Download or read book Your Go To Sales Advisor written by Tony Jeary and published by Clovercroft Publishing. This book was released on 2021-05 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tony and Randy have created a veritable "Wikipedia" for sales professionals in the technology space that offers the best of the best sales practices and ideas collected from their combined over seventy years of experience, plus content from over fifty top technology sales advisors across the world. They've shared proprietary tools and models that have given value to so many of their high-achieving clients, teammates, and friends over the years, and even included some of the current top sales methodologies on the market. This book is packed with value to help technology sales professionals reach a higher level of mastery in their vocation.
Download or read book Get Your S H I P Together written by Dan Chappelle and published by . This book was released on 2016-12-27 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get Your S.H.I.P. Together: The Wealthy Travel Agent Guide to Sales draws on author Dan Chappelle's decades of experience in the travel sales industry and provides a comprehensive guidebook for new and experienced salespeople alike. His no-BS style and personal anecdotes bring real, actionable advice to life to help readers achieve their sales and business goals. It's not just for travel professionals, either, though it's packed with industry advice.The book covers five key areas:1. The Opportunity-Discover why the next twenty years are the best time in the history of the world to be involved in travel and tourism sales.2. The Wealthy Travel Agent Mindset-Explore Dan's trademarked "Get Your S.H.I.P. Together" approach to building a successful business. Master the Skills, Habits, Inspiration, and Performance and Planning that every salesperson needs to excel.3. The Business of the Travel Business-Learn how to make money selling travel! Develop strategies for increasing brand expertise, find out how to compete with the big guys, get advice for choosing partners, and discover the secret to finding new prospects.4. The Wealthy Travel Agent Sales System-Use this complete roadmap to start selling right now. Developed by Dan over thirty years in sales, the WTA Sales System is a foolproof method for sales, covering prospecting through follow up.5. Why Travel Agents Fail-Avoid the pitfalls in travel sales. Want to know the difference between agents who fail and those who become Wealthy Travel Agents? Dan lays it out in the final chapter.
Download or read book Jeffrey Gitomer s Little Teal Book of Trust written by Jeffrey Gitomer and published by Financial Times/Prentice Hall. This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide details how to gain and keep trust in sales, business, and life. Gitomer, an executive salesman, author, and seminar speaker, discusses definitions and elements of trust; the characteristics of trustworthy people; how to trust; how to gain trust in business and sales situations; and losing trust and its ramifications. He also explains how to become a trusted advisor.
Download or read book Becoming a Trusted Business Advisor written by William Reeb and published by John Wiley & Sons. This book was released on 2016-11-07 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being your clients’ Most Trusted Business Advisor is not about selling and making pitches. It’s really about showing an interest in your clients, asking the kind of questions that will help you learn what is important to them, and then listening. Based on the AICPA’s successful Trusted Business Advisor Program and intended for CPAs who want to take their consulting practice to the next level, this workbook provides approaches to help you do just that. By the time you finish working through the book’s helpful forms and exercises you will be better able to: have critical conversations with your clients ask the right questions effectively be a better listener easily identify services that will add value to your clients’ organizations avoid administrative pitfalls throughout the process effectively market your services, and profitably grow your practice Find out how to uncover critical client needs in ten minutes or less, how to help your clients prioritize their wish lists, and how to help them quantify the value of addressing each of the issues that keep them awake at night!
Download or read book Millionaire Service Advisor written by Chris Collins and published by . This book was released on 2019-10-08 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: Service Advisors in the Automotive industry create, arguably, more gross profit than any other employee in the dealership and receive the least amount of training. On top of that, they also have the most influence on customer retention and future new car purchases. The facts are, according to NADA, regular service customers are 17 times more likely to buy their next vehicle from their servicing dealership. And an increase in customer retention rates of just 5% improves dealership profits by 35%. Millionaire Service Advisor is a roadmap on how to do just that, focused on the caring and collecting of customers. Includes an 11 step process on how to implement our Circle of Trust System.
Download or read book The Trusted Advisor written by David H. Maister and published by Simon and Schuster. This book was released on 2012-12-11 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.
Download or read book Becoming An Automotive Sales Professional written by M.I. Seka and published by Providential Press. This book was released on 2013-05-19 with total page 325 pages. Available in PDF, EPUB and Kindle. Book excerpt: An in depth look at what it requires to have a successful career as an automotive sales professional. An extensive table of contents for easy navigation, whether your a newbie/green, below average, or a seasoned professional. No matter your level of expertise the information within it's pages are designed to assist you cut down on the learning curve and to achieve your greatest potential sooner. Reading this book can help you take years off the time needed to truly become a professional and start earning the type of income that only a professional can. Thoroughly researched and presented with the most modern techniques to provide you with more information and insight into the profession of automotive sales; as well as general sales than perhaps 15 of the top books on the subject. All topics are presented in an easy-to-digest format with plenty of real world scenarios to help you cut through the clutter, reduce your learning curve and help you understand reasons behind the concepts. Over 300 pages of tips, techniques, and insight. Including over 100 pages of scenario's with dialogue explaining what the sales advisor should be doing, why, how, and the expected results. Although the image of car salesman leaves a lot to be desired, this book is not about being a salesman or having a job. This book is about having a career. Being a professional in a profession that give you the potential to make more money than your average lawyer, doctor, politician, or a CEO without the expensive education and more importantly time. With over 60,000 auto dealerships in the U.S. alone, employing a sales force that is 95% unskilled. Enjoy a six-figure salary, be highly sought after, and have incredible job security in a career as an automotive sales professional. The money is out there. The opportunity is out there. The only thing left is you and your ambition/drive. I have outlined not just what you should do, but how and why you should do them. Other books or training material will only tell you to do certain things without fully explaining why you should do them or how or the expected results. * The goal of this book is to help you, the new or average car salesman, that wants more out of life! A successful and profitable career! This book contains over 300 pages of in-depth information. All written in an easy-to-understand format. * Over 100 pages of sample dialogue and sales advisor responses. * Over 100 pages of real world scenarios. * Sample questions to ask during every step of the sales process. * Ways to find customer's objections. * The importance of communications. * Rapport building techniques. * Complete sales process. * Keys to success. *Finding common ground with your clients. *Proper presentation & demonstration method. *Information based on experience and skills. * Help the client sell themselves. * All written with an easy to understand format. *General questions to avoid. *General questions to ask.
Download or read book The Trusted Advisor Sales Engineer written by John Care and published by . This book was released on 2020-06-14 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos and all the other standard activities of an SE. Section Three examine how to get started and put it all into practice - both for individuals and for SE teams. This is not one of those tiny 40 page eBooks. It's over 150 pages of thoughts, ideas, best practices and real life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the 2020 Paperback version is a reformatted version of the original eBook with a only few minor edits and updates. **
Download or read book Mastering Technical Sales written by John Care and published by Artech House. This book was released on 2008 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
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 Rich Dad Advisor s Series SalesDogs written by Blair Singer and published by Business Plus. This book was released on 2002-07-01 with total page 247 pages. Available in PDF, EPUB and Kindle. Book excerpt: By knowing the five basic breeds of people-the Pit Bull, the Golden Retriever, the Poodle, the Chihuahua, & the Basset Hound-readers will have the necessary insight to improve their business & selling savvy. SalesDogs will: * Introduce Five Breeds of SalesDogs! * Reveal the five simple but critical revenue-generating skills to generate endless streams of qualified buyers & life-long sales * Teach you how to identify your "breed" & play to your own strengths * Give you the steps to inspire & direct any group of sales people into a charging pack of blue-ribbon SalesDogs * Show you how to reduce your sales effort, increasing your sales results * Teach you how to radically change your attitude in thirty seconds or less so you can direct your financial results.
Download or read book Luxury Selling written by Francis Srun and published by Springer. This book was released on 2017-04-07 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.
Download or read book Take the Cold Out of Cold Calling written by Sam Richter and published by SBR Worldwide, LLC. This book was released on 2008 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents advice on using Internet searching to perform successful telephone sales.
Download or read book Advisor Selling written by Mark Hunter and published by Createspace Independent Publishing Platform. This book was released on 2016-12-12 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this 2nd edition of the book, Matt focuses on the post-digital world driven by technology where power shifts to the buyer. Chances are when you arrive for the sales meeting, the prospect already knows more about you than you do about them. However, with technology comes opportunity. Today's buyer is overwhelmed with data and information and they need help - they need a trusted advisor. Trusted advisors: Get to "yes" faster Keep their products sold Stay embedded during the "budget" cuts Have more referrals Have higher customer satisfaction In this book, you will learn from the years of research, observation and personal experiences of Matthew Hudson and Mark Hunter. They have spent decades immersed in the sales industry and have taught the concepts in this book to companies with amazing results. If you follow the principles outlined here, you will get more than a sale. You also will get trusted advisor status.
Download or read book Bridge Your Gap written by Jim Effner and published by . This book was released on 2018-08-30 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Eat Their Lunch written by Anthony Iannarino and published by Penguin. This book was released on 2018-11-06 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
