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12 Sales Tips
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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 Selling Power's Best written by and published by Personal Selling Power, Incorporated. This book was released on 2000 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Sell It Like Serhant by : Ryan Serhant
Download or read book Sell It Like Serhant written by Ryan Serhant and published by Hachette UK. This book was released on 2018-09-18 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more! Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO! Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.
Book Synopsis The Challenger Sale by : Matthew Dixon
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 SNAP Selling written by Jill Konrath and published by Penguin. This book was released on 2010-05-27 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Book Synopsis 12 SALES TIPS Keys to Unlocking Your Peak Performance Selling by :
Download or read book 12 SALES TIPS Keys to Unlocking Your Peak Performance Selling written by and published by . This book was released on 2021 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Quick Sales Tips–Practical Advice, in Bite Sized Pieces! by : Susan A. Enns
Download or read book Quick Sales Tips–Practical Advice, in Bite Sized Pieces! written by Susan A. Enns and published by B2B Sales Connections Inc.. This book was released on 2013-03-01 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Quick Sales Tips" is a collection of little ideas to help you realize your sales potential. Simply put, this is practical advice, in bit sized pieces. Whether you are an entrepreneur marketing your own products and services, or a direct sales representative servicing your assigned sales territory, this book will improve your skills so you will sell more. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. When we started the company, B2B Sales Connections, a number of years ago, we realized that one of the best ways to improve people’s sales skills was to distribute a monthly sales newsletter filled with sales tips, techniques, and best practices. The glowing feedback we received from the readers of "AIM HIGHER" was overwhelming and our subscriber quickly grew, as it continues to do so today. One of the most popular sections of the newsletter has always been our monthly quick sales tip, dating all the way back to our first edition. It was when one subscriber wrote us and said, “... if sales folks would follow your "sales tip of the month" every day...their life would change” we decided to put all our best tips in one place and the idea for this book was born. "Quick Sales Tips" is based on over 50 years of successful B2B sales and sales management expertise. It is a collection of our own personal sales techniques, as well as other successful sales professionals we have been lucky enough to work with over the years. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. We hope you find them as influential on the success of your career as our newsletter subscribers have found them to be. When you retire and look back on your career, you will realize it was the small improvements to your skills and techniques you made over the years that made the most difference on your overall success. After all as Alan Weiss once said, Improve by 1 percent a day, and in just seventy days, you're twice as good." Aim higher!
Book Synopsis Bite-size Sales Tips by : Neil Watson
Download or read book Bite-size Sales Tips written by Neil Watson and published by Kogan Page Publishers. This book was released on 2001 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: The buzz from making that crucial sale can be better than sex, and no wonder when sales professionals are increasingly under pressure to improve their performance and meet ever more demanding sales targets.If you are a busy sales professional then here, at last, is your salvation. Based on first-hand experience, Bite-Size Sales Tips provides essential advice to help you meet and beat your targets. It covers a wide range of topics in a reader-friendly format, including:dealing with difficult customers;managing time correctly;making speculative calls;negotiation techniques;providing excellent customer service;winning new business;being positive about failure;avoiding stress.From making that perfect presentation to putting across a professional image, Neil Watson and Steve Hurst guide you through the key concepts of selling in a lively, accessible style. If you are looking for practical ideas that address all aspects of the sales process to help to boost your own and your company's performance, then all the inspiration you will need is contained within these pages.
Book Synopsis 12 Simple Steps to Better Sales by : Cassandra Fenyk & Sh
Download or read book 12 Simple Steps to Better Sales written by Cassandra Fenyk & Sh and published by Speedy Publishing LLC. This book was released on 2013-05-19 with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are a sales representative or business development professional, entrepreneur, solo practitioner, or small business owner, this book can help you to increase your sales by making small tweaks to what you are already doing. It may also remind you of some simple activities that you haven't been doing that can be easily incorporated into your sales process or routine. More specifically, this guide will give you tips on: o How to sell - in general o Building credibility in your industry or market o Lead generation methods that you may need to add to your arsenal o Lead follow up dos and don'ts to keep your leads hot o Saving time by using auto responders o Closing more sales through email marketing Just to name a few Whether you focus on offline or online sales, this guide can help you to increase your sales dramatically AND quickly. The longer you wait, the more sales you are losing...
Book Synopsis 1,200 Great Sales Tips for Real Estate Pros by : Realtor Magazine
Download or read book 1,200 Great Sales Tips for Real Estate Pros written by Realtor Magazine and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Perfect for brokers, agents, and other real estate professionals, this handy guide brings together the best ideas from years of incredibly practical lists and checklists published in REALTOR Magazine. This practical, one-of-a-kind guide is perfect for learning the business of real estate and perfecting the best and most effective tactics and techniques for helping your real estate career and business grow.
Book Synopsis 51 Sales Tips by : Raúl Sánchez Gilo
Download or read book 51 Sales Tips written by Raúl Sánchez Gilo and published by Raúl Sánchez Gilo. This book was released on 2018-09-22 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: 51 key advice and fundamental principles for selling more and succeed selling. If you sell or want to sell, this book is for you. Turn your sales into extraordinary with hundreds of priceless concepts and essential advice for selling more. A book 100% loaded with techniques for professional success and essential tips for selling, written from experience. The second book in the "Salesman’s Thoughts" series, a series of sales books - independent but complementary - about fundamental and timeless concepts that will help you sell more and understand the keys to succeed selling. Who this book is for: for new salespeople, entrepreneurs, start-ups, business owners, sales professionals needing a refresher, sales training, sales managers, sales teams, business students and anyone looking to increase their sales knowledge. If you are looking for simple tricks for closing sales, this is not your book. No tricks or gimmicks, but rather the fundamental elements that any seller needs to know. Among many other advice, it includes: The keys to modern selling, and how to help your client to buy. The keys and strategies to differentiate us from the competition. How to avoid competing only for price and sell for values. How to listen and ask your client better. How to sell more without lowering the price. How to overcome price objections. How to eliminate negative costs in the client's mind and go beyond price. How to optimize the customer and prospect experience. How to correctly qualify prospects and get quality clients. Keys to make advance your sales funnel. How to correctly develop your proposal. How to close more sales. Readers opinion (from the original edition): "A book that reminds us of the basics that have worked for so long." Fantastic and Essential. An essential reading to understand the complicated world of sales. Recommended whether you are a salesperson or not. A reading that captivates you from the first page to the last, told in a simple and enjoyable format." "A practical book to reflect on and deepen the sale, very well structured in commercial pills. People-based selling: relationship, trust and value." “A highly recommended book. The book summarizes in a practical and easy-to-read way how to apply sales techniques to your real world.” Each advice is a sales pill that will help you to sell more and better. Click the buy button and start selling more today!
Book Synopsis 12 Rules for Selling by : Alliance Publishing
Download or read book 12 Rules for Selling written by Alliance Publishing and published by Alliance Publishing. This book was released on 2024-07-16 with total page 110 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the essential principles of successful salesmanship with "12 Principles for Successful Sales: Mastering the Art of Selling." This comprehensive guide draws insights from renowned experts like Zig Ziglar, Brian Tracy, and Phil M. Jones, offering practical strategies for mastering communication, building trust, and closing deals effectively. Whether you're new to sales or a seasoned professional, this book equips you with proven techniques to enhance your sales skills and achieve lasting success. Dive into a transformative journey and elevate your sales game today!
Book Synopsis How to Sell Anything to Anybody by : Joe Girard
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.
Book Synopsis The Psychology of Selling by : Brian Tracy
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.
Book Synopsis Selling Is Not for Cowards by : Francis Okumu
Download or read book Selling Is Not for Cowards written by Francis Okumu and published by CreateSpace. This book was released on 2015-03-10 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt: Herein, lies 12 invaluable, and surefire sales principles, which will not only help push you towards acquiring more clients, but will equally arm you with the right attitude, and elegantly motivate you to sell stronger, smarter, and more successfully.
Book Synopsis Monday Morning Sales Tips by : Maura Fleming
Download or read book Monday Morning Sales Tips written by Maura Fleming and published by CornerStone Leadership Inst. This book was released on 2009-03 with total page 68 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis How to Sell to an Idiot by : John Hoover
Download or read book How to Sell to an Idiot written by John Hoover and published by John Wiley & Sons. This book was released on 2005-12-02 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospecting far more effective Use idiot-speak to connect with prospects and gather vital information that makes selling easy Spice up your sales pitch for faster closings and larger sales Wring referrals out of clients like water from a sponge And much more! "Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves." —Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation "How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor." —Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company "How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!" —Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening
