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Conversational Selling
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Book Synopsis Conversational Selling by : Ken Valla
Download or read book Conversational Selling written by Ken Valla and published by Jones Media Publishing. This book was released on 2019-01-28 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is the recipe for becoming a high performing b2b salesperson? Conversational Selling provides a detailed look into the preparation and execution of 7 key sales conversations that drive success. The sales capabilities required in today's business environment are outlined in an easy to apply format. By providing a framework and set of strategies this book will help any b2b salesperson, regardless of experience, to increase their productivity. Salespeople will immediately see relevance through the real-life stories and examples threaded throughout. The take away from this book is fresh look into what it takes to be a true b2b sales high performer and the know-how to go do it.
Book Synopsis Conversations That Sell by : Nancy Bleeke
Download or read book Conversations That Sell written by Nancy Bleeke and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Top Sales World Magazine's 2013 Top Sales Marketing Book Award, Gold Medal
Book Synopsis Conversational Intelligence by : Judith E. Glaser
Download or read book Conversational Intelligence written by Judith E. Glaser and published by Routledge. This book was released on 2016-10-14 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: The key to success in life and business is to become a master at Conversational Intelligence. It's not about how smart you are, but how open you are to learn new and effective powerful conversational rituals that prime the brain for trust, partnership, and mutual success. Conversational Intelligence translates the wealth of new insights coming out of neuroscience from across the globe, and brings the science down to earth so people can understand and apply it in their everyday lives. Author Judith Glaser presents a framework for knowing what kind of conversations trigger the lower, more primitive brain; and what activates higher-level intelligences such as trust, integrity, empathy, and good judgment. Conversational Intelligence makes complex scientific material simple to understand and apply through a wealth of easy to use tools, examples, conversational rituals, and practices for all levels of an organization.
Book Synopsis Real World Selling The Art of The Selling Conversation by : James Hayden
Download or read book Real World Selling The Art of The Selling Conversation written by James Hayden and published by Hayden Marketing, LLC. This book was released on 2023-07-28 with total page 153 pages. Available in PDF, EPUB and Kindle. Book excerpt: Adapt or die -as my first boss said. Your world is getting rocked. Why would anyone want to read another book touting successful selling techniques and how to sell more? Hasn’t just about everything that could be written about selling success been written? Or so it would seem, from the volume of available material on bookshelves that suggest how to sell yourself to others, or how to understand a prospect(s)’s reason for buying or determining the decision makers. And it hardly ends here. Every imaginable sales situation has been diagnosed and dissected countless times and numerous approaches to solutions applied. Yet are you any further ahead in your career as a salesperson? How is your close ratio? Are you earning more business or losing more business? Are you and your sales team wasting time trying to follow up on sales that just don’t close? How accurate is your sales pipeline? So, what IS new here? And what would entice someone to purchase another “business success” book? The world has changed since we published the first edition of this book in 2013. There are several updates and specifically, two new chapters: channel management and technology and the sales professional. McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. If you are not staying ahead of technology and following a sales process, you will end up like the buggy whip salesperson in the 1950s. Or like Mr. Brown the bookseller… in a bustling city, there was a street lined with small shops selling all kinds of goods. One of these shops was a small bookstore owned by an old man named Mr. Brown. Mr. Brown had been running his bookstore for over 40 years and had seen many changes in the city. Channel Management: Forrester reports that 75% of all technology sales revenue is through partners. What is prepared is a definitive guide for recruiting and selecting partners, how to onboard the partners, and continual, ongoing optimization of the partners. Technology, whew! My advisory/consulting clients suggested that a section was necessary on technology and today’s business development professional. My intention was to research and provide information on the impact of CRM and other sales technology support. During the past two years, I have been utilizing marketing intelligence, campaign management, and other sales-tracking CRM software. All these tools have improved sales processes and efficiency. Then, I discovered AI and how it’s impacted our work today and likely will impact how you approach business. Hang onto your hats, it’s going to be a fun ride. The changes and velocity of change are incredible.
Download or read book Value$elling written by Julie Thomas and published by Vva Pub. This book was released on 2006-06 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: To help readers gain and consistently maintain their winning edge, Thomas shares the simple yet powerful framework that fueled her meteoric rise to CEO of ValueVision Associates. Pragmatic and fast-paced, each chapter focuses on specific strategies to move the sale forward.
Book Synopsis The Win Without Pitching Manifesto by : Blair Enns
Download or read book The Win Without Pitching Manifesto written by Blair Enns and published by . This book was released on 2018 with total page 143 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Lip Service! written by Robert Iasillo and published by . This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Stop Pitching! written by Dean Harder and published by . This book was released on 2022-02-17 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: Have you ever thought to yourself how conversations are the connector between people? When relationships matter so too do conversations. This book will show you how to attract & engage others into meaningful dialogue so that the other person compels themself to take action that helps them get what they want. Personal experiences ranging from a simple 45-minute conversation with an uncle about 40 years ago to over 20,000 person to person sales conversations since 1998 bring to life the clear and powerful principals of these conversational selling techniques. Do you want your conversations to become even more meaningful to the people you serve? Then check out TITADS, P-PASS, WHaa, as well as other techniques developed by the author himself.
Book Synopsis Lip Service The Art of Conversational Selling by : Robert Iasillo
Download or read book Lip Service The Art of Conversational Selling written by Robert Iasillo and published by . This book was released on 2008-02 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Lip Service is an enjoyable and humorous self-help title that teaches great conversational selling techniques while keeping you laughing. The lessons and laughs come at the comedic expense of the author who shares his conversational techniques by merging stories from his business and bachelor life. The subject of dating is something that everyone can relate to, and as Lip Service shows, it goes to the heart of the purest of all sales.
Book Synopsis Changing the Sales Conversation: Connect, Collaborate, and Close by : Linda Richardson
Download or read book Changing the Sales Conversation: Connect, Collaborate, and Close written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2013-12-27 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: The proven new sales strategy from New York Times bestselling author Linda Richardson Learn how to create better, more effective dialogs with customers in today’s hyper digital world In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. The New Sales Conversation helps you use new links and technologies without losing the very reason for making a connection in the first place--a chance to exchange the winning words that lead to a successful close and a loyal customer. Richardson Provides five easy-to-remember keys to bringing value to customers: Futuring (Predictive Preparation), Heat-mapping (New and Emerging Needs), Value-tracking (Proof of Solution), Phasing (Verifiable Outcomes), and Linking (Emotional Connection) Linda Richardson is the founder and Executive Chairwoman of Richardson, a global sales training business. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.
Book Synopsis Conversational Marketing by : David Cancel
Download or read book Conversational Marketing written by David Cancel and published by John Wiley & Sons. This book was released on 2019-01-30 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real-time conversations turn leads into customers Conversational Marketing is the definitive guide to generating better leads and closing more sales. Traditional sales and marketing methods have failed to keep pace with the way modern, internet-savvy consumers purchase goods and services. Modern messaging apps, which allow for real-time conversations and instant feedback, have transformed the way we interact in our personal and professional lives, yet most businesses still rely on 20th century technology to communicate with 21st century customers. Online forms, email inquiries, and follow-up sales calls don’t provide the immediacy that modern consumers expect. Conversational marketing and sales are part of a new methodology centered around real-time, one-on-one conversations with customers via chatbots and messaging. By allowing your business to communicate with customers in real time—when it’s most convenient for them—conversational marketing improves the customer experience, generates more leads, and helps you convert more leads into customers. Conversational Marketing pioneers David Cancel and Dave Gerhardt explain how to: Merge inbound and outbound tactics into a more productive dialog with customers Integrate conversational marketing techniques into your existing sales and marketing workflow Face-to-face meetings, phone calls, and email exchanges remain important to customer relations, but adding a layer of immediate, individual conversation drives the customer experience—and sales—sky-high.
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.
Book Synopsis Real World Selling Strategies-The Art of the Selling Conversation by : James Hayden
Download or read book Real World Selling Strategies-The Art of the Selling Conversation written by James Hayden and published by Createspace Independent Pub. This book was released on 2013-05-19 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Award-Winner "- 2014 USA Best Book Awards Real World Selling Strategies: The Art of the Selling A good book on how to sell? Yes, but more importantly a book that teaches a system for communications. Learn a way to communicate that just happens to work in selling but in reality goes far beyond that. Haven't been able to read between the lines in verbal communications? No need to use guesswork to figure out what is being said. Communications will become clear and precise and sales calls will go from pitches to conversations. Conversations that can lead to more sales.
Book Synopsis Revenue Operations by : Stephen G. Diorio
Download or read book Revenue Operations written by Stephen G. Diorio and published by John Wiley & Sons. This book was released on 2022-04-19 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth. Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses. The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets. Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs. The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years. An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.
Book Synopsis Don't Sell. Let Them Buy. by : Chiqeeta Jameson
Download or read book Don't Sell. Let Them Buy. written by Chiqeeta Jameson and published by Createspace Independent Publishing Platform. This book was released on 2017-10-07 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shift from 'Selling' to 'Guiding'. What is your Sales Conversation Mindset? Do you Sell or Do You Serve? This book shows you how to master an easy and proven, step by step sales conversation process. You will learn how to organize your sales conversations, master the techniques of questioning, answer objections, make recommendations and gain agreement. When you master the Don't Sell. Let Them Buy process, you will become more confident and relaxed in your sales conversations. Most importantly, you will create meaningful connections with your customers that lead to more sales. Learn how to shift from "selling" to "guiding" your customers to make their own decisions that lead to successful outcomes for them and sales for you. This book is the proven roadmap that will guide you to sales success every time!
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.
