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Author : Dave Kahle
Publisher :
ISBN 13 : 9780143030027
Total Pages : 224 pages
Book Rating : 4.0/5 (3 download)
Download or read book 10 Secrets Of Time Management For Salespeople written by Dave Kahle and published by . This book was released on 2003-04-01 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 160163904X
Total Pages : 171 pages
Book Rating : 4.6/5 (16 download)
Download or read book 10 Secrets of Time Management for Salespeople written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2002-11-01 with total page 171 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide to help salespeople work smarter and harder, and ultimately use their time more effectively. The typical salesperson today is overwhelmed, trapped in a chaotic, pressure-filled environment with too much to do and not enough time to do it. Salespeople need help! This book provides it. Dave Kahle contends that smart time management is not about cramming more activity into each hour; but about achieving greater results in that hour. The content has been honed in hundreds of seminars and refined by the perceptions and experiences of thousands of salespeople. 10 Secrets of Time Management for Salespeople provides powerful, practical insights and ideas that really work, including hundreds of specific, practical, effective time management tips from dozens of salespeople who are on the “front lines” every day. The author, Dave Kahle, has been the number-one salesperson in the country for two different companies in two distinct industries. He’s presented seminars throughout the world, published more than four hundred articles, and authored three books and thirty-two multimedia training programs.
Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 1601635311
Total Pages : 233 pages
Book Rating : 4.6/5 (16 download)
Download or read book 11 Secrets of Time Management for Salespeople written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2013-04-22 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: The typical salesperson today is overwhelmed, with too much to do and not enough time in which to do it. Salespeople need help, and Dave Kahle provides it.Dave Kahle contends that smart time management is not about cramming more activity into each hour, but about achieving greater results in that hour. The content has been honed in hundreds of seminars and refined by the feedback and experiences of thousands of salespeople.The first edition of this book was translated into seven languages and made available in 20 countries. Since then, the problem for salespeople has become even more acute, with smart phones and tablets creating a culture of instant communication. Salespeople need assistance in not being seduced by all the digital noise.11 Secrets of Time Management for Salespeople provides powerful, practical insights and ideas that really work, including hundreds of specific, practical, effective time-management tips from dozens of salespeople who are on the front lines every day.
Author : Brian Lambert
Publisher : Lulu.com
ISBN 13 : 1430300205
Total Pages : 234 pages
Book Rating : 4.4/5 (33 download)
Download or read book Sales Pro Success Secrets written by Brian Lambert and published by Lulu.com. This book was released on 2006-10-01 with total page 234 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will arm you with a solid understanding of what professional selling entails. It will explain the various selling environments, the way sales teams are organized, and provide an explanation of what it takes to succeed. Would a Doctor begin operating on a patient without an understanding of the circulatory system, digestive system, or other important definitions of human anatomy? Absolutely not! Just as every profession provides an explanation of what it takes to succeed while providing a common language of understanding, so too should every new salesperson understand "what" selling is, before you begin to learn "how" to sell. The authors provide a conversational real-world explanation of what selling is while sharing important insights one what helped them succeed as top performing sales representatives at Hewlett Packard and Dun & Bradstreet and various other selling environments.
Author : Maxine Kamin
Publisher : Association for Talent Development
ISBN 13 : 1607283670
Total Pages : 289 pages
Book Rating : 4.6/5 (72 download)
Download or read book 10 Steps to Successful Customer Service written by Maxine Kamin and published by Association for Talent Development. This book was released on 2010-02-01 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing great customer service has never been more critical for the success of any business. 10 Steps to Successful Customer Service is designed as a quick but effective check up to ensure that front line professionals as well as customer service managers focus on the key practices that keep and create satisfied customers. Beginning with a focus on individual motivation for service, Maxine Kamin covers all the bases critical for success from trust and relationship building to maintaining a big picture perspective to avoid burn out on the job. The 10 Steps to creating spectacular customer service! Step 1: Identify Service Motivation and Mission Step 2: Define Great Service for Your Organization Step 3: Form Great Relationships Step 4: Build Trusting Relationships that Last Step 5: Use the Law of Attraction—Be Positive Step 6: Aggressively Solve Problems—the Bigger the Better Step 7: Recover from Mistakes Gracefully Step 8: Give Customers and Yourself a Break Step 9: Keep It Cool When Things Get Hot Step 10: Be Your Own Best Customer
Author : Jason Jordan
Publisher : McGraw Hill Professional
ISBN 13 : 0071769617
Total Pages : 272 pages
Book Rating : 4.0/5 (717 download)
Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Author : Robert W. Bly
Publisher : Red Wheel/Weiser
ISBN 13 : 1601637160
Total Pages : 216 pages
Book Rating : 4.6/5 (16 download)
Download or read book Make Every Second Count written by Robert W. Bly and published by Red Wheel/Weiser. This book was released on 2010-12-20 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Dozens of proven methods to get more done in less time, from the author of The Copywriter’s Handbook and Little Blue Book of Business Wisdom. Make Every Second Count goes beyond the usual time-management books to bring you a much broader range of strategies and tactics—you’ll discover how to maximize your time by setting priorities, create useful schedules, overcome procrastination, and boost your energy level and productivity through diet, exercise, and sleep. You’ll also learn how using the latest technology can enable you to manage information and communicate more effectively and efficiently. Find out: How to eliminate bad habits and unnecessary activities that slow you down The painless way to handle paperwork How to master the art of saying no The three types of to-do lists every person should keep Get time-tested advice on goal setting, business travel, social networking, mobile technology, planning systems, time management in the home, and more—and start making every second count!
Author : QuickRead
Publisher : QuickRead.com
ISBN 13 :
Total Pages : 21 pages
Book Rating : 4./5 ( download)
Download or read book Summary of 15 Secrets Successful People Know About Time Management by Kevin Kruse written by QuickRead and published by QuickRead.com. This book was released on 2019-12-18 with total page 21 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the 15 secrets of highly successful people and how you can use their secrets to boost your productivity, feel less stressed, and leave work on time each day. Our lives are filled with distractions. As you go about your day, your phone constantly buzzes with important emails, text messages, phone calls, and news alerts. These constant interruptions steal your most valuable resource: time. The danger of losing time is that you never get it back. You have 1,440 minutes in a day, the same as everybody else, but it’s up to you to use them wisely. Luckily, Kevin Kruse has done the hard work for you by researching and interviewing hundreds of highly successful people. Now, you can learn the 15 secrets for success as laid out by billionaires like Mark Cuban, Richard Branson, and Jack Dorsey. Do you want more free book summaries like this? Download our app for free at https://www.QuickRead.com/App and get access to hundreds of free book and audiobook summaries. DISCLAIMER: This book summary is meant as a preview and not a replacement for the original work. If you like this summary please consider purchasing the original book to get the full experience as the original author intended it to be. If you are the original author of any book on QuickRead and want us to remove it, please contact us at [email protected]
Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 1601635044
Total Pages : 60 pages
Book Rating : 4.6/5 (16 download)
Download or read book Time Management written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2013-08-22 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: The life of a 21st-century salesperson is a battle…with an overwhelming number of things to do, ever-rising expectations, and conflicting pressures. Customers are more sophisticated, more demanding, and harder to see then ever. Voice mail has made it necessary for many salespeople to spend an inordinate amount of time on the phone. Salespeople are being asked to collect more information about their customers, report in ever-more sophisticated ways, use more and more complex computer programs, and take part in more meetings than ever before.
Author : Andy Paul
Publisher : Morgan James Publishing
ISBN 13 : 1614480508
Total Pages : 183 pages
Book Rating : 4.6/5 (144 download)
Download or read book Zero-Time Selling written by Andy Paul and published by Morgan James Publishing. This book was released on 2011-08-01 with total page 183 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today’s fast-paced information-driven economy, customers want to make informed buying decision about new products in the least time possible. Your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever contact your company. Thus, when the customer finally contacts you, it means that their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer’s questions dramatically improves their chances to win the order. Zero-Time Selling shows you, the CEO, business owner, sales manager and sales professional, in 10 simple steps, how to always be first.
Author : Christian K. Hansen
Publisher : John Wiley & Sons
ISBN 13 : 1118087259
Total Pages : 162 pages
Book Rating : 4.1/5 (18 download)
Download or read book Time Management for Department Chairs written by Christian K. Hansen and published by John Wiley & Sons. This book was released on 2011-06-01 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Department chairs who have asked themselves the question 'Who knows where the time goes' should ask Christian Hansen for the answer. His book, Time Management for Department Chairs, will help chairs maximize the investment of their most important resources their time, focus, and energy." Don Chu, author, The Department Chair Primer "Department chairs take note: Hansen's Time Management for Department Chairs can change your life in just three hours. Written by a seasoned academic chair, the author offers practical ideas and strategic advice about how to increase your day-to-day effectiveness (and sanity) by using proven approaches to managing expectations, organizing tasks, running meetings, monitoring communication, controlling calendars, avoiding interruptions, containing crises, and everything else in between. If you want to learn how to strike a better work-life balance, this book should be at the top of your reading list!" Christine Licata, senior associate provost, Rochester Institute of Technology "It's about time the resource department chairs have the least of and what faculty want the most! Christian Hansen's book is filled with insights, techniques, and artful strategies to help chairs maximize their time while working effectively with faculty and balancing their personal and professional lives. This book is a life saver!" Walter Gmelch, dean, University of San Francisco
Author : David Kahle
Publisher :
ISBN 13 :
Total Pages : 256 pages
Book Rating : 4.:/5 (113 download)
Download or read book 11 Secrets of Time Management for Salespeople, 11th Anniversary Edition written by David Kahle and published by . This book was released on 2015 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Today's typical salesperson is overwhelmed, with too much to do and not enough time to do it. Salespeople need help, and Dave Kahle provides it. Dave Kahle contends that smart time management is not about cramming more activity into each hour, but is instead about achieving greater results in that hour. The content has been honed in hundreds of seminars and refined by the feedback and experiences of thousands of salespeople. The first edition of this book was translated into seven languages and made available in twenty countries. Since then, the problem for salespeople has become even more acute, with smart phones and tablets creating a culture of instant communication. 11 Secrets of Time Management for Salespeople provides powerful, practical insights and ideas that really work, including hundreds of specific, practical, and effective time-management tips from dozens of salespeople who are on the front lines every day. Dave Kahle has been the top salesperson in the nation for two companies in two distinct industries. He has authored nine books, presented in forty-seven states and nine countries, and has personally and contractually worked with more than three hundred companies to help them increase their sales. Specializing in the B2B environment, Dave creates customized training programs, speaks at national conventions, and consults in areas of sales system design and sales force compensation. He splits his time between Grand Rapids, Michigan, and Sarasota, Florida.
Author : Hassan El-Zein
Publisher : Hassan El-Zein
ISBN 13 :
Total Pages : 47 pages
Book Rating : 4./5 ( download)
Download or read book Mastering Selling Skills written by Hassan El-Zein and published by Hassan El-Zein. This book was released on 2021-01-21 with total page 47 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction Selling is a process that proceeds from devising into prospecting, encountering, and then closing. Questions that are related to these four stages must be catered to: · What technological tools must the salespeople be empowered with? · Should a salesperson interact more with existing customers or new customers? · What are the right questions that salespeople should use in addressing prospects? · What are the tactics or strategies to close the sale? After understanding all the critical elements in the selling process, one should have a deeper insight into the essentials of service, communication, and negotiation, without overlooking the importance of cultural and emotional intelligence. Service is all about consistency and catering to the needs of the customers. One of the major needs of the customer is the competitive price. What are the other major needs? What additional needs must be fulfilled for each service or business one is in? Tenacity is a major skill needed by both salespeople and customer service personnel. What are the other necessary skills? What is customer relationship management? Surely, we will answer all of this in a highly concise communicative style! Communication is all about listening, body language, proper usage, and skills of both e-mail and telephone operations, as well as presentation skills such as PowerPoint. This book has a section called “Helicopter View” that will concisely explain CRM sales and service as well as major useful shortcuts in PowerPoint. Communication must also be clear, concise, and complete. Based on this, this eBook is built! Negotiation is all about planning and anticipating. One must be well prepared to overcome impasses, know his or her reservation prices, master the major negotiation tactics, and counter them meticulously. This is not all! What happens if you have to sell something abroad? Do you have the necessary cultural intelligence? How much knowledge do you have of various cultures? What is your level of adaptation? And is that motivating enough to you? In addition to the cultural quotient, we will also cover the criticality of the emotional and adversity quotients. As you can see, selling requires a lot of skills. Yet if you attain them all as this eBook will guide you, it is guaranteed you can sell any good product or service!
Author : George Sheldon
Publisher : Red Wheel/Weiser
ISBN 13 : 1564149528
Total Pages : 289 pages
Book Rating : 4.5/5 (641 download)
Download or read book Sales & Pitch Letters for Busy People written by George Sheldon and published by Red Wheel/Weiser. This book was released on 2007-01-01 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and marketing is a fast-paced environment, and there is never enough time to write good letters--letters that will communicate, convince, and close. Sales & Pitch Letters for Busy People will help salespeople at every level save time and avoid having to produce sales and pitch letters from scratch. Sales & Pitch Letters for Busy People is a handy, quick-reference guide that not only tells you how to write virtually any kind of sales pitch letter, but includes a wide range of samples that you can easily and quickly adapt and use right now. This book includes concise, easy-to-use writing tips and resources that get attention--and results! Packed with solid writing advice and useful techniques, it also includes a CD-ROM that contains templates not only for all of the sample letters included in the text, but even more. This guide will cut the time you spend on writing sales, marketing, and pitch letters in half--and will help you get the results you want and need. Don't worry about finding the "right" word or phase, or even the "right" format of your sales correspondence--the work has been done for you.
Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 160163806X
Total Pages : 178 pages
Book Rating : 4.6/5 (16 download)
Download or read book Question Your Way to Sales Success written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2008-08-15 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the powerful questions to ask that separate the mediocre salespeople from the superstars. A good question is a salesperson’s most powerful tool, one that can be used in every stage of the sales process, from making appointments to closing the sale. Yet, most salespeople are ill-equipped to use this tool effectively. As a result, they deal with price issues, and wonder why the customer purchased from someone else. Question Your Way to Sales Success will transform the way you think and operate by offering specific, practical advice on how to ask better sales questions. A powerfully asked question . . . •Collects deeper and more detailed information about your customer •Makes your customer think about what you want him or her to think about •Creates the perception of your competence in your customer’s mind •Gains agreement from your customer—and clinches the deal
Author : Eric Taylor
Publisher : John Wiley & Sons
ISBN 13 : 0470651504
Total Pages : 548 pages
Book Rating : 4.4/5 (76 download)
Download or read book Mastering the World of Selling written by Eric Taylor and published by John Wiley & Sons. This book was released on 2010-07-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar
Author : Sean O'Shaughnessey
Publisher :
ISBN 13 : 9780692111925
Total Pages : 298 pages
Book Rating : 4.1/5 (119 download)
Download or read book Eliminate Your Competition written by Sean O'Shaughnessey and published by . This book was released on 2018-05-14 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
