Download or read book The Secret Factor for Uncommon Sales Success written by Joe Arrigo and published by Bluewaterpress LLC. This book was released on 2010-08 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the twenty-first century of selling, salespeople need more than a litany of features and benefits along with a few closing techniques in attaining uncommon success. Salespeople need fresh sophisticated skills because today's buyers are sophisticated and shop in a ferociously competitive marketplace, a market where an avalanche of products and services continue to blitz buyers. Along with this accelerated information stream, exacerbated by our modern fast-paced society, buyers gravitate toward simpler, time saving ways when making buying decisions. Salespeople can exploit this tendency... so when buyers do make decisions, they are biased in your favor. That is what this book is about. The latest psychological research in how people make decisions supports the information contained in this book. This research throws an interesting and surprising light on what was previously accepted. When used in concert with each other, the cutting-edge concepts and techniques construct a compelling synergy to influence buyers; creating a powerful edge in achieving uncommon sales success. Finally, the philosophy contained in this book takes into account the balance between a salesperson's personal and professional life. This is of paramount importance toward a skilled sales expert's continued overall successful achievement.
Download or read book The Secret Factor for Uncommon Sales Success written by Joe Arrigo and published by . This book was released on 2020-03-31 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: The concept of this book is based on a single psychological and neuroscience fact. To bring that fact home with the greatest impact, I'll ask this question: "If we could rid ourselves of our emotional side and retain only our rational side, would we make better or worse decisions?" Common sense may tell us we would make better decisions because we wouldn't have emotions to get in the way. But, the answer is, we wouldn't be able to make any decisions at all. That's because the rational brain only analyzes...it cannot conclude. With the absence of emotional input we would be so overwhelmed by trivial information, our decision making processes would collapse, trapped in a perpetual conflict of options, and we would suffer paralysis by analysis. The purpose of our emotions is to fill the gap between an action and "infallible" rationality, to bring us over the top so we can make practical decisions necessary to navigate everyday life. The rational part of the brain and the emotional part are a unit, a team, where making decisions is not a competition between reason and emotion but rather a symbiotic relationship.Neuroscientist and brain researcher, Paul MacLean offers us--particularly salespeople--a profound insight into the human mind when he laments, "You know what bugs me most about the brain? It's that the limbic system, this primitive brain that can neither read nor write, provides us with the feeling of what is real, true, and important." The operative word being "feeling."If you base your sales techniques solely on logical, rational reasoned facts, the brain is not your friend. The limbic system, or primitive brain, is a powerful influencer in how we all behave and act. It provides us with that "feeling" Dr. MacLean describes and annoys him. This primitive brain is where emotions bubble up from. to nudge us off the fence, providing us with the ability to conclude, to decide, to move forward. The concept of this book is based on this simple and transformative, yet counter intuitive fact, and is a leg up for the salesperson who's aware of it and practices the powerful techniques that will impact the primitive brain, having it lobby in favor of the salesperson within the prospect's mind; to nudge him or her off the fence in favor of, and biases the prospect's primitive brain toward that salesperson. This biasing function is quite powerful. The advertising industry has been aware of, and using this concept for decades very successfully. The conscious mind may want to make logically precise decisions, yet the subconscious mind wants to feel good. Feeling good always wins. This is one of the most significant mental functions and psychological discoveries of our time. This book teaches the techniques to apply and skillfully effectuate this science, and corroborates its validity with referential resources in the bibliography. Human decisions are wholly dependent on this mechanism. I have practiced and applied it for most of my thirty years in sales, and seen it work time and again to stand above the crowd and deliver uncommon results.
Download or read book Sales Secrets written by HARRY. MAZIAR and published by Jaico Publishing House. This book was released on 2018-06-11 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Secret of Selling Anything written by Harry Browne and published by . This book was released on 2008-07-17 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you've read other selling books, you're probably tired of the false promises that never quite work out. You're probably tired of being told "you can do it if you just believe you can. This book is: A road map to success for the salesman... who is not aggressive - who is not a "smooth talker" - and who is not an extrovert.You're probably tired of reading about tricks that made a particular sale tricks that may have been appropriate to a particular situation, but not yours and even if they were appropriate, how would you have thought of them at the right time?If you've read books on selling before or listened to "sales experts," you're probably tired of being pumped with hot air told how you must "come alive," be full of enthusiasm, dominate the world around all the things that don't happen to be a part of your basic nature.Well, this book isn't anything like that. In fact, this book was written to refute many cliches of selling that have been accepted without question for years.This book will prove to you, I hope, that the stereotyped image of the "born salesman" is a mistake. You don't have to remake your personality and become super-enthusiastic, super-aggressive, domineering. Not only are those traits not necessary, they are actually a hindrance to making sales.And you won't have to develop that uncanny ability to come up with the right answer at the right time that super-human knack of having the brilliant flash of insight that is so prevalent in books on selling. Sure, given several days to think about it, the writer of a sales book can always come up with a solution to a sales problem. But how does that help you when confronted face-to-face with a question that must be answered now? This book will show you that you don't need such skills.This book can truly revolutionize your selling career but only because it will show you that you no longer need to waste your time developing skills that are of no value to a salesman. For example, here are some of the points that will be made in the course of this book: -- Contrary to the accepted mythology, enthusiasm is not a virtue; it destroys more sales than it creates.-- "Positive thinking" is an unrealistic fallacy. The salesman who thinks negatively has a far greater chance for success than the so-called "positive thinker."-- Sales success does not come from convincing people to buy things they don't want.-- The salesman who always has an answer for every objection is also probably plugging along with a very low income.-- Extroverts don't make the best salesmen; they are invariably outsold by introverts.-- To be a good salesman, you don't have to be a "smooth talker".-- Another all-time sales fallacy is the statement "When the going gets tough, the tough get going". When the going gets tough, I usually take a vacation.-- The desire to be able to motivate others is unrealistic and foolish. A really-great salesman will never try to motivate anyone.Perhaps all of this sounds so far removed from what you've heard about selling through the years that you wonder how it could possibly be true. I intend to demonstrate the validity of these statements in two ways.First, my own experience verifies their worth. Almost invariably, in any selling experience where I've found myself, I have outsold everyone else around me usually while working far fewer hours.In addition, I've seen these principles work for a few others, too a very few, for they are unknown to most people.But there is nothing mysterious about them and that brings us to second way in which I will demonstrate their validity. I will prove them to you. We will deal with life logically and carefully in this book. Everything will be proven in terms of the real world as it is in ways we can both understand.
Download or read book The Secrets of Success in Marketing ePub eBook written by Ian Linton and published by Pearson UK. This book was released on 2012-12-27 with total page 167 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real world marketing for real world professionals – everything you need to know to be the best in the business. Marketing has never been more pressured than it is today, and . as a marketing professional, you are increasingly expected to do more for less and The Secrets of Success in Marketing is the book to offer some relief. These are the real secrets, all learned from years of experience and successful marketing, and they’re the secrets that the seriously successful use to stay ahead of the game. A practical, project-based approach creates a series of self-contained guides to planning, implementing and managing consumer and business-to-business marketing projects – ideal for busy marketing professionals who want fast, focussed advice. Real-life examples and case studies are drawn from market leaders in a variety of sectors, and this insight combined with the expert experience of a renowned author create a unique approach to teaching the core skills of marketing.
Download or read book Salesology written by and published by . This book was released on 1924 with total page 626 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Printers Ink the Magazine of Advertising Management and Sales written by and published by . This book was released on 1898 with total page 924 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Uncommon Sense written by Jill Harrington and published by Figure 1 Publishing. This book was released on 2017-09-15 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Gold Medal, Top Sales & Marketing Book of 2017, Top Sales & Marketing Awards You’re a talented sales professional, but you face big hairy sales challenges every day and you just can’t seem to get anywhere. • Why can’t I get time with my prospects and clients? • Why are my benefit-loaded e-mails and phone calls falling on deaf ears? • How do I loosen the stranglehold of an established supplier? • How do I convert more leads into sales? • How do I stand out when my competition claims the exact same benefits? Same old questions, but in today’s market they call for different answers. Uncommon Sense shows you how to shift your thinking and behavior to stand out from the pack and achieve bigger, better sales, faster. It’s time to dispense with the common nonsense of dusty old selling imperatives (like, elevator pitches, unique value propositions, and Always Be Closing). Stop thinking like a seller, and start thinking like your customers and prospects. Uncommon Sense shows you how to shift the way you sell . . . and the results you get: • Provides a toolkit of practical strategies and tactics that will improve your access to prospects, enrich engagements with your customers, and transform your results. • Features dozens of examples of calls gone seriously wrong, career-changing stories of real salespeople, eye-opening statistics, and tips for thinking your way out of self-defeating behaviors into providing real value for clients. • Presents counter-intuitive sales thinking in bite-sized chunks for the busy salesperson who wants practical advice on specific topics. Whether you’re a seasoned sales pro or a novice, a sales manager who wants to launch the team to new levels of performance, or a small business owner struggling with the selling role, Uncommon Sense is the personal sales coach you need to shift your thinking, shift your habits, and shift your performance to new heights.
Download or read book The Secrets of Selling written by Geoff King and published by Pearson UK. This book was released on 2012-12-27 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package. The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance. This new edition has been completely revised and updated throughout. Key changes include:. Summaries, in the form of checklists included at each of the three sections. A chapter on Body Language, including new information on how to spot lying. New information on icebreakers in meetings.
Download or read book Strategic Selling written by Robert Bruce Miller and published by Grand Central Publishing. This book was released on 1985 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Secrets to a Successful Startup written by Trevor Blake and published by New World Library. This book was released on 2020-01-28 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everything You Need to Start and Succeed in Your Own Venture Trevor Blake built three successful startups and sold them for more than $300 million. Now he's written a complete instruction manual that covers everything the budding entrepreneur or existing business owner needs to know to build the career or business of their dreams. Unlike the many theoretical guides out there, this is a practical handbook based on Blake's wildly successful in-the-trenches experience. It incorporates leading-edge strategies that cover every aspect of running a business — including funding, developing systems, and marketing. Blake presents in-depth insight into managing effectively, maintaining cash flow, and adapting to the changing needs of customers in volatile economic times. One of his most innovative contributions is an emphasis on cultivating the right mindset, and he tells you exactly how to do that. "The secret to success isn't in the plan," he writes. "It's in the person holding it." His proven methods will give you the confidence to take the entrepreneurial leap and turn your winning idea into an efficient, profitable company.
Download or read book The Magazine of Business written by and published by . This book was released on 1915 with total page 706 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Instant Appeal written by Vicki KUNKEL and published by Amacom Books. This book was released on 2008-11-26 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the hidden secrets of mass appeal...and use them to create unbreakable allegiance for products, people, and ideas!
Download or read book Billion Dollar Sales Secrets Superstar Selling Tips For All Seasons written by Joe Paranteau and published by Joe Paranteau. This book was released on 2021-03-05 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: More Than Just a 'Business Book'...The Secret Playbook for Profitable SalesThese tactics, techniques, and mindsets will show you how to get respect, wealth, and influence most people CRAVE.This is more than just a sales or business book; it's jam-packed with valuable life lessons! Joe Paranteau is an elite salesperson who generated over a BILLION dollars in revenue - in just five years. And in this book, he's sharing everything!The goal: to give you a unique and valuable look inside the mind of an expert salesperson who's been swimming with the 'sharks' for decades (and making a lot of money doing it). This is a rare look into sales success, and it's NOT something you want to miss!??? He'll help you navigate your own journey, sharing insights and invaluable lessons he's discovered from DECADES of experience. Here's just a taste of what you're about to discover:? The basic human trait that will skyrocket your sales virtually overnight once you adopt it. ? Three concrete ways to improve yourself RIGHT NOW (Yes, you can implement these anywhere at any time, and they will bring top performance.)(Chapter 1)? The Nine Superstar Traits to rise and win (Chapter 3)? How to become an oak tree, be unaffected by rejection and continuously improve yourself (Flip the script on your biases and win big.)? How to GET THINGS DONE when you have no energy left. (This is how master salespeople amass wealth and power.)? Practical tools to conquer doubt and bad days (how to smash through any boundaries and turn a bad day into pure gold)? The most unpredictable aspect of your sale (and how to manage it properly and get unlimited referrals)? The 'people magnet' formula will turn strangers into customers (You'll know exactly what to say and when to say it.)? 'No B.S.' ways to put yourself in your customers' shoes, gain their trust and undivided attention, and ultimately get the sale (as well asloyal customers)And more... Get the book now!
Download or read book No B S Business Success In The New Economy written by Dan S. Kennedy and published by Entrepreneur Press. This book was released on 2010-01-01 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Internationally recognized “millionaire-maker” Dan Kennedy leads business professionals into the post-recession economy and introduces them to the new rules, new restrictions, new obstacles, and new opportunities that lie ahead. Entrepreneurs are mentored on which current business truths and principles are still relevant, but more importantly, Kennedy offers completely new strategies, tactics, and applications to help them succeed in The New Economy. Following Kennedy’s advice, entrepreneurs can go forward into The New Economy more astutely, efficiently, productively, and confidently—earning themselves more money than they ever imagined possible! Kennedy covers: • The key decision required for success by The New Economy • The #1 Demand of New Economy Customers and how to meet it • Four power-positioning strategies for extreme marketplace advantage • Six mandatory entrepreneurial competencies for The New Economy • What The New Economy punishes most viciously and rewards most generously • How to avoid destruction by and instead profit from the “No Boundaries” New Economy • And More In this timely business guide, Kennedy reveals essential strategies, tactics, and business principles that every business owner will need to succeed in the tougher, more demanding New Economy.
