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Silver Bullet Selling
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Book Synopsis Silver Bullet Selling by : G.A. Bartick
Download or read book Silver Bullet Selling written by G.A. Bartick and published by John Wiley & Sons. This book was released on 2008-11-03 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.
Book Synopsis Silver Bullet Selling by : G.A. Bartick
Download or read book Silver Bullet Selling written by G.A. Bartick and published by John Wiley & Sons. This book was released on 2008-10-27 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.
Book Synopsis Selling the Silver Bullet by : Avi Santo
Download or read book Selling the Silver Bullet written by Avi Santo and published by . This book was released on 2015 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results by : Wendy Foegen Reed
Download or read book Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results written by Wendy Foegen Reed and published by McGraw Hill Professional. This book was released on 2010-11-12 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN! "Selling for the Long Run stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve." -- Donal Daly, CEO, The TAS Group "This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success." -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. "The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. Selling for the Long Run offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well." -- Jim Dickie, Managing Partner, CSO Insights "Selling for the Long Run provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships." -- John Golden, CEO, Huthwaite "Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota." -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. ARE YOU IN A GOOD RELATIONSHIP? Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple? Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you: View the sales process from the customer's point of view Align your offering with the buyer's needs Perform proper due diligence before creating your strategy Gain clearer vision into revenue pipelines and forecasts Deliver on all promises made--both explicit and implicit Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run.
Download or read book Popular Mechanics written by and published by . This book was released on 1976-05 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Popular Mechanics inspires, instructs and influences readers to help them master the modern world. Whether it’s practical DIY home-improvement tips, gadgets and digital technology, information on the newest cars or the latest breakthroughs in science -- PM is the ultimate guide to our high-tech lifestyle.
Book Synopsis The Comic Book Western by : Christopher Conway
Download or read book The Comic Book Western written by Christopher Conway and published by U of Nebraska Press. This book was released on 2022-06 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Comic Book Western explores how the myth of the American West played out in popular comics from around the world.
Book Synopsis Rethink the Way You Sell by : Jeff Bajorek
Download or read book Rethink the Way You Sell written by Jeff Bajorek and published by Createspace Independent Publishing Platform. This book was released on 2018-04-27 with total page 52 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no denying how important a healthy pipeline is to sales success. However, much time is spent arguing over how to fill it rather than understanding the fundamentals that will keep it full. Only with the proper foundation in place, can success be sustained. In this book, I discuss the five fundamentals of prospecting that have either been ignored or forgotten, and give you practical exercises to master them.
Book Synopsis The Great Sellers Playbook by : Joe Barhoum
Download or read book The Great Sellers Playbook written by Joe Barhoum and published by Joe Barhoum. This book was released on 2020-05-20 with total page 62 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the discipline of sales and use it as a tool for understanding what builds trust in a business setting. In the long run, the honest seller always wins, even if they lose some business in the short term. This book is not a silver bullet. It is, however, a straightforward explanation of what to expect in sales, with strategies you can use to build trust with buyers.These principals are based on lessons from my career which have been with me for 15 years. They center around four basic questions:What is a seller?What should a seller be?What should a seller do?What should a seller not do?
Download or read book Silver Bullet written by and published by . This book was released on 1985-11-12 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-28 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Book Synopsis Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy by : Bill Stinnett
Download or read book Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy written by Bill Stinnett and published by McGraw Hill Professional. This book was released on 2004-11-21 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you receive: Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers
Download or read book Shift! written by Craig Elias and published by iUniverse. This book was released on 2010-06-25 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a silver bullet in sales its called timing when you get to highly motivated decision makers at EXACTLY the right time: after they experience a Trigger Event BUT before they call your competition. When you have the right timing the sale almost happens by itself There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers youve had timing happen before, not its time to make it happen again, and again, and again. ... simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers. Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust "... an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done!" Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc By combining the power of relationships with timing - what Elias and Shanto call "Trigger Events" - the authors present a powerful sales strategy... Keith Ferrazzi, #1 NYT Bestselling author of Who's Got Your Back and Never Eat Alone Elias and Shanto have brought referrals into the 21st Century, showing you how to capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read! Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute
Book Synopsis Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn by : Paul Reilly
Download or read book Selling Through Tough Times: Grow Your Profits and Mental Resilience Through any Downturn written by Paul Reilly and published by McGraw Hill Professional. This book was released on 2021-09-28 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: An indispensable guide to thriving in a challenging sales environment As a sales professional, you know that it’s harder to sell in tough times—whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive, but thrive through tough times. How do they do it? What do they do to thrive through adversity? Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again. While the principals of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties, but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and—crucially—protect profit by embracing the “tough timers” mental attitude. Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them—and come out on top.
Download or read book How to Sell written by Jeff Savage and published by Jeff Savage. This book was released on 2008-05-15 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: How To Sell provides the tools you will need to earn great wealth and personal fulfillment in your sales career. Obtaining sales success requires planning, time, and much discipline and sacrifice however, the rewards are well worth it. If you have the drive to succeed, this book will equip you with the how to reach your goals.
Book Synopsis Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology by : Doug Devitre
Download or read book Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology written by Doug Devitre and published by McGraw Hill Professional. This book was released on 2015-10-30 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Screen to Screen Selling is one of the most powerful tools you will ever use. It’s on your desktop, your laptop, your tablet, and your smartphone. It puts face-to-face accessibility at your fingertips, delivers high impact at a low cost, and opens up a whole new world of sales possibilities. From remote business meetings to long-distance presentations to live customer feeds, screen-to-screen is where it’s at. And since it works on multiple platforms, it’s wherever you want to go. That’s the power of Screen to Screen Selling, a game-changing step-by-step guide that shows you how to: INCREASE SALES by reaching out to customers anywhere in the world BOOST PRODUCTIVITY by making every meeting count, getting every worker on board, and keeping every customer engaged IMPROVE PERFORMANCE by using visual aids in your screen-to-screen meetings, presentations, and conversations ENHANCE CUSTOMER EXPERIENCE by delivering the kind of personal, one-on-one service they won’t find anywhere else Filled with money-saving tips, time-saving strategies, and practical tech-smart solutions to all your business needs, screen to screen selling is the perfect go-to guide for making person-to-person connections that really count—and really pay off. If the success of your business depends upon your ability to communicate, influence, persuade, or present ideas that solve problems, you need to harness the power of screen to screen technology to help you get the job done—faster, more efficiently, and more affordably. This essential user’s guide provides all the information you need to access and implement the best digital and online tools available for conducting remote meetings, sales presentations, training sessions, and much more. Screen to Screen Selling will show you how to: Boost sales, performance, and customer experience—without being physically present Choose the right technology for the right job and the right budget Prepare the best visuals for every transaction, every client, every time you connect Find the highest-rated apps, software, and online services—at the lowest price possible Visually demonstrate value that only you can provide—in a way that makes you stand out from the competition Conduct meetings, train employees, coach teams, and give presentations that captivate audiences—and seal the deal every time Jam-packed with field-tested strategies, user-friendly tips, and market-ready solutions, this comprehensive guide will help you reduce your costs, manage your time, expand your customer base, and run your meetings more efficiently—even if you can’t be there in person. You’ll find revealing case studies of successful screen-to-screen sellers, as well as valuable presentation tools, security tips, and other online resources. As a bonus, the book includes a selection of links to screen-to-screen tutorials, webinars, checklists, and presentation slides—so you can access the information across multiple devices in multiple ways. These simple but powerful techniques can be applied to virtually any industry. Even if your primary responsibility isn’t sales, you can use this innovative technology to make better decisions, stronger connections, and more new contacts than ever before. It’s the picture-perfect way to sell your vision. Coast to coast. Person to person. Screen to screen. Doug Devitre is the founder of Doug Devitre International, Inc. He was inducted into the National Association of Realtors Business Specialties Hall of Fame, awarded Entrepreneur of the Year from University of Missouri-Columbia, and bestowed the top honor of Certified Speaking Professional Designation by the National Speakers Association.
Book Synopsis Solution Selling: Creating Buyers in Difficult Selling Markets by : Michael T. Bosworth
Download or read book Solution Selling: Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Book Synopsis Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results by : Wendy Foegen Reed
Download or read book Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results written by Wendy Foegen Reed and published by McGraw Hill Professional. This book was released on 2010-11-12 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN! "Selling for the Long Run stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve." -- Donal Daly, CEO, The TAS Group "This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success." -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. "The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. Selling for the Long Run offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well." -- Jim Dickie, Managing Partner, CSO Insights "Selling for the Long Run provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships." -- John Golden, CEO, Huthwaite "Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota." -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. ARE YOU IN A GOOD RELATIONSHIP? Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple? Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you: View the sales process from the customer's point of view Align your offering with the buyer's needs Perform proper due diligence before creating your strategy Gain clearer vision into revenue pipelines and forecasts Deliver on all promises made--both explicit and implicit Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run.
