottom line. You will learn how to: Find a job in sales Discover and track leads to build a potential customer list Choose the right selling method for every sales situation Leverage the Internet, e-mail, and mobile devices Improve people skills and presentation skills Create winning sales proposals Whether you are a beginner eager to get started or an experienced sales professional looking to fine-tune your skills, this book is all you need to seal the deal!
Download or read book The 7 Secrets to Selling More by Selling Less the Ultimate Guide to Reinventing Your Sales Life written by Allan Langer and published by . This book was released on 2019-01-30 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: It's time to reinvent your sales life...Your sales career is good, but not great. Your customers like you but don't love you. Every potential customer does not want to talk to you (the salesperson), even if they need your product or service. You keep reading the same sales books and listening to the same CD's and podcasts. Everyone is telling you to do the same old things. You're ready to make a change. In his trailblazing and wonderfully refreshing book, Allan Langer takes on the outdated, overused and utterly ineffective sales philosophies of the past and kicks them to the curb. Today's customer's do not want a sales pitch, do not want to be coerced, and absolutely do not want to be "closed." In this book, you will learn: To sell more than you ever have in your career; to sell customers a product or service and actually feel good about yourself doing it; and to never use a "sales pitch" again. The 7 Secrets is your GPS with a new destination, a new route that will take you from where you are now, to a new place on your personal map that will change your life and the life of your loved ones. It will also change the life of your customers, as they will go from hating salespeople, to only wanting to do business with you. Whether you are brand new in the profession, or a seasoned veteran, 7 Secrets will be the best investment you can make in your career, and in yourself.
Download or read book High Paying Clients for Life written by Trevor Crane and published by Createspace Independent Publishing Platform. This book was released on 2015-04-24 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Book Will Get You High Paying Clients for Life! If you've ever wanted to have clients who were totally awesome, who paid you a bunch of money (and were grateful to do so) then you've come to the right place. This book will reveal, THE SINGLE MOST POWERFUL PROCESS I have ever used for myself, and my clients. It will help you sell your high-end premium products and services to people who want to buy them. Even better, it's delivered in a simple step-by-step format for you to use immediately. This is book one in the series > Selling Services: How to sell anything to anybody, How to Negotiate and How to Get Clients for Life You'll notice this first book is short and sweet. I could have made it 10,000 pages, and given you 8,000 strategies and techniques and selling skills for you to master. Blah, blah, blah. NOT HERE. Instead, we're going to get down and dirty. I've cut out all the fluff and hype and typical BS, so that you can get results - fast. For over a decade, I've been training and consulting entrepreneurs around the world to RE-STRUCTURE their businesses so they can have the time and money freedom they deserve. The secret: HIGH PAYING CLIENTS. In this book you'll learn: 1. Where to REALLY find high-paying clients (there's a surprise here that will transform your business) 2. How to design your OFFERS so that they are attractive to high-end clients 3. A proven STEP-BY-STEP process to CLOSE these premium clients 4. How to OBLITERATE any limiting beliefs you have that are currently holding you back -- and so much more! Here's my promise to you: The clients you wish you had are actually out there right now... just wishing and hoping and praying that someone JUST LIKE YOU would please - for the love of all that is holy - help them. So let's get started!
Download or read book Selling is Dead written by Marc Miller and published by John Wiley & Sons. This book was released on 2012-06-29 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Download or read book The Elements of Selling written by Alan J. Zell and published by On the Write Path Publishing. This book was released on 2012-03 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Elements of Selling is an untraditional approach to selling meant for those who are not in sales, but have to make decisions a about selling for themselves or others. The book treats all forms of communication - visual, audible, or written - as forms of selling. It is a simple and thorough reference for teaching businesses and organizations, as well as individuals, how to have their ideas, information, skills, services, or products accepted"--Page 4 of cover.
Download or read book What I ve Learned from Attending Over 35 Indy 500 s written by Jeff Cowan and published by Bookbaby. This book was released on 2018-05-25 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every May, thousands descend upon the Indianapolis Motor Speedway to watch and be part of the Greatest Spectacle in Racing, the Indy 500. Millions more watch on television from around the world. All know that Indy is the biggest single day sporting event in the world, but what many do not know is that it is also a college and an institution of higher learning. For just one day a year, by attending this event, you can get a lifetime of knowledge that will take the average student years to acquire.Every year you see some of the wealthiest people from around the world bring their multi-million-dollar race teams and drivers to the track and battle it out. Sponsored by some of the world's richest companies, these Titians of business and sport duke it out for their share of the richest purse in all of racing ($13.2 million in 2017 - Winners share, at least $2.5 million).If you pay attention as the biggest of big in business do their battle, you can and will learn life and business lessons that can and will change your life forever. Now, for the first time anywhere, Author Jeff Cowan will show you exactly how to get a lifetime of learning from watching The Indy 500. In this book you will find strategies he has learned from some of the most successful business men and women regarding sales, motivation, leadership, management and life in general. Lessons any and all can and will benefit from. Be prepared to laugh, cry and most importantly, learn. The Indy 500 is more than just a great race that happens once a year. It is also the best one-day college anyone can attend.
