Nobody Is Perfect But If Youre A Salesperson You Are Pretty Close

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Stop Acting Like a Seller and Start Thinking Like a Buyer

Author : Jerry Acuff
Publisher : John Wiley & Sons
ISBN 13 : 1118044835
Total Pages : 276 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Stop Acting Like a Seller and Start Thinking Like a Buyer by : Jerry Acuff

Download or read book Stop Acting Like a Seller and Start Thinking Like a Buyer written by Jerry Acuff and published by John Wiley & Sons. This book was released on 2010-12-28 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica

Tom Hopkins' Low Profile Selling

Author : Tom Hopkins
Publisher : Tom Hopkins
ISBN 13 : 9780938636298
Total Pages : 260 pages
Book Rating : 4.6/5 (362 download)

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Book Synopsis Tom Hopkins' Low Profile Selling by : Tom Hopkins

Download or read book Tom Hopkins' Low Profile Selling written by Tom Hopkins and published by Tom Hopkins. This book was released on 1994 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tom Hopkins dedicated himself to improving the image of salespeople the world over nearly 20 years ago when he founded Tom Hopkins International. He constantly studies trends in business and talks with sales professionals the world over, learning from them and teaching them at the same time. The majority of today's successful salespeople have learned that a 'low profile' approach to presenting their product or service to customers works exceptionally well. Tom defines this approach as acting like a lamb, while selling like a lion.

Selling to Zebras

Author : Jeff Koser
Publisher : Greenleaf Book Group
ISBN 13 : 1929774575
Total Pages : 255 pages
Book Rating : 4.9/5 (297 download)

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Book Synopsis Selling to Zebras by : Jeff Koser

Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.

To Sell Is Human

Author : Daniel H. Pink
Publisher : Penguin
ISBN 13 : 1101597070
Total Pages : 274 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis To Sell Is Human by : Daniel H. Pink

Download or read book To Sell Is Human written by Daniel H. Pink and published by Penguin. This book was released on 2012-12-31 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

The Joy of Selling

Author : Steve Chandler
Publisher : Robert Reed Pub
ISBN 13 : 9781931741583
Total Pages : 134 pages
Book Rating : 4.7/5 (415 download)

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Book Synopsis The Joy of Selling by : Steve Chandler

Download or read book The Joy of Selling written by Steve Chandler and published by Robert Reed Pub. This book was released on 2010-01-01 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Joy of Selling introduces powerful thinking processes that will help the reader to develop a creative state of mind. Chandler believes this state is essential for achieving extraordinary sales success. At the same time, he shows the reader how to enjoy the sales process. His book captures the same joyful spirit that enlivens his seminars. In concise, reader-friendly chapters, best-selling author Steve Chandler delivers over 50 powerful ideas guaranteed to stimulate fantastic sales success. Drawing on his extensive experience in the field, and using the most up-to-date psychological tools available, Chandler illustrates ways for both the novice and the seasoned pro to reach new heights of business prosperity. The Joy of Selling invites readers to be extraordinary, not only in sales but in all areas of life by making a conscious commitment to innovation, adventure, and clear communication.

The Sales Boss

Author : Jonathan Whistman
Publisher : John Wiley & Sons
ISBN 13 : 1119286743
Total Pages : 161 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis The Sales Boss by : Jonathan Whistman

Download or read book The Sales Boss written by Jonathan Whistman and published by John Wiley & Sons. This book was released on 2016-06-29 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt: The step-by-step guide to a winning sales team The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret "secret" is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it's the sales manager's responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You'll learn what drives high performance, and how to avoid the things that disrupt it. You'll discover the missing pieces in your existing training, and learn how to invest in your team to win. You'll come away with more than a better understanding of great sales management—you'll have a concrete plan and an actionable list of steps to take starting right now. Your people are the drivers, but you're the operator. As a sales manager, it's up to you to give your team the skills and tools they need to achieve their potential and beyond. This book shows you how, and provides expert guidance for making it happen. Delve into the psychology behind peak performance Hire the right people at the right time for the right role Train your team to consistently outperform competitors Build and maintain the momentum of success to reach even higher Without sales, business doesn't happen. No mortgages paid, no college funds built, no retirement saved for, until the sales team brings in the revenue. If the sales team wins, the organization wins. Build your winning team with The Sales Boss, the real-world guide to great sales management.

Interviewing and Interrogation for Law Enforcement

Author : John E. Hess
Publisher : Routledge
ISBN 13 : 1437778968
Total Pages : 124 pages
Book Rating : 4.4/5 (377 download)

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Book Synopsis Interviewing and Interrogation for Law Enforcement by : John E. Hess

Download or read book Interviewing and Interrogation for Law Enforcement written by John E. Hess and published by Routledge. This book was released on 2010-05-26 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Easy-to-read and practical, this text uses a survey approach and numerous examples to illustrate interviewing skills and techniques. Using his years of experience as an instructor at the FBI Academy, the author dispels some of the mystery surrounding the interview process by sharing techniques and ideas that have been used successfully. The author has years of experience as an FBI academy instructor. Practical tips and examples throughout.

Stop Selling Start Believing

Author : John P Kaufman
Publisher : Sales Coaching Lab
ISBN 13 :
Total Pages : 487 pages
Book Rating : 4.2/5 (232 download)

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Book Synopsis Stop Selling Start Believing by : John P Kaufman

Download or read book Stop Selling Start Believing written by John P Kaufman and published by Sales Coaching Lab. This book was released on 2024-01-01 with total page 487 pages. Available in PDF, EPUB and Kindle. Book excerpt: Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!

The Ultimate Sales Bible

Author : Todd Speciale
Publisher : Clovercroft Publishing
ISBN 13 :
Total Pages : 396 pages
Book Rating : 4./5 ( download)

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Book Synopsis The Ultimate Sales Bible by : Todd Speciale

Download or read book The Ultimate Sales Bible written by Todd Speciale and published by Clovercroft Publishing. This book was released on 2024-07-19 with total page 396 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Add to cart folks, ADD TO CART, buy the book and get one for all your friends! And once you’ve done that, add one more. Todd Speciale has knocked this one out of the park and the true secrets to sell (the right way) are all INSIDE THIS BOOK!” – Danelle Delgado, The Millionaire Maker “INVEST in yourself right now, get this book… absorb the information and take immediate and direct action with it! Knowledge without action is worthless.” – Jason Sisneros, Chairman - Anton Jae Global Ever tried to hustle your way through a high-stakes poker game, knowing that the month's rent was on the line? Ever used the velvet touch of persuasion to angle your next pool shot or card play, ensuring the game's outcome before the final move? That's where I crafted my mastery in sales. Some get their sales savvy from polished boardrooms or prestigious MBA programs. Me, I learned the art of sales, persuasion and negotiating in the streets. Every move was calculated, and every game was a lesson in negotiation. The streets were my Ivy League, teaching me more about the human psyche and persuasive moves than any traditional classroom ever could. In this book, I reveal how the art of the hustle—from setting up poker games to guaranteeing wins in pool by sheer negotiation prowess—sculpted me into a sales titan. But this isn't just about my glory days on the streets. It's about translating that raw, unfiltered skill into a sales methodology so potent that today, I'm recognized as one of the nation's premier sales trainers, molding elite sales teams and advising the behemoths of the corporate world. While many said I was just a gambler, they didn't see the strategist within. My stories of perseverance, grit, and the raw energy of someone who's played against the house and walked away with the jackpot will prove to you that the world of sales isn't just about transactions; it's about strategy, audacity, and setting the stage for the win. Let's turn the tables on convention and beat the odds together.

Coming Back

Author : Fawn Germer
Publisher : St. Martin's Press
ISBN 13 : 1250271665
Total Pages : 164 pages
Book Rating : 4.2/5 (52 download)

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Book Synopsis Coming Back by : Fawn Germer

Download or read book Coming Back written by Fawn Germer and published by St. Martin's Press. This book was released on 2021-01-12 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of Entrepreneur’s "8 Books You Should Read for a Successful 2021." "Bestselling author and four-time Pulitzer Prize-nominee Fawn Germer offers advice about how to present yourself in the best possible way and make sure you stay relevant and valuable as an employee." —Newsweek "Powerful tactics (and some much-needed tough love) calls to action, helping professionals who feel they’re in a stalemate in their careers learn, re-tool, connect, grow, and get ready to work again." —Forbes A street smart, inspiring, practical, and utterly honest book for renewing or resuming your career. Millions of mid- to late-career professionals are wondering why our careers are dying. We've been fired, downsized, job-eliminated, or we've left work voluntarily to raise children, care for loved ones, or go to school It takes twice as long to get hired, and usually for far less money than we were making. Is it age discrimination? Maybe. But it’s not that simple. So many of us have lagged on skills and technology, shrugged off social media, or ignored the rate of change and let younger people become the face of our profession’s future. Our “track record” really doesn’t matter. We want to come back, but we aren’t ready. Coming Back offers clear advice, including: • STOP PLAYING THE VICTIM, even if you are one. • BRAND YOURSELF AS A CHANGE DRIVER who studies trends and studies independently so you are diving into change, not reacting to it. • CALL IN THE CHITS. It is time to go guerrilla and bluntly ask for help from people who can get you what you want and need. • TELL INTERVIEWERS about what you will do—don’t rely on what you have done. • STOP GROUSING about “those millennials” and start working with them. • BOUNCE BACK from a layoff or firing. Coming Back shows how you can save a career if still employed or get one back if cast out. Fawn Germer, one of the nation’s most popular leadership experts and global motivational speakers, has personally interviewed more than three hundred CEOs, senior executives, professors, lawyers, organizational experts, industry leaders, and professionals. The result is a tactical, tough-love call to action: to learn, re-tool, connect, grow, and get ready to work again.

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 144 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1988-09-12 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Merchants Trade Journal

Author :
Publisher :
ISBN 13 :
Total Pages : 1152 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Merchants Trade Journal by :

Download or read book Merchants Trade Journal written by and published by . This book was released on 1918 with total page 1152 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Selling to Anyone Over the Phone

Author : Renee P. Walkup
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814414834
Total Pages : 226 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Selling to Anyone Over the Phone by : Renee P. Walkup

Download or read book Selling to Anyone Over the Phone written by Renee P. Walkup and published by AMACOM Div American Mgmt Assn. This book was released on 2011 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee's easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate. Selling to Anyone Over the Phone does this by teaching readers how to ensure callbacks, build trust, partner with decision makers, and use personality-matching techniques to build connections with and relate to people they can't see face-to-face. The fully updated second edition includes new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries. Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Ove the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals.

The Perfect Sales Presentation

Author : Robert L. Shook
Publisher : Bantam
ISBN 13 : 0307803627
Total Pages : 209 pages
Book Rating : 4.3/5 (78 download)

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Book Synopsis The Perfect Sales Presentation by : Robert L. Shook

Download or read book The Perfect Sales Presentation written by Robert L. Shook and published by Bantam. This book was released on 2011-08-17 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: America’s best salespeople, from businesses spanning IBM to Mary Kay Cosmetics, take you along on the perfect sales presentation. There’s much more to superselling than just showing a great product. Sales presentations that consistently get results are subtle blends of skill, performance, and manipulation. It’s a craft that’s almost magical—but a craft that can be learned. Now, five of the top salespeople in America—Martin Shafiroff, Betty C. Hardeman, Joe Gandolfo, Mary Kay Ash, and Buck Rodgers— distill lifetimes of sales expertise into a step-by-step guide that can help you succeed, regardless of the product or service you’re selling. You’ll watch as a fictional character—representing the combined experience of these five leading sales pros—conducts the perfect presentation: from getting past a secretary on the phone to turning a recalcitrant executive into an eager new customer. Then you’ll hear detailed commentary from each of the five experts on subjects including: • Doing your homework beforehand • Creating initial interest • Fact finding • Presenting the product • Controlling—and assuming—the sale • Overcoming objections • Closing the sale • Servicing the customer The Perfect Sales Presentation shows you dozens of techniques in action that can make your presentations more effective—and more lucrative. In a world that is ever more competitive, here is practical sales advice from the best: your personal edge that can help get you to the top—and keep you there.

The Ultimate Sales Machine

Author : Chet Holmes
Publisher : Penguin
ISBN 13 : 9781591841609
Total Pages : 284 pages
Book Rating : 4.8/5 (416 download)

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Book Synopsis The Ultimate Sales Machine by : Chet Holmes

Download or read book The Ultimate Sales Machine written by Chet Holmes and published by Penguin. This book was released on 2007 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: A no-nonsense book of business advice from acclaimed corporate trainer and motivational expert Chet Holmes. His advice starts with one simple concept: pigheaded focus. His book helps readers focus on 12 critical areas for improvement - one at a time - and get great results, by spending just one hour a week on an area to be improved. Holmes offers proven strategies for management, marketing and sales. One of the top 20 change experts [in the USA]' - Industry Week magazine.'

The World Hates A Salesman

Author : Rusty Markland
Publisher : Xlibris Corporation
ISBN 13 : 1462866069
Total Pages : 133 pages
Book Rating : 4.4/5 (628 download)

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Book Synopsis The World Hates A Salesman by : Rusty Markland

Download or read book The World Hates A Salesman written by Rusty Markland and published by Xlibris Corporation. This book was released on 2011-05-18 with total page 133 pages. Available in PDF, EPUB and Kindle. Book excerpt:

How to Sell Anything to Anyone Anytime

Author : Dave Kahle
Publisher : Red Wheel/Weiser
ISBN 13 : 1601637187
Total Pages : 153 pages
Book Rating : 4.6/5 (16 download)

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Book Synopsis How to Sell Anything to Anyone Anytime by : Dave Kahle

Download or read book How to Sell Anything to Anyone Anytime written by Dave Kahle and published by Red Wheel/Weiser. This book was released on 2010-12-20 with total page 153 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hundreds of thousands of small business owners are tossing and turning at night, trying to figure out how to attract more customers. They need to know how to sell, both individually and through their organizations. How to Sell Anything to Anyone Anytime was written primarily for them. How to Sell Anything to Anyone Anytime distills the fundamental sales process into simple, easy-to-understand and easy-to-implement principles, processes and practices, and applies them to a wide variety of sales situations. It is packed with real-world examples and applications to a wide variety of situations – from the corner coffee shop, to the freelance professional, to the sophisticated B2B seller. It features: Easy-to-understand practices and processes that can be applied to every business and professional practice. Guidelines and step-by-step how-to's to turn ideas into practice. Powerful insights on selling that will enable everyone—from the aspiring entrepreneur to the experienced sales pro—to be more successful. Power nuggets—ways to add even more power to the practice and become even better.