Download or read book Selling by the Numbers written by Jason Miller and published by . This book was released on 2004-09 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most selling books address a particular aspect of the process for you to focus on and improve your skill. It sounds great in theory but contains a fatal flaw. Each step in the process is inextricably connected to the others. That's why most selling books don't work very well. These books assume that a change in any single aspect of the selling process will still fit within the rest of your activity. Selling by the Numbers is a comprehensive and proven system that works whether you are new to a career in selling or trying to revitalize a stagnant career. You'll prepare, mathematically calculate, and implement all of the steps necessary from start to finish and become a master salesperson. You'll learn to build your skills from the bottom up including: Choosing the right prospects Getting your prospect to tell you what they really want. Maximizing the use of your time Communicating for maximum impact Overcoming even the toughest competition Author Jason Miller includes in-depth exercises and worksheets that you'll use to analyze and understand your unique circumstances. Using these simple calculations, you will quickly revitalize your sales effectiveness and secure the success you seek.
Download or read book Magic Numbers for Sales Management written by John Davis and published by John Wiley & Sons. This book was released on 2007-01-22 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship. Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas. Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including: Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers Applying metrics to different phases of the selling process Key behaviors of the most successful sales people Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.
Download or read book Managing Your Business with 7 Key Numbers written by Jeffrey Kenneth Prager and published by Builderbooks. This book was released on 2015 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Use 7 Key Numbers to help you earn greater profits with less time and energy Many builders and contractors struggle to get a clear picture of where their business is at the moment - and where it's headed financially. By the time you compare your accounting reports with your job costing, estimating and change orders, and pipeline, it's too late to make adjustments to guarantee profit. This book will help you see where you stand every day, with every job, by monitoring just 7 Key Numbers that drive all profits and cash flow, including - Number of leads - Sales conversion rate - Customer retention rate Stay on top of every job! Follow the steps in this book to create a process that will let you know when costs or scheduling deviate from the estimate--in time to respond before those changes cost you money. "Managing Your Business with 7 Key Numbers is exceptionally well written, organized, and presented. Specifically directed at professionals engaged in construction, Managing Your Business with 7 Key Numbers is as thoroughly "user friendly' as it is informative, making it very highly recommended." Small Press Bookwatch Oregon, WI
Download or read book The Psychology of Call Reluctance written by George W. Dudley and published by Behavioral Sciences Research Press. This book was released on 1986 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book Money making 900 Numbers written by Carol Morse Ginsburg and published by . This book was released on 1995 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Profiles nearly 400 actual 900-number programs--the winners and the losers.
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 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 A Million Random Digits with 100 000 Normal Deviates written by and published by Minnesota Historical Society. This book was released on 2001 with total page 636 pages. Available in PDF, EPUB and Kindle. Book excerpt: Not long after research began at RAND in 1946, the need arose for random numbers that could be used to solve problems of various kinds of experimental probability procedures. These applications, called Monte Carlo methods, required a large supply of random digits and normal deviates of high quality, and the tables presented here were produced to meet those requirements.This book was a product of RAND's pioneering work in computing, as well a testament to the patience and persistence of researchers in the early days of RAND. The tables of random numbers in this book have become a standard reference in engineering and econometrics textbooks and have been widely used in gaming and simulations that employ Monte Carlo trials. Still the largest published source of random digits and normal deviates, the work is routinely used by statisticians, physicists, polltakers, market analysts, lottery administrators, and quality control engineers. A 2001 article in the New York Times on the value of randomness featured the original edition of the book, published in 1955 by the Free Press. The rights have since reverted to RAND, and in this digital age, we thought it appropriate to reissue a new edition of the book in its original format, with a new foreword by Michael D. Rich, RAND's Executive Vice President
Download or read book Marketing by the Numbers written by Leland Harden and published by AMACOM Div American Mgmt Assn. This book was released on 2011 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Measuring return on marketing investment doesn't have to be mysterious...even in the age of Web 2.0. This book provides you with a foolproof system for determining the effectiveness of all your marketing strategies, online and off. --Book Jacket.
Download or read book Painting with Numbers written by Randall Bolten and published by John Wiley & Sons. This book was released on 2012-02-13 with total page 348 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to communicate better with numbers Whether you are distributing a report or giving a presentation, you have a lot of numbers to present and only a few minutes to get your point across. Your audience is busy and has a short attention span. Don't let an amateur presentation bog you down, confuse your audience, and damage your credibility. Instead, learn how to present numerical information effectively—in the same way you learned how to speak or write. With Painting with Numbers, you'll discover how to present numbers clearly and effectively so your ideas and your presentation shine. Use the Arabic numeral system to your advantage master the use of layout and visual effects to communicate powerfully Understand how audiences process your information and how that affects your "personal brand image" Learn how to be perceived as a professional who truly understands the business concepts and issues underlying your numbers Use software tools, including Excel, PowerPoint, and graphs, efficiently and to drive home your point Author Randall Bolten shares his decades of experience as a senior finance executive distilling complicated information into clear presentations, to help you make your numerical information more comprehensible, meaningful, and accessible. Painting with Numbers is brimming with hands-on advice, techniques, tools, rules, and guidelines for producing clear, attractive, and effective quantation (the word the author has coined for the skill of presenting numbers).
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Download or read book Let s Get Real or Let s Not Play written by Mahan Khalsa and published by Penguin. This book was released on 2008-10-30 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
Download or read book Trading by Numbers written by Rick Swope and published by John Wiley & Sons. This book was released on 2012-02-03 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get the E*Trade experts' inside track on playing the markets For retail traders, knowing which possible strategies to employ when has always been a challenge. That is, until now. For the first time, popular E*Trade educators Rick Swope and Shawn Howell introduce their two-dimensional scoring system for determining how bullish/bearish a trade setup looks by reading charts. In Trading by Numbers, they present a scoring system that uses a trend score and a volatility score, removing the guesswork and giving you a solid guide to the markets. Based on the score, the authors provide a toolkit of option strategies that are best to execute in each specific situation. Using common indicators and patterns, the book provides analysis for choosing your right strategy while managing risk. Authors Swope and Howell are accomplished market educators and their partners are the leaders in trading and investing, including E*Trade, CBOE, OIC, NYSE, NASDAQ OMX, CME and ISE An easy-to-use guide that will help you make the best decisions in any situation, the book is essential for traders at all levels Trading by Numbers outlines a proprietary market scoring system that helps traders determine the best option strategies to execute in any market climate.
Download or read book Designing Data Intensive Applications written by Martin Kleppmann and published by "O'Reilly Media, Inc.". This book was released on 2017-03-16 with total page 658 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
Download or read book Sales written by Ross Elkins and published by Createspace Independent Publishing Platform. This book was released on 2016-01-26 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Access These Killer Sales Strategies and Techniques to Crush Numbers And Exceed Your Sales Goals! No matter how great your product or service is, there's no escaping the fact that you have to engage in sales and marketing. Have you ever wished you had the sales skills you need to grow your business? Sales: Foolproof Method to CRUSH Your Numbers - Selling, Sales Techniques, and Sales Strategy explains the importance of employing sales techniques for higher sales, faster sales, and meeting your monthly goals. You'll learn how to satisfy your customers to expand your business, increase your market share, and gain a competitive advantage. You'll even find out how to apply the 80/20 analysis, and how it benefits you. Through customer evaluations, research, and surveys, you'll learn about the wants and needs of your customer base. You'll find out how to identify the main person and create urgency. This book also describes how to use pricing strategies and free gifts to entice your customers. When you know the essentials of sales psychology, you'll gain and maintain customers like never before! Sales: Foolproof Method to CRUSH Your Numbers - Selling, Sales Techniques, and Sales Strategy also explains these General Mistakes To Avoid: Everything for everybody Talking too much No aggression Freedom to salespersons Never judge Focus on product Failing to be ready Over friendly Don't stalk Don't copy
Download or read book Book of Numbers written by Joshua Cohen and published by Random House. This book was released on 2015-06-09 with total page 693 pages. Available in PDF, EPUB and Kindle. Book excerpt: NATIONAL BESTSELLER • “A wheeling meditation on the wired life, on privacy, on what being human in the age of binary code might mean” (The New York Times), from the Pulitzer Prize–winning author of The Netanyahus NAMED ONE OF THE TEN BEST BOOKS OF THE YEAR BY VULTURE AND ONE OF THE BEST BOOKS OF THE YEAR BY NPR AND THE WALL STREET JOURNAL “Shatteringly powerful . . . I cannot think of anything by anyone in [Cohen’s] generation that is so frighteningly relevant and composed with such continuous eloquence. There are moments in it that seem to transcend our impasse.”—Harold Bloom The enigmatic billionaire founder of Tetration, the world’s most powerful tech company, hires a failed novelist, Josh Cohen, to ghostwrite his memoirs. The mogul, known as Principal, brings Josh behind the digital veil, tracing the rise of Tetration, which started in the earliest days of the Internet by revolutionizing the search engine before venturing into smartphones, computers, and the surveillance of American citizens. Principal takes Josh on a mind-bending world tour from Palo Alto to Dubai and beyond, initiating him into the secret pretext of the autobiography project and the life-or-death stakes that surround its publication. Insider tech exposé, leaked memoir-in-progress, international thriller, family drama, sex comedy, and biblical allegory, Book of Numbers renders the full range of modern experience both online and off. Embodying the Internet in its language, it finds the humanity underlying the virtual. Featuring one of the most unforgettable characters in contemporary fiction, Book of Numbers is an epic of the digital age, a triumph of a new generation of writers, and one of those rare books that renew the idea of what a novel can do. Praise for Book of Numbers “The Great American Internet Novel is here. . . . Book of Numbers is a fascinating look at the dark heart of the Web. . . . A page-turner about life under the veil of digital surveillance . . . one of the best novels ever written about the Internet.”—Rolling Stone “A startlingly talented novelist.”—The Wall Street Journal “Remarkable . . . dazzling . . . Cohen’s literary gifts . . . suggest that something is possible, that something still might be done to safeguard whatever it is that makes us human.”—Francine Prose, The New York Review of Books
