Download or read book Hope Is Not a Strategy The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-04-14 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Download or read book The Loop Approach written by Sebastian Klein and published by Campus Verlag. This book was released on 2019-09-18 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: How best to adapt established companies to a rapidly changing economy has long been a topic of debate in both the corporate and academic worlds. This challenge is especially pressing for large organizations that may have grown top-heavy and rigid with time but now need to be light on their feet to stay relevant and profitable. Until now, the best attempts have consisted of plucking tools and methods from the world of start-ups and applying them wholesale in large corporate environments. Most of these efforts have either fizzled or failed outright because they lacked a framework for a comprehensive corporation-sized rollout. »The Loop Approach« introduces a new series of methods that could help change the course of operations for even the most colossal organizations. Sebastian Klein and Ben Hughes provide a wide-ranging set of guidelines for achieving corporate agility, complete with checklists and worksheets that should prove instantly applicable. Want proof? The methods outlined in »The Loop Approach« have already been successfully implemented at such European corporate giants as Audi, Deutsche Bahn, and Telekom.

Download or read book The 1 Windfall written by Rafi Mohammed and published by Harper Collins. This book was released on 2010-03-16 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices. The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%. The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers. But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor. The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.

Download or read book Think Like an Entrepreneur Act Like a CEO written by Beverly E. Jones and published by Red Wheel/Weiser. This book was released on 2015-12-21 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Education plus experience once guaranteed a successful career, but no more! Today, success depends on your ability to adapt. You must be agile, willing to adjust your professional expectations, and able to respond quickly to opportunities and threats.“br> In Think Like an Entrepreneur, Act Like a CEO you will learn practical ways to handle vexing workplace challenges. Each chapter uses true stories to illustrate the answers to common questions, including: How to leave your old job smoothly and start your new one with confidence and flair. How to gracefully accept praise for your work. How to recover from stress, setbacks, or the upheaval of a major project. How to stay steady in the midst of endless change. It’s not enough to know how to manage common work-life challenges; you must also deal with the uncommon ones. Think Like an Entrepreneur, Act Like a CEO gives you proven, easy, go-to techniques for handling even the biggest career surprises, one step at a time.

Download or read book Insanely Simple written by Ken Segall and published by Penguin UK. This book was released on 2012-04-26 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Simple can be harder than complex. You have to work hard to get your thinking clean to make it simple. But it's worth it in the end, because once you get there, you can move mountains' Steve Jobs, BusinessWeek, May 25, 1998 To Steve Jobs, Simplicity wasn't just a design principle. It was a religion and a weapon. The obsession with Simplicity is what separates Apple from other technology companies. It's what helped Apple recover from near death in 1997 to become the most valuable company on Earth in 2011, and guides the way Apple is organized, how it designs products, and how it connects with customers. It's by crushing the forces of Complexity that the company remains on its stellar trajectory. As creative director, Ken Segall played a key role in Apple's resurrection, helping to create such critical campaigns as 'Think Different' and naming the iMac. Insanely Simple is his insider's view of Jobs' world. It reveals the ten elements of Simplicity that have driven Apple's success - which you can use to propel your own organisation. Reading Insanely Simple, you'll be a fly on the wall inside a conference room with Steve Jobs, and on the receiving end of his midnight phone calls. You'll understand how his obsession with Simplicity helped Apple perform better and faster.

Download or read book Words Can Change Your Brain written by Andrew Newberg and published by Penguin. This book was released on 2012-06-14 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: In our default state, our brains constantly get in the way of effective communication. They are lazy, angry, immature, and distracted. They can make a difficult conversation impossible. But Andrew Newberg, M.D., and Mark Waldman have discovered a powerful strategy called Compassionate Communication that allows two brains to work together as one. Using brainscans as well as data collected from workshops given to MBA students at Loyola Marymount University, and clinical data from both couples in therapy and organizations helping caregivers cope with patient suffering, Newberg and Waldman have seen that Compassionate Communication can reposition a difficult conversation to lead to a satisfying conclusion. Whether you are negotiating with your boss or your spouse, the brain works the same way and responds to the same cues. The truth, though, is that you don't have to understand how Compassionate Communication works. You just have to do it. Some of the simple and effective takeaways in this book include: • Make sure you are relaxed; yawning several times before (not during) the meeting will do the trick • Never speak for more than 20-30 seconds at a time. After that they other person's window of attention closes. • Use positive speech; you will need at least three positives to overcome the effect of every negative used • Speak slowly; pause between words. This is critical, but really hard to do. • Respond to the other person; do not shift the conversation. • Remember that the brain can only hold onto about four ideas at one time Highly effective across a wide range of settings, Compassionate Communication is an excellent tool for conflict resolution but also for simply getting your point across or delivering difficult news.

Download or read book The Laws of Wealth written by Daniel Crosby and published by Jaico Publishing House. This book was released on 2021-11-25 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword By Morgan Housel Psychology and the Secret to Investing Success In The Laws of Wealth, psychologist and behavioral finance expert Daniel Crosby offers an accessible and applied take on a discipline that has long tended toward theory at the expense of the practical. Readers are treated to real, actionable guidance as the promise of behavioral finance is realized and practical applications for everyday investors are delivered. Crosby presents a framework of timeless principles for managing your behavior and your investing process. He begins by outlining 10 rules that are the hallmarks of good investor behavior, including ‘Forecasting is for Weathermen’ and ‘If You’re Excited, It’s Probably a Bad Idea’. He then goes on to introduce a unique new classification of behavioral investment risk that will enable investors and academics alike to understand behavioral risk in a coherent and comprehensive manner. The Laws of Wealth is a finance classic and a must-read for those interested in deepening their understanding of how psychology impacts financial decision-making. “Should be read by all those new to investing.” JIM O'SHAUGHNESSY, International Bestselling Author “Don’t let your mind ruin your investing outcomes.” LOUANN LOFTON, The Motley Fool “Step away from CNBC and into financial therapy!” MEREDITH A. JONES, Author, Women of The Street

Download or read book Loving Your Spouse When You Feel Like Walking Away written by Gary Chapman and published by Moody Publishers. This book was released on 2018-03-06 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What to do when you feel like giving up When you said, “I do,” you entered marriage with high hopes, dreaming it would be supremely happy. You never intended it to be miserable. Millions of couples are struggling in desperate marriages. But the story doesn’t have to end there. Dr. Gary Chapman writes, “I believe that in every troubled marriage, one or both partners can take positive steps that have the potential for changing the emotional climate in their marriage.” Loving Your Spouse When You Feel Like Walking Away, the revised and updated edition of the award-winning Desparate Marriages, teaches you how to: Recognize and reject the myths that hold you captive Better understand your spouse’s behavior Take responsibility for your own thoughts, feelings, and actions Make choices that can have a lasting, positive impact on you and your spouse An experienced marriage and family counselor, Gary Chapman speaks to those whose spouse is any of the following: Irresponsible A workaholic Controlling Uncommunicative Verbally abusive Physically abusive Sexually abusive Unfaithful Addicted to alcohol or drugs Depressed Marriage has the same potential to be miserable as it does to be blissful. Read Loving Your Spouse When You Feel Like Walking Away to learn how you can turn things around.

Download or read book The Sales Advantage written by Dale Carnegie and published by Simon and Schuster. This book was released on 2003-01-08 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form. The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful—a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as: • How to find prospects from both existing and new accounts • The importance of doing research before approaching potential customers • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) • How to reach the decision makers • How to sell beyond questions of price The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities. The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.

Download or read book Hope Is Not a Strategy The 6 Keys to Winning the Complex Sale The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-03-24 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Download or read book The People Vs Tech written by Jamie Bartlett and published by Penguin. This book was released on 2018-04-05 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the bestselling author of The Dark Net comes a book that explains all the dangers of the digital revolution and offers concrete solutions on how we can protect our personal privacy, and democracy itself. The internet was meant to set us free. But have we unwittingly handed too much away to shadowy powers behind a wall of code, all manipulated by a handful of Silicon Valley utopians, ad men, and venture capitalists? And, in light of recent data breach scandals around companies like Facebook and Cambridge Analytica, what does that mean for democracy, our delicately balanced system of government that was created long before big data, total information, and artificial intelligence? In this urgent polemic, Jamie Bartlett argues that through our unquestioning embrace of big tech, the building blocks of democracy are slowly being removed. The middle class is being eroded, sovereign authority and civil society is weakened, and we citizens are losing our critical faculties, maybe even our free will. The People Vs Tech is an enthralling account of how our fragile political system is being threatened by the digital revolution. Bartlett explains that by upholding six key pillars of democracy, we can save it before it is too late. We need to become active citizens, uphold a shared democratic culture, protect free elections, promote equality, safeguard competitive and civic freedoms, and trust in a sovereign authority. This essential book shows that the stakes couldn't be higher and that, unless we radically alter our course, democracy will join feudalism, supreme monarchies and communism as just another political experiment that quietly disappeared.

Download or read book Hope is Not a Strategy written by and published by . This book was released on 2017 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Good Strategy Bad Strategy written by Richard Rumelt and published by Profile Books. This book was released on 2011-06-09 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: When Richard Rumelt's Good Strategy/Bad Strategy was published in 2011, it immediately struck a chord, calling out as bad strategy the mish-mash of pop culture, motivational slogans and business buzz speak so often and misleadingly masquerading as the real thing. Since then, his original and pragmatic ideas have won fans around the world and continue to help readers to recognise and avoid the elements of bad strategy and adopt good, action-oriented strategies that honestly acknowledge the challenges being faced and offer straightforward approaches to overcoming them. Strategy should not be equated with ambition, leadership, vision or planning; rather, it is coherent action backed by an argument. For Rumelt, the heart of good strategy is insight into the hidden power in any situation, and into an appropriate response - whether launching a new product, fighting a war or putting a man on the moon. Drawing on examples of the good and the bad from across all sectors and all ages, he shows how this insight can be cultivated with a wide variety of tools that lead to better thinking and better strategy, strategy that cuts through the hype and gets results.

Download or read book Primed to Perform written by Neel Doshi and published by HarperCollins. This book was released on 2015-10-06 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: The revolutionary book that teaches you how to use the cutting edge of human psychology to build high performing workplace cultures. Too often, great cultures feel like magic. While most leaders believe culture is critical to success, few know how to build one, or sustain it over time. What if you knew the science behind the magic—a science so predictive and powerful that you could transform your organization? What if you could use cutting edge psychology to unlock people’s innate desire to innovate, experiment, and adapt? In Primed to Perform, Neel Doshi and Lindsay McGregor show you how to do just that. The result: higher sales, more loyal customers, and more passionate employees. Primed to Perform explains the counter-intuitive science behind great cultures, building on over a century of academic thinking. It shares the simple, highly predictive new measurement tool—the Total Motivation (ToMo) Factor—that enables you to measure the strength of your culture, and track improvements over time. It explores the authors’ original research into how Total Motivation leads to higher performance in iconic companies, from Apple to Starbucks to Southwest Airlines. Most importantly, it teaches you to build great cultures, using a systematic and sustainable approach. High performing cultures cant be left to chance. Organizations must create systems that shape and maintain them. Whether you’re a five-person team or a startup, a school, a nonprofit or a mega-institution, Primed to Perform shows you how.

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 Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 1999-03-29 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.