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Make The Sale
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Book Synopsis Questions that Make the Sale by : William Bethel
Download or read book Questions that Make the Sale written by William Bethel and published by . This book was released on 1992 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The need for service-oriented sales in this technological era demands a new type of sales professional, one who can probe for needs, respond to concerns and fulfill the requirements of both buyer and supplier. The new high-tech, customer-centered selling makes asking the right questions more important than ever. Written by a master salesman, this book covers all the queries that today's sales professional must ask to make the sale in this new environment. Separate chapters are devoted to questions relating to motivation, prospecting, qualifying, probing, presenting, handling, objections, closing and follow-up. This book's concise format is easy to use, so the questions it poses will quickly become part of the sales professional's arsenal.
Book Synopsis How You Make the Sale by : Frank McNair
Download or read book How You Make the Sale written by Frank McNair and published by Sourcebooks. This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: An essential tool for beginners and beyond.
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 You're Working Too Hard to Make the Sale! by : William T. Brooks
Download or read book You're Working Too Hard to Make the Sale! written by William T. Brooks and published by Irwin Professional Publishing. This book was released on 1995 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every salesperson must make the sale''--but chatting, networking, even listening to a customer's needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.
Book Synopsis Make the Sale! by : Mary Alice Shaver
Download or read book Make the Sale! written by Mary Alice Shaver and published by Routledge. This book was released on 2003-12-12 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This comprehensive introduction to media sales introduces "The 4 M's: " Market, Marketer, Message and Media. Featuring helpful advice useful on all media types, the book emphasizes local media: newspapers, radio, and TV. From prospecting for those first clients, to making that first presentation, to building a successful sales career - this book helps beginners become winners.
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 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 Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit by : Jeff Shore
Download or read book Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit written by Jeff Shore and published by McGraw Hill Professional. This book was released on 2020-07-14 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.
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 Stop Selling and Start Leading by : James M. Kouzes
Download or read book Stop Selling and Start Leading written by James M. Kouzes and published by John Wiley & Sons. This book was released on 2018-03-13 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
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 High-Profit Selling by : Mark HUNTER
Download or read book High-Profit Selling written by Mark HUNTER and published by AMACOM Div American Mgmt Assn. This book was released on 2012-02-14 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Book Synopsis How To Make Your Sales Sizzle in 17 Days by : Elmer Wheeler
Download or read book How To Make Your Sales Sizzle in 17 Days written by Elmer Wheeler and published by Pickle Partners Publishing. This book was released on 2016-11-11 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you want to improve your present selling ability.....If you need a “brushing up job,” after the past few non-selling years.....Or if you are in another business and feel you want to enter selling..... Then this is the course for you! Read on! If you abhor “long courses” that take months and months.....If the idea of learning how to sell in 17 weeks if you prefer, or 17 days, if you are up to it, appeals to you.....If you have a sales manual that needs modernizing with “Tested Selling Sentences,” or if you want to build one from scratch..... Then read on! This is YOUR QUICKIE COURSE, by America’s foremost authority on selling and manual building. Elmer Wheeler is not just a “teacher,” but a doer, a man with a list of clients that reads like a Who’s Who of American business. You can practice a chapter a day—or a chapter a week—and learn this amazing new Sizzle Way of selling and manual building that has been used by 247 sales corporations for 19 successful years! Read on! Time is valuable. Few salesmen have much time these days to study. Beginners are busy, too, perhaps on other jobs; yet they want to enter the field of selling. What is their solution? It is this—a short course in selling that is concise, to the point, minus frills and “kindergarten” stuff. Yet a course that embodies everything a salesman needs to know before he makes a call—or before the beginner applies for his first selling job. It is for the salesman with little time, yet a desire to improve himself in 17 ways in 17 days. It is for the beginner who wants to get his first job and hold it. It’s for any person, or firm, large or small, who wants to build an up-to-date Sales Manual—and test it out! It’s for everybody or anybody who wants to sit at the feet of the Master Salesman, Elmer Wheeler, for 17 days and learn the highlight skills of salesmanship in 17 ways.
Book Synopsis Move the Sale Forward by : John Klymshyn
Download or read book Move the Sale Forward written by John Klymshyn and published by Silver Lake Publishing. This book was released on 2003 with total page 285 pages. Available in PDF, EPUB and Kindle. Book excerpt: Though most sales gurus emphasize the closing process, Klymshyn says that closing is easy . . . but setting things up the right way is hard. He offers practical secrets such as how to open the conversation and ensure it travels the right direction.
Book Synopsis Designing Data-Intensive Applications by : Martin Kleppmann
Download or read book Designing Data-Intensive Applications written by Martin Kleppmann and published by "O'Reilly Media, Inc.". This book was released on 2017-03-16 with total page 658 pages. Available in PDF, EPUB and Kindle. Book excerpt: Data is at the center of many challenges in system design today. Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords? In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures
Book Synopsis The Visual Sale by : Marcus Sheridan
Download or read book The Visual Sale written by Marcus Sheridan and published by IdeaPress Publishing. This book was released on 2020-10-27 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: Video can help you close the deal in a virtual world and this book from award winning marketer and author Marcus Sheridan will show you how. With practical advice and step by step instructions, this is the ultimate guide to selling over video - no matter how much you hate watching yourself on the screen. More than ever before, buyers and consumers are demanding for more video. Just "reading" about a product, service, or company will no longer do the trick. Today, they must "see" it. Notwithstanding this increased demand for video, most businesses and organizations have struggled to quickly adapt. In fact, many have no idea as to how or where to get started. For this purpose, The Visual Sale was written. Finally, businesses and organizations have a clear guide that will literally show them, in simple, clear, and actionable terms, exactly how they can build a culture of video and start "showing it" moving forward, ultimately leading to a dramatic improvement to their sales numbers, marketing strategy, and overall customer experience.
Book Synopsis The Sales Leader's Problem Solver by : Suzanne Paling
Download or read book The Sales Leader's Problem Solver written by Suzanne Paling and published by Red Wheel/Weiser. This book was released on 2016-11-21 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the book every sales manager wishes they had—before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas. Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success. Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who: Sells inconsistently. Cheats on sales contests. Doesn’t enter data in the CRM. Calls only on the largest or easiest clients. Won’t prospect for new business. By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by: Clarifying the issue. Creating a plan. Presenting a solution to executives. Discussing the issue with the rep(s) in question.The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
