The Only Sales Guide Youll Ever Need

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The Only Sales Guide You'll Ever Need

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 240 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Only Sales Guide You'll Ever Need by : Anthony Iannarino

Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

Eat Their Lunch

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0525537627
Total Pages : 242 pages
Book Rating : 4.5/5 (255 download)

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Book Synopsis Eat Their Lunch by : Anthony Iannarino

Download or read book Eat Their Lunch written by Anthony Iannarino and published by Penguin. This book was released on 2018-11-06 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

The Lost Art of Closing

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
Total Pages : 241 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Lost Art of Closing by : Anthony Iannarino

Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

The Only Negotiating Guide You'll Ever Need, Revised and Updated

Author : Peter B. Stark
Publisher : Currency
ISBN 13 : 1524758914
Total Pages : 304 pages
Book Rating : 4.5/5 (247 download)

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Book Synopsis The Only Negotiating Guide You'll Ever Need, Revised and Updated by : Peter B. Stark

Download or read book The Only Negotiating Guide You'll Ever Need, Revised and Updated written by Peter B. Stark and published by Currency. This book was released on 2017-06-13 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.

The Last Prospecting Guide You'll Ever Need

Author : Bob Burg
Publisher : Sound Wisdom
ISBN 13 : 1937879135
Total Pages : 208 pages
Book Rating : 4.9/5 (378 download)

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Book Synopsis The Last Prospecting Guide You'll Ever Need by : Bob Burg

Download or read book The Last Prospecting Guide You'll Ever Need written by Bob Burg and published by Sound Wisdom. This book was released on 2013-05-07 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.

The Only Grammar Book You'll Ever Need

Author : Susan Thurman
Publisher : Adams Media
ISBN 13 : 1580628559
Total Pages : 192 pages
Book Rating : 4.5/5 (86 download)

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Book Synopsis The Only Grammar Book You'll Ever Need by : Susan Thurman

Download or read book The Only Grammar Book You'll Ever Need written by Susan Thurman and published by Adams Media. This book was released on 2003-05-01 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Only Grammar Book You'll Ever Need is the ideal resource for everyone who wants to produce writing that is clear, concise, and grammatically excellent. Whether you're creating perfect professional documents, spectacular school papers, or effective personal letters, you'll find this handbook indispensable. From word choice to punctuation to organization, English teacher Susan Thurman guides you through getting your thoughts on paper with polish. Using dozens of examples, The Only Grammar Book You'll Ever Need provides guidelines for: Understanding the parts of speech and elements of a sentence Avoiding the most common grammar and punctuation mistakes Using correct punctuating in every sentence Writing clearly and directly Approaching writing projects, whether big or small Easy to follow and authoritative, The Only Grammar Book You'll Ever Need provides all the necessary tools to make you successful with every type of written expression.

The Only Study Guide You'll Ever Need

Author : Jade Bowler
Publisher : Kings Road Publishing
ISBN 13 : 1788704207
Total Pages : 257 pages
Book Rating : 4.7/5 (887 download)

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Book Synopsis The Only Study Guide You'll Ever Need by : Jade Bowler

Download or read book The Only Study Guide You'll Ever Need written by Jade Bowler and published by Kings Road Publishing. This book was released on 2021-08-05 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: We've all been there: a new school year starts and there's 8 months till your exams - that's plenty of time, right? Then there's 6 months, 3 months, 1 month and oh, now there's 2 weeks left and you haven't started studying... What happens next is a panic-induced mayhem of highlighting everything in the textbook (without even questioning if it's actually helpful). But I'm here to help you change this! In The Only Study Guide You'll Ever Need, I'll cover a range of different topics including: · How to get started and pick up that pen · Learning techniques that actually work (hello, science of memory!) · The dos and don'ts of timetabling · And combatting fear of failure, perfectionism, exam stress and so much more! As a fellow student now at university, I definitely don't have a PhD in Exam Etiquette but this is the book younger me needed. All I wanted was one place that had a variety of tried-and-tested methods with reassurance from someone who had recently been through the education system. The Only Study Guide You'll Ever Need is just that, and I have collected the best techniques and tools I wish I'd known earlier to help you get through your studies and smash your exams! Jade x

The Only Guide You'll Ever Need for the Right Financial Plan

Author : Larry E. Swedroe
Publisher : John Wiley & Sons
ISBN 13 : 0470929715
Total Pages : 240 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis The Only Guide You'll Ever Need for the Right Financial Plan by : Larry E. Swedroe

Download or read book The Only Guide You'll Ever Need for the Right Financial Plan written by Larry E. Swedroe and published by John Wiley & Sons. This book was released on 2010-07-02 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: An accessible guide that outlines the key elements of an effective financial plan From Larry Swedroe, the author of the bestselling series of "The Only Guide" investment books, with Kevin Grogan and Tiya Lim comes a step-by-step handbook that shows you how to develop a winning personal investment strategy and reveals what it takes to make that strategy part of your overall financial plan. The Only Guide You'll Ever Need for the Right Financial Plan focuses on the "art" of investing and gives you the information you need to create a strategy that is tailor-made for your particular situation. Designed for savvy investors and professional advisors, this book offers the vital information needed for developing and implementing an overall strategic financial plan. In this essential resource, Swedroe outlines the basics in asset allocation and other investment planning concepts. Addresses how you can design an investment policy statement and an individual asset allocation plan Examines how to maintain your portfolio's risk profile in the most cost-effective and tax-efficient manner Offers insights on integrating risk management and estate planning issues into your plan The Only Guide You'll Ever Need for the Right Financial Plan offers a handy tool to help you make more informed and prudent decisions that will go a long way to ensure a secure financial future.

All the Math You'll Ever Need

Author : Steve Slavin
Publisher : John Wiley & Sons
ISBN 13 : 0471674028
Total Pages : 240 pages
Book Rating : 4.4/5 (716 download)

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Book Synopsis All the Math You'll Ever Need by : Steve Slavin

Download or read book All the Math You'll Ever Need written by Steve Slavin and published by John Wiley & Sons. This book was released on 1999-03-29 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: A sharp mind, like a healthy body, is subject to the same ruleof nature: Use it or lose it Need a calculator just to work out a 15 percent service charge? Not exactly sure how to get the calculator to give you the figureyou need? Turn to this revised and updated edition of All the MathYou'll Ever Need, the friendliest, funniest, and easiest workoutprogram around. In no time, you'll have total command of all the powerfulmathematical tools needed to make numbers work for you. In adollars-and-cents, bottom-line world, where numbers influenceeverything, none of us can afford to let our math skills atrophy.This step-by-step personal math trainer: Refreshes practical math skills for your personal andprofessional needs, with examples based on everyday situations. Offers straightforward techniques for working with decimals and fractions. Demonstrates simple ways to figure discounts, calculatemortgage interest rates, and work out time, rate, and distance problems. Contains no complex formulas and no unnecessary technical terms.

Elite Sales Strategies

Author : Anthony Iannarino
Publisher : John Wiley & Sons
ISBN 13 : 111985895X
Total Pages : 263 pages
Book Rating : 4.1/5 (198 download)

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Book Synopsis Elite Sales Strategies by : Anthony Iannarino

Download or read book Elite Sales Strategies written by Anthony Iannarino and published by John Wiley & Sons. This book was released on 2022-04-11 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

The Only Guide to a Winning Bond Strategy You'll Ever Need

Author : Larry E. Swedroe
Publisher : Truman Talley Books
ISBN 13 : 1429909390
Total Pages : 273 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis The Only Guide to a Winning Bond Strategy You'll Ever Need by : Larry E. Swedroe

Download or read book The Only Guide to a Winning Bond Strategy You'll Ever Need written by Larry E. Swedroe and published by Truman Talley Books. This book was released on 2007-04-01 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Larry Swedroe, the author of The Only Guide to a Winning Investment Strategy You'll Ever Need, has collaborated with Joe H. Hempen to create an up-to-date book on how to invest in today's bond market that covers a range of issues pertinent to any bond investor today including: bond-speak, the risks of fixed income investing, mortgage-backed securities, and municipal bonds. The Only Guide to a Winning Bond Strategy You'll Ever Need is a no-nonsense handbook with all the information necessary to design and construct your fixed income portfolio. In this day and age of shaky stocks and economic unpredictability, The Only Guide to a Winning Bond Strategy You'll Ever Need is a crucial tool for any investor looking to safeguard their money.

John Stossel's Shopping Smart!

Author : John Stossel
Publisher : Berkley Trade
ISBN 13 : 9780425053164
Total Pages : 242 pages
Book Rating : 4.0/5 (531 download)

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Book Synopsis John Stossel's Shopping Smart! by : John Stossel

Download or read book John Stossel's Shopping Smart! written by John Stossel and published by Berkley Trade. This book was released on 1982 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Only Investment Guide You'll Ever Need

Author : Andrew P. Tobias
Publisher : Harvest Books
ISBN 13 : 9780156011075
Total Pages : 0 pages
Book Rating : 4.0/5 (11 download)

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Book Synopsis The Only Investment Guide You'll Ever Need by : Andrew P. Tobias

Download or read book The Only Investment Guide You'll Ever Need written by Andrew P. Tobias and published by Harvest Books. This book was released on 2002 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Description

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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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.

The Only Diet Book You'll Ever Need

Author : Cyndi Targosz
Publisher : Simon and Schuster
ISBN 13 : 1440533172
Total Pages : 256 pages
Book Rating : 4.4/5 (45 download)

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Book Synopsis The Only Diet Book You'll Ever Need by : Cyndi Targosz

Download or read book The Only Diet Book You'll Ever Need written by Cyndi Targosz and published by Simon and Schuster. This book was released on 2007-11-01 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: D-iscouraged with the way you look? I-nterested in long-term results? E-xcited for the new and improved you? T-ime to get a move on! Tired of the roller-coaster ride called dieting? You are not alone! Now, with nationally celebrated weight-loss expert Cyndi Targosz as your guide, you can say goodbye to fly-by-night fad diets, create a real plan for losing - and keeping off - the weight, and have a great time doing it! Complete with tips and tricks for curbing your cravings, personalizing your plan of attack, and embracing your new delicious life, you'll be on the track to a better you in no time. With Cyndi's Secrets' for success, you will learn how to: find out the real reason you're overweight Adapt the new Food Pyramid to your nutritional needs Shop, cook, and dine (in or out) and stay on course Let Cyndi and her one-of-a-kind program refresh, inspire, and energize you. With The Only Diet Book You'll Ever Need, your new life starts today. What are you waiting for?

Sales Truth

Author : Mike Weinberg
Publisher : HarperCollins Leadership
ISBN 13 : 1595557547
Total Pages : 256 pages
Book Rating : 4.5/5 (955 download)

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Book Synopsis Sales Truth by : Mike Weinberg

Download or read book Sales Truth written by Mike Weinberg and published by HarperCollins Leadership. This book was released on 2019-06-11 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want. Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed? The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results. Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales. In Sales Truth, Weinberg shares some of the truths you’ll learn including: Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today. Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.

Start Your Own Business, Sixth Edition

Author : The Staff of Entrepreneur Media
Publisher : Entrepreneur Press
ISBN 13 : 1613083009
Total Pages : 563 pages
Book Rating : 4.6/5 (13 download)

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Book Synopsis Start Your Own Business, Sixth Edition by : The Staff of Entrepreneur Media

Download or read book Start Your Own Business, Sixth Edition written by The Staff of Entrepreneur Media and published by Entrepreneur Press. This book was released on 2015-01-19 with total page 563 pages. Available in PDF, EPUB and Kindle. Book excerpt: Tapping into more than 33 years of small business expertise, the staff at Entrepreneur Media takes today’s entrepreneurs beyond opening their doors and through the first three years of ownership. This revised edition features amended chapters on choosing a business, adding partners, getting funded, and managing the business structure and employees, and also includes help understanding the latest tax and healthcare reform information and legalities.