Download or read book Selling Vision The X XY Y Formula for Driving Results by Selling Change written by Lou Schachter and published by McGraw-Hill Education. This book was released on 2016-03-08 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.

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 Ninja Selling written by Larry Kendall and published by Greenleaf Book Group. This book was released on 2017-01-03 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. ​Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.

Download or read book Selling Results written by Stinnett and published by Tata McGraw-Hill Education. This book was released on 2007-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Results! is packed with practical advice for putting Stinnett's cutting-edge ideas to use, and includes a 16-point implementation checklist for making the Results-Based Selling method work for you. These concepts, strategies, techniques, and tools can be implemented as a complete system, or individually integrated with whatever processes and infrastructure you already have in place.

Download or read book Consistency Selling written by Weldon Long and published by . This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are your sales results always awesome? Or do some months leave you wondering if youll be able to pay your mortgage?

Download or read book You Can Sell written by Shiv Khera and published by A&C Black. This book was released on 2014-01-10 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: Grow by mastering the art of selling with integrity TURN NOs INTO YESes · Gain success and avoid pitfalls · Meet and exceed your goals · Establish credibility and grow · Gain a competitive edge · Learn the qualities of a winning professional BECOME UNSTOPPABLE AND SELL YOUR WAY TO SUCCESS!

Download or read book Smart Selling on the Phone and Online written by Josiane Feigon and published by AMACOM. This book was released on 2021-10-12 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an age of telesales and digital selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance based on the author’s TeleSmart 10 System for Power Selling. Bestselling author and TeleSmart Communications president Josiane Feigon equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. In Smart Selling on the Phone and Online, you’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling. The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.

Download or read book Stop Whining Start Selling written by Jeff Blackman and published by John Wiley & Sons. This book was released on 2003-12-18 with total page 376 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you want real-world solutions to drive monstrous results, like a 25—50% increase or more in revenue and earnings, Stop Whining! Start Selling! is for you! As a business leader, salesperson, CEO, manager, executive, or entrepreneur, get ready to grow your business, enhance your profits, boost your earnings, and improve your life. Quickly, ethically, and dramatically! This book gives you an almost unfair competitive advantage. It’s loaded with powerful insights and how-to success strategies on: Ethics Sales Marketing Negotiations And more! Order your copy today!

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 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 Secrets of Power Selling written by Kelley Robertson and published by John Wiley and Sons. This book was released on 2010-02-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The Secrets of Power Selling "Finally a book that really does Keep It Simple. The Secrets of Power Selling is for anyone just starting their sales career as well as for seasoned sales professionals who are always looking to improve their skills. This is the reference guide for what it takes to have a successful sales career. With the changes happening in the workforce, our ability to sell ourselves becomes more and more important; Kelley has given us a tool to give us that edge." —Deane Parkes, CEO, Preferred Nutrition "If you’re a business professional, The Secrets of Power Selling is a must read. The most powerful aspect of this book is that it distills over 17 years of successful sales and business experience into bite-sized chunks of powerful advice that you can read in short time frames. I give it my five-star rating." —David Frey, Author, The Small Business Marketing Bible "Wow! 101 no B.S. ideas any sales person can use immediately to produce results! Each one is a gem. I wish the people who sell for me did all these." —Michael Hepworth, President, Results Exchange Inc. It’s competitive out there and there’s a lot expected of you in terms of results. But sales calls can be stressful, closing sales is not always easy, and hitting your sales targets month after month is difficult and frustrating. You don’t get much formal training and it’s impossible to find the time to improve your sales skills yourself. Besides, where would you even begin? Start with The Secrets of Power Selling! Its 101 quick tips are packed with great stories and practical advice that you can immediately put into action to help improve your sales results. Tips range from A to Z (okay, A to W!) on topics such as planning, setting goals, maintaining your health, developing your confidence, using free offers effectively, the importance of your personal appearance, and much, much more. Whether you are new to selling, an experienced veteran, a business owner or entrepreneur, or a sales manager training, supervising, and coaching a team, you will learn valuable tips that will help you increase your sales and earn more money.

Download or read book Sales Audit written by Corey Hutchison and published by iUniverse. This book was released on 2007 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Executives want predictability and improvement in the performance of the business. Top-line predictability is the result of repeatable execution of a documented sales process, examination of the results, and modification of the process to assure future results. Predictability depends on auditing the selling process. Can the sales process be audited? Sales managers argue that selling is an art-form exempt from scrutiny. But to produce predictable results, the sales organization must document and interrogate its processes using 'Sarbanes-Oxley-like' rigor and 'comply' with senior management expectations. This book organizes effective sales management processes into a comprehensive, repeatable system. It distills years of observation, training, and real-world experience into a step-by-step system for auditing a sales process. How do executives view the sales team's skills and effectiveness? Is the company hiring and tracking these skills through a defined sales process? Is the company measuring the sales team on their execution using these skills? This book explores the concept of the Sales Audit and explains how to use it to achieve predictability of results through 'sales process compliance': * Align senior management expectations with those of the sales team. * Interrogate the steps of the current sales process to evaluate its effectiveness. * Measure the sales team's adherence to the process and their results. * Review the performance of the process in terms of predictability of results. * Ensure the continual improvement of the process and its future alignment with organizational results.

Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Download or read book Strengths Based Selling written by Tony Rutigliano and published by Simon and Schuster. This book was released on 2011-03 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.

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 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 The Transparency Sale written by Todd Caponi and published by IdeaPress Publishing. This book was released on 2020-06-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.