Download or read book The Science of Sales Success written by Josh Costell and published by Amacom Books. This book was released on 2003-12 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing a system that gives customers more measurable benefits than competitors, Costell shows how sales professionals can make fewer calls and win higher-profit orders. Filled with examples and case studies, the book shows how to build value-driven solutions from the perspective of customers' goals rather than the products and services being offered.
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 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 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 Ultimate Selling written by Jim Martin and published by . This book was released on 2011-03-01 with total page 125 pages. Available in PDF, EPUB and Kindle. Book excerpt: Successful sales expert Jim Martin takes apart the elements of typical selling and rearranges them to create a completely different approach to professional sales. In his thought-provoking book, Ultimate Selling: The Art & Science of Sales Success, Jim demonstrates how a deep commitment to win-win and refusing to create or respond to pressure can actually help your sales success climb. Ultimate Selling offers simple, common-sense directions anyone can use to create a lucrative sales career with strength, enjoyment, and integrity.
Download or read book Sell More with Science written by David Hoffeld and published by Penguin. This book was released on 2022-03-22 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The groundbreaking system scientifically proven to increase your performance and launch you to unprecedented levels of success. Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world. Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. You’ll discover: • two evidence-based mindsets that will help you earn more sales • seven strategies that will boost your chances of reaching any goal • powerful principles that will enhance your ability to guide potential clients into positive buying decisions • ways to win day-to-day interactions—in business and beyond • how to reframe any idea or situation • what it means to sell with integrity • a science-backed formula you can follow to create positive career change • and much more Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.
Download or read book Neuro Sell written by Simon Hazeldine and published by Kogan Page Publishers. This book was released on 2013-11-03 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anyone involved in sales faces huge challenges these days, from fierce global competition and increased pressure on margins to the power of internet-savvy buyers and difficulties with getting time with prospective buyers. To succeed in sales, something more than the traditional techniques is needed. Neuro-Sell presents an effective, brain-based approach to selling that is sensitive to what's going on in the customer's mind. Neuro-Sell helps readers understand the importance of the unconscious and get below the surface of what people say to recognise what they really mean. Packed with examples, quizzes, templates and interactive exercises, it develops readers' skills in building sales relationships with the four main types of buyer and outlines the five stages of neuro-negotiating that will help give readers the competitive edge.
Download or read book Science of Sales Success written by and published by . This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 The New Science of Selling and Persuasion written by William T. Brooks and published by John Wiley & Sons. This book was released on 2004-05-12 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.
Download or read book Sales Enablement 3 0 The Blueprint to Sales Enablement Excellence written by Roderick Jefferson and published by Poppy Court Publishing. This book was released on 2021-04-23 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.
Download or read book The Spirit of Selling written by Rhonda Petit and published by . This book was released on 2021-11-30 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no life in mechanics. The Spirit is in the principles. This book contains a timeless message for anyone and everyone who endeavors to sell well and live free. Selling is an art, and there are universal, timeless laws that govern successful selling. These laws are the fundamentals of which everything and everyone are governed on this planet, yet most people may not even know they exist, let alone how to apply them to their everyday lives and selling. As a sales and business coach with over 35 years of sales and sales management experience, Rhonda Petit believes selling is 95% mindset and 5% mechanics. If you have a desire to understand your greatest asset, your mind, and how to use it to cause your sales success and sell more, then this book is for you. In this book you will learn how to align and attune yourself to Universal Law, and activate your courage, confidence, and competence. You will understand the world is never out to get you and why challenge and contrast are gifts. You will be empowered once and for all to kick your saboteur to the curb, and never surrender power to it again. Selling is an act of service to guide your clients through transformation. The Spirit of Selling blueprint is principle-centered. Use this information to create a new sales dynamic for you and your customers. May all future generations of sales professionals embrace the true spirit of selling and be recognized and respected for providing the ultimate customer buying experience.
Download or read book Sales Is a Science written by Allan Lobeck and published by iUniverse. This book was released on 2011-02 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.
Download or read book Seven Stories Every Salesperson Must Tell written by Mike Adams and published by . This book was released on 2018-08-28 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do the best salespeople connect, influence and persuade? With stories. 'Seven Stories Every Salesperson Must Tell' takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible. Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling -- from first hello to signed contract. You'll learn stories to help you: Establish rapport and trust Present challenging insights Differentiate your solution Share your company values Unstick negotiation stand-offs Create better business outcomes. This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.
Download or read book Scientific Selling written by Nancy Martini and published by John Wiley & Sons. This book was released on 2012-03-22 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Download or read book The SaaS Sales Method written by Fernando Pizarro and published by . This book was released on 2021-07-29 with total page 112 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
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?
