Selling Without Confrontation

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Author :
Publisher : Psychology Press
ISBN 13 : 9781560243267
Total Pages : 142 pages
Book Rating : 4.2/5 (432 download)

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Book Synopsis Selling Without Confrontation by : Jack Greening

Download or read book Selling Without Confrontation written by Jack Greening and published by Psychology Press. This book was released on 1993 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt: This innovative how-to guide shows salespeople how to achieve success in a highly competitive marketplace. Selling Without Confrontation contains practical and proven techniques you can use to think, act, communicate, and sell from the client's viewpoint. You will learn how to take the client's thought process from the planning and preparation stages to the closing and follow-up activities. You will also learn to see products and services as your clients view them and become more effective in evaluating the needs of clients and in developing recommendations and proposals from the client's side of the negotiating table. The sales staff of the fictitious Mammoth Enterprises showcases the correct and incorrect use of these skills, making the sales techniques come to life. Selling Without Confrontation is the business person's constant companion. It is written in salespeople's language and includes right way/wrong way case examples and studies. If you are a beginning salesperson, it is the foundation upon which you should build your selling strategies; if you're a veteran, you'll find it a revitalizing way to re-establish fundamental skills that have been eclipsed by years of bad habits. Incorporated with handy checklists and exercises to help you practice and retain concepts and ideas, you'll refer to this book again and again. Using this clear, concise guide, you will learn how to: plan and prepare for productive initial and follow-up sales contacts that achieve maximum results develop a tool box of benefits supported by relative features and details from which to produce a solution to a client's specific need uncover clients’objectives, needs, and concerns and present viable solutions to answer those needs conduct productive, worthwhile two-way communication effectively handle negative emotions and turn questions, complaints, and objections into real sales opportunities see the value of selling blueprints close more sales and expand their client base increase profit and return on investments build long-term, productive business relationships As a whole, this book helps you visualize the complete flow of each business contact and teaches you to make adjustments in your techniques by anticipating clients’reactions at each step in the negotiating process. Each chapter is also a complete module that can be isolated and used for mini-training sessions or seminars. Selling Without Confrontation is an extremely informative and practical book for everyone involved in sales--from sales and marketing executives, veteran and newer sales professionals and business consultants, product/service marketers, and inside sales and telemarketers, to marketing students, continuing education participants, sales/marketing counselors and trainers, and trade associations.

Selling with Love

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Author :
Publisher : Impact and Integrity Media
ISBN 13 : 1544526873
Total Pages : 172 pages
Book Rating : 4.5/5 (445 download)

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Book Synopsis Selling with Love by : Jason Marc Campbell

Download or read book Selling with Love written by Jason Marc Campbell and published by Impact and Integrity Media. This book was released on 2022-02-11 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Our society is an ever-changing reflection of what we buy into—from our deepest fears to our greatest hopes, from the companies that fail to the ones that thrive. If your business is on a mission to provide authentic value and achieve a positive impact, society doesn’t just need you to think about sales and marketing. It needs you to be great at them. Attention is hard to come by in today’s hypercompetitive world. It takes real effort to earn it. Don’t let companies that lack integrity continue to dominate the conversation. Selling with Love is designed to shift your way of thinking about sales, unlocking your ability to further your mission without hesitation and without compromise. Achieve results and do it your way. Once you know how to do it and you truly understand why it’s so important, you’ll be unstoppable in your growth and impact—and even more aligned with your core values.

Managed Service Restructuring in Health Care

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Author :
Publisher : Routledge
ISBN 13 : 1317939085
Total Pages : 126 pages
Book Rating : 4.3/5 (179 download)

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Book Synopsis Managed Service Restructuring in Health Care by : William Winston

Download or read book Managed Service Restructuring in Health Care written by William Winston and published by Routledge. This book was released on 2019-05-20 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt: Survival in the growing managed care environment requires the integration of financial analysis, market appraisal, and administrative management. The authors of Managed Service Restructuring in Health Care provide a unique tool for readers to enable them to make these successful management decisions in restructuring services. The unique approach in this book assists health care managers and prospective managers as they seek to solve the problem of how to deal with health care services that appear to be no longer productive. In Managed Service Restructuring in Health Care, the authors provide a solid theoretical base for what they have developed in MSR (Managed Service Restructuring)--a conscious--not crisis--management tool. They prepare readers for implementing MSR techniques by describing them in detail for their application to readers’situations. MSR approaches to planned health care management, as introduced in this book, help administrators channel scarce resources to the services the community wants and needs most. Facts and cases are offered as examples of when and how MSR techniques have been applied successfully. The authors also include failure cases where, if MSR techniques had been followed, health care providers would have survived in several communities. Incorporate the information in this book to enhance long-range planning and prevent closure of health care services needed by the community. Along with financial and marketing tools necessary for long-range planning, Goldman and Mukherjee list warning signals that alert professionals to the need to review the services and products offered. They also fully explore these areas: Product Life Cycle Boston Consulting Group’s Portfolio of Business (Growth Share Matrix) Product Development Product Planning Public Service of Health Care Providers Centers of Excellence Service Diversification/Consolidation Investment/Disinvestment Criteria Marketing in Competitive Environment for Health Services Health care managers, hospital administrators, and students in health services management programs can benefit from the focus on conscious planning in Managed Service Restructuring in Health Care. While many of the examples take place within acute care hospitals, the MSR approach and this book are designed to assist any health care administrator or manager. With knowledge of when and how services can be prolonged, professionals can more effectively lead their health care provider into a more competitive environment. The analyses used in the book should enhance many readers’knowledge of basic marketing and financial principles and theories important to restructuring and providing health services today.

Market Analysis

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Author :
Publisher : Routledge
ISBN 13 : 1317765133
Total Pages : 262 pages
Book Rating : 4.3/5 (177 download)

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Book Synopsis Market Analysis by : William Winston

Download or read book Market Analysis written by William Winston and published by Routledge. This book was released on 2013-12-02 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Planning is a critical process when starting a new business or introducing a new product. Market Analysis shows readers how to execute a feasibility study for more effective planning. A step-by-step approach leads the reader through the feasibility analysis process and describes what needs to be done and how to do it. Techniques and tools used in preparing a feasibility study are emphasized and can easily be applied directly from the book to real situations. Three sample feasibility studies are included to demonstrate the application of tools in manufacturing, service, and non-profit settings. Market Analysis contains all the information needed to complete a feasibility study and a complete outline of a business plan. It covers such important topics as strategic management and planning, determining market size for a product or business, analyzing costs and returns on investment for new products and services, sources of capital for new ventures, and analysis of competition. An annotated bibliography of sources of data used for feasibility studies is included for quick reference. Market Analysis is the ideal guide for all strategic planners, market analysts, and marketing researchers. Anyone considering starting a business or launching a new product will find this practical book packed with invaluable information. Translated into Chinese!

Succeed Without Selling

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Author :
Publisher : Morgan James Publishing
ISBN 13 : 1642799939
Total Pages : 137 pages
Book Rating : 4.6/5 (427 download)

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Book Synopsis Succeed Without Selling by : Diane Helbig

Download or read book Succeed Without Selling written by Diane Helbig and published by Morgan James Publishing. This book was released on 2020-05-26 with total page 137 pages. Available in PDF, EPUB and Kindle. Book excerpt: A twenty-first–century sales philosophy that “gets straight to the point about what works, and what doesn’t work in today’s marketplace” (Kevin Kruse, New York Times-bestselling author of 15 SecretsSuccessful People Know About Time Management, Founder and CEO of LeadX). Being successful at sales has nothing to do with “selling.” The best salespeople are the ones who are always curious—not always closing. Succeed Without Selling contains everything a small business owner or sales professional needs to know about what it takes to be successful. From prospecting to discovery to referrals and strategic alliances, it’s all covered. There are even chapters for sales managers, direct sellers, and service providers. Succeed Without Selling also includes resources like sample scripts and proposal templates. Anyone who wants to grow their business will find actionable, easy-to-follow information to help them embrace the value of being more interested in others than in making the sale. Succeed Without Selling changes the way readers look at the sales process forever—and stops them from engaging in behaviors that just don’t work.

Contemporary Selling

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Author :
Publisher : Routledge
ISBN 13 : 1136324461
Total Pages : 436 pages
Book Rating : 4.1/5 (363 download)

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Book Synopsis Contemporary Selling by : Mark W. Johnston

Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2013-08-15 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Brainstyles

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Publisher : Simon and Schuster
ISBN 13 : 143914186X
Total Pages : 324 pages
Book Rating : 4.4/5 (391 download)

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Book Synopsis Brainstyles by : Marlane Miller

Download or read book Brainstyles written by Marlane Miller and published by Simon and Schuster. This book was released on 2012-09-25 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this insightful, inspirational self-help book, readers will journey from the hard-edged realities of genetics and personal limitations to a limitless spiritual path and personal mastery of one's brainstyle. Each of us has a natural brainstyle wired into our genes. Your brainstyle is your particular set of gifts, the essence of who you are. Neurological research has shown that the left and right sides of the brain are accessed at different speeds, and in varying sequences, in different people. This is critically important when making decisions. So important that relationships and businesses pivot around those judgments. By understanding how your brainstyle mandates your decisions, you can deliver your best in any relationship. Entertaining and easy self-tests help you to identify your brainstyle. Clarity and focus follow, along with a new foundation for self-esteem beyond personal insights to authentic ways of interacting with others that draw out the best in each of you.

Cooperatives Confront Capitalism

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Author :
Publisher : Bloomsbury Publishing
ISBN 13 : 1783606517
Total Pages : 182 pages
Book Rating : 4.7/5 (836 download)

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Book Synopsis Cooperatives Confront Capitalism by : Peter Ranis

Download or read book Cooperatives Confront Capitalism written by Peter Ranis and published by Bloomsbury Publishing. This book was released on 2016-08-15 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cooperatives the world over are successfully developing alternative models of decision-making, employment and operation without the existence of managers, executives and hierarchies. Through case studies spanning the US, Latin America and Europe, including valuable new work on the previously neglected cooperative movement in Cuba, Peter Ranis explores how cooperatives have evolved in response to the economic crisis. Going further yet, Ranis makes the novel argument that the constitutionally enshrined principle of 'eminent domain' can in fact be harnessed to create and defend worker cooperatives. Combining the work of key radical theorists, including Marx, Gramsci and Luxemburg, with that of contemporary political economists, such as Block, Piketty and Stiglitz, Cooperatives Confront Capitalism provides what is perhaps the most far-reaching analysis yet of the ideas, achievements and wider historical context of the cooperative movement.

51 Sales Tips

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Author :
Publisher : Raúl Sánchez Gilo
ISBN 13 : 8829513989
Total Pages : 189 pages
Book Rating : 4.8/5 (295 download)

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Book Synopsis 51 Sales Tips by : Raúl Sánchez Gilo

Download or read book 51 Sales Tips written by Raúl Sánchez Gilo and published by Raúl Sánchez Gilo. This book was released on 2018-09-22 with total page 189 pages. Available in PDF, EPUB and Kindle. Book excerpt: 51 key advice and fundamental principles for selling more and succeed selling. If you sell or want to sell, this book is for you. Turn your sales into extraordinary with hundreds of priceless concepts and essential advice for selling more. A book 100% loaded with techniques for professional success and essential tips for selling, written from experience. The second book in the "Salesman’s Thoughts" series, a series of sales books - independent but complementary - about fundamental and timeless concepts that will help you sell more and understand the keys to succeed selling. Who this book is for: for new salespeople, entrepreneurs, start-ups, business owners, sales professionals needing a refresher, sales training, sales managers, sales teams, business students and anyone looking to increase their sales knowledge. If you are looking for simple tricks for closing sales, this is not your book. No tricks or gimmicks, but rather the fundamental elements that any seller needs to know. Among many other advice, it includes: The keys to modern selling, and how to help your client to buy. The keys and strategies to differentiate us from the competition. How to avoid competing only for price and sell for values. How to listen and ask your client better. How to sell more without lowering the price. How to overcome price objections. How to eliminate negative costs in the client's mind and go beyond price. How to optimize the customer and prospect experience. How to correctly qualify prospects and get quality clients. Keys to make advance your sales funnel. How to correctly develop your proposal. How to close more sales. Readers opinion (from the original edition): "A book that reminds us of the basics that have worked for so long." Fantastic and Essential. An essential reading to understand the complicated world of sales. Recommended whether you are a salesperson or not. A reading that captivates you from the first page to the last, told in a simple and enjoyable format." "A practical book to reflect on and deepen the sale, very well structured in commercial pills. People-based selling: relationship, trust and value." “A highly recommended book. The book summarizes in a practical and easy-to-read way how to apply sales techniques to your real world.” Each advice is a sales pill that will help you to sell more and better. Click the buy button and start selling more today!

High-Profit Selling

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Author :
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814420095
Total Pages : 289 pages
Book Rating : 4.8/5 (144 download)

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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.

Slow Down, Sell Faster!

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Publisher : AMACOM
ISBN 13 : 0814416861
Total Pages : 288 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Slow Down, Sell Faster! by : Kevin Davis

Download or read book Slow Down, Sell Faster! written by Kevin Davis and published by AMACOM. This book was released on 2011-01-05 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Faster sales pitches won’t lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer’s buying process. The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers’ real needs--and adapt their sales pitches accordingly. In Slow Down, Sell Faster!, you’ll learn how to: Match your sales behaviors to your customers’ needs throughout the buying process Get more appointments by using a problem-focused approach Combat your most lethal competitor: customer complacency Use probing questions to diagnose small problems that point to bigger needs Master the complicated politics of complex sales Overcome common selling dilemmas Davis introduces a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach extends to proposals and presentations, loyalty, retention, and, of course, cultivating more business. Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers.

How to Sell Without Being a JERK!

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Author :
Publisher : John Wiley & Sons
ISBN 13 : 047022455X
Total Pages : 224 pages
Book Rating : 4.4/5 (72 download)

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Book Synopsis How to Sell Without Being a JERK! by : John Klymshyn

Download or read book How to Sell Without Being a JERK! written by John Klymshyn and published by John Wiley & Sons. This book was released on 2008-02-25 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.

Pure Selling

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Author :
Publisher : Bellingham, WA ; North Vancouver, BC : Self-Counsel Press
ISBN 13 : 9781551800639
Total Pages : 226 pages
Book Rating : 4.8/5 (6 download)

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Book Synopsis Pure Selling by : Wayne Vanwyck

Download or read book Pure Selling written by Wayne Vanwyck and published by Bellingham, WA ; North Vancouver, BC : Self-Counsel Press. This book was released on 1999 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a more confident and effective salesperson Create partnerships with your customers Meet the challenges of today's marketplace More people earn more than $50,000 a year in sales than in any other field. To achieve such high career and salary goals, the new sales rep needs the right skills and knowledge to be confident and effective.This guide leads the reader through the selling process, from cold calling to closing a sale, with a special emphasis on establishing a professional relationship with the customer. Includes the six trust factors that help you close larger sales in a shorter time, the seven key questions you need answered before you make your sales presentation, and the six steps to answering clients' objections.

Amoeba Management

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Author :
Publisher : CRC Press
ISBN 13 : 1466578912
Total Pages : 167 pages
Book Rating : 4.4/5 (665 download)

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Book Synopsis Amoeba Management by : Kazuo Inamori

Download or read book Amoeba Management written by Kazuo Inamori and published by CRC Press. This book was released on 2012-08-20 with total page 167 pages. Available in PDF, EPUB and Kindle. Book excerpt: Especially effective in dynamic and highly competitive environments, the Amoeba Management System has received attention from the Harvard Business Review and has already been successfully adopted at more than 400 companies around the world. At the heart of this innovative management system is a business philosophy based on doing the right thing as

Proposed Sale of C-130's to Egypt

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Author :
Publisher :
ISBN 13 :
Total Pages : 140 pages
Book Rating : 4.:/5 (327 download)

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Book Synopsis Proposed Sale of C-130's to Egypt by : United States. Congress. Senate. Committee on Foreign Relations. Subcommittee on Foreign Assistance

Download or read book Proposed Sale of C-130's to Egypt written by United States. Congress. Senate. Committee on Foreign Relations. Subcommittee on Foreign Assistance and published by . This book was released on 1976 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Confrontation, Strategy and War Termination

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Author :
Publisher : Ashgate Publishing, Ltd.
ISBN 13 : 1409471845
Total Pages : 403 pages
Book Rating : 4.4/5 (94 download)

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Book Synopsis Confrontation, Strategy and War Termination by : Dr Christopher Tuck

Download or read book Confrontation, Strategy and War Termination written by Dr Christopher Tuck and published by Ashgate Publishing, Ltd.. This book was released on 2013-03-28 with total page 403 pages. Available in PDF, EPUB and Kindle. Book excerpt: At the heart of this book is the problem of war termination. Britain won an almost unbroken string of tactical military victories during an undeclared war against the Republic of Indonesia in the 1960s, yet it proved difficult to translate this into strategic success. Using conflict termination theories, this book argues that British strategy during Confrontation was both exemplary and flawed, both of which need not be mutually exclusive. The British experience in Indonesia represents an illuminating case study of the difficulties associated with strategy and the successful termination of conflicts. The value of this book lies in two areas: as a contribution to the literature on British counter-insurgency operations and as a contribution to the debates on the problems of war termination in the context of strategic thought.

Agricultural inquiry

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Author :
Publisher :
ISBN 13 :
Total Pages : 716 pages
Book Rating : 4.:/5 (34 download)

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Book Synopsis Agricultural inquiry by :

Download or read book Agricultural inquiry written by and published by . This book was released on 1922 with total page 716 pages. Available in PDF, EPUB and Kindle. Book excerpt: