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A Guide To Selling Services In North America
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Book Synopsis A Guide to Selling Services in North America by : Great Britain. Department of Trade and Industry
Download or read book A Guide to Selling Services in North America written by Great Britain. Department of Trade and Industry and published by . This book was released on 1998 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book How Clients Buy written by Tom McMakin and published by John Wiley & Sons. This book was released on 2018-02-14 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Book Synopsis The New Rules of Sales and Service by : David Meerman Scott
Download or read book The New Rules of Sales and Service written by David Meerman Scott and published by John Wiley & Sons. This book was released on 2016-06-27 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.
Book Synopsis Guide to Federal Government Sales by :
Download or read book Guide to Federal Government Sales written by and published by . This book was released on 2003 with total page 36 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series by : Robert J. Weese
Download or read book How To Find, Recruit & Manage Independent Sales Agents-Part of the Action Plan For Sales Success Series written by Robert J. Weese and published by B2B Sales Connections Inc.. This book was released on 2015-02-02 with total page 149 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you struggling to grow your sales? Trying to decide whether the time is right to hire a direct sales force? Would you like to approach new markets and territories using a proven business model that will reduce your go-to-market costs? If you are looking to expand your sales into new markets or territories it usually means you have to find a dedicated sales person to work direct for your company. This is an expensive and time intensive method of expanding your business. Attempting to recruit and train sales people who are going to be in a territory that is not local can be very difficult to accomplish. Costs of recruiting are high, remote management and training becomes a problem and monitoring the new sales rep's performance can become a full time job. The answer is to find experienced, local sales agents who reside in the territory you want to penetrate. In some industries sales agents represent the bulk of a companies selling strategy. In North America alone there are tens of thousands of sales agents and many are looking for new products to represent. If you are looking for a comprehensive guidebook that can help you find, train and manage independent sales agents (ISA's), also called manufacturers' representatives then this book is for you. How to Find, Recruit & Manage Independent Sales Agents is a proven, turnkey system that will become the foundation of your sales agent program. What You Will Learn: - The power of independent sales agents - Three models for sales agent programs - How to find sales agents in your industry - How to approach and engage sales agents in their language - How to design a sales agent compensation program Each chapter contains coaching exercise to help you create your program so it will attract the attention of sales agents. The book is loaded with scripts, templates and tips that can help you build your own alternate sales channel using sales agents. It All Starts Here! – if you are trying to decide whether to hire more full time direct sales people for your organization of look for new alternatives that will reduce your cost of sale then this book is right for you. "This fast-moving, practical book, based on years of experience, shows you how to leverage and multiply the sales potential of your products and services, selling five and ten times as much as you ever thought possible." - Brian Tracy – Author, Ultimate Sales Success. "Bob has written a comprehensive guide which offers the reader a complete review of how to select, manage and motivate independent reps. He provides proven exercises, forms, and templates to equip interested sales managers with the necessary tools to run their own successful sales agent program. This book is essential reading for anyone interested in the independent sales rep business model." - Allan R. Lambert, CSP Billiken Group, LLC "Manufacturers need to learn more about how the rep business functions before they approach someone. They need to talk to other companies that use rep's or attend one of the MRERF programs. Unfortunately, only a very small percentage of companies know about reps." - Karen Jefferson, CPMR CSP Executive Director, MRERF "As more companies are looking for cost savings you are going to see a move towards more sales outsourcing. The agent business is poised for growth. Agents are going to play a very important role as more international companies are trying to break into the North American market." - Pierre Carriere, President BEXSA Solutions Inc. "More and more large companies are finding their direct sales force is a huge expense. Cost of sales is rising and the ramp up time for a new sales person can take months or more. With agents getting paid on results it really makes sense for companies to consider this sales channel." - Craig Lindsay, CPMR CSP President Pacesetter Sales & Associates
Book Synopsis Guide to Federal Government Sales by :
Download or read book Guide to Federal Government Sales written by and published by Government Printing Office. This book was released on 1999 with total page 36 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis A Guide to Sales and Service Communications by : Willard Moore
Download or read book A Guide to Sales and Service Communications written by Willard Moore and published by . This book was released on 1970 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Winning in the invisible market by : Robert A. Potter
Download or read book Winning in the invisible market written by Robert A. Potter and published by R. A. Potter Advisors LLC. This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: How are successful, professional service providers selling and winning new business in these turbulent times? Potter has found that the way to win is to engage clients before they look for service providers. This book provides a map and navigation tools to penetrate and capture new business.
Download or read book SalesGame written by J. Larry White and published by Salesgame LLC. This book was released on 2015-11-01 with total page 434 pages. Available in PDF, EPUB and Kindle. Book excerpt: SalesGame: A Guide to Selling Professional Services shares the foundational process, fundamentals and tools for selling in a professional services environment. It is a proven way to improve business-development performance, whether your focus is on client retention, expansion, or new client acquisition that results in enthusiastic clients.
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 Selling is Everyone's Business by : Steve Johnson
Download or read book Selling is Everyone's Business written by Steve Johnson and published by Wiley. This book was released on 2006-04-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Close your door. Shut down your e-mail. Let voice mail catch your calls. You're going to want to give this book your full attention. It'll take an hour of your time (okay, maybe two), but it may be the most fruitful hour (or two) you've ever spent. Follow the authors' advice and you can transform your career-and maybe your entire company." -Matt Howard, Pacific Northwest Divisional Director, Premier Banking and Investments, Bank of America "Selling Is Everyone's Business demonstrates very well the importance of not going at it alone in sales. The tools in this book will help any sales professional increase their effectiveness as a seller and as a sales coach. This step-by-step guide will help you develop a structured plan that will improve your skills and those of the teammates around you." -Matt Darrah, Senior Vice President, North America Operations Enterprise Rent-A-Car "I knew that I would enjoy Selling Is Everyone's Business. I saw how the authors work with sales leaders and knew they had 'street cred.' But the book surpassed my expectations. Anyone who sells for a living or coaches front-line salespeople must read this book." -Tony Rutigliano, VP/Chief Learning Officer, Automatic Data Processing (ADP) "I believe everyone wants to be led, regardless of ego, seniority, or expertise level. People are motivated to be led by passionate people. This coaching process gives potential leaders the prescription, tools, resources, and methodology for getting to that level of great, passionate leadership. If you don't change your behaviors after reading this book, then shame on you." -Tom Seitz, Senior Vice President, Managing Director, Wealth Advisory Services, Piper Jaffray
Book Synopsis Common Sense Selling by : Van C. Deeb
Download or read book Common Sense Selling written by Van C. Deeb and published by . This book was released on 2009-06-12 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: Common Sense Selling is a guide for all salespeople to bring them back to mastering the fundamentals of salesmanship and building relationships in business. Author Van C. Deeb shares his expierences in becoming one of the top salesman in North America through his self taught skills, visualization, motivation and inspiration.
Book Synopsis Telesales Coaching by : Jim Domanski
Download or read book Telesales Coaching written by Jim Domanski and published by Trafford Publishing. This book was released on 2012-10-08 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you absolutely satisfied with the sales results of your telesales team? Do you think that your sales could be or should be better? If youre serious about getting the absolute best from your inside sales team and improving their sales results then this book is for you. Written for B2B telephone sales managers, owners and executives, Telesales Coaching is a practical, no-nonsense guide on how to help your sales reps sell smarter, sell better and sell more. There are two fundamental reasons why your telephone sales reps dont sell as much as they could or should. The first reason is that many reps are not very good at selling despite formal (and ongoing) training. Over time, telephone reps dilute the fundamentals, cut corners, get complacent, forget techniques or fail to master the skill sets that will lead to increased sales. The second reason is that the majority of telesales reps do not get the coaching and support that they need to excel at sales. Most telephone sales managers have been taught how to be managers, not coaches. Consequently, telesales reps do not get the proper constructive feedback and encouragement they need to change their selling behavior and improve. Until now. Telesales Coaching provides you with a proven and practical four-step process on how to coach your telephone reps and help them increase their sales. Its extremely effective because it focuses on precisely how to get reps to overcome their natural resistance to change and to modify their behavior on a consistent basis. Easy to learn and easy to apply, the coaching techniques offered are based on common sense principles of learning and development. Here is some of what youll learn: ?? Why most companies dont coach ?? The six things coaching definitely is not ?? Why you cant coach without clearly defined standards ?? Understanding that telesales is not a numbers game, its a results game ?? How often you should monitor your reps (the answer may surprise you) ?? Where, when, and how to monitor your reps ?? How to use an analyzing algorithm to avoid petty feedback ?? Who not to coach ?? Why the sandwich feedback technique is a waste of time and effort ?? Why numeric rating systems are destructive ?? The Socratic feedback model the absolute best way to provide feedback ?? Other methods to enhance the coaching process Based on twenty-plus years of helping companies throughout North America implement successful telephone selling programs, this book gives you everything you need to turn your ordinary telesales reps into extraordinary telesales reps.
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.
Book Synopsis Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by : Brian W. Sullivan
Download or read book Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts written by Brian W. Sullivan and published by McGraw-Hill Education. This book was released on 2016-04-14 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.
Book Synopsis Building a Winning Sales Force by : Andris A. Zoltners
Download or read book Building a Winning Sales Force written by Andris A. Zoltners and published by Amacom. This book was released on 2009-03-06 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: For current and aspiring sales leaders who want to maximize the effectiveness of their sales force, this innovative guide shows you how to overcome the obstacles that hold other sales organizations back.
Download or read book Business America written by and published by . This book was released on 1992 with total page 562 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes articles on international business opportunities.
