The Pocket Sales Mentor Proven Sales Strategies At Your Fingertips

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The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071475877
Total Pages : 241 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips by : Gerhard Gschwandtner

Download or read book The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-09-26 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Don't let this book's small size fool you. The Pocket Sales Mentor packs a powerful punch, delivering field-tested strategies to help you hone 26 key sales skills. With these skills under your belt, you'll be able to handle every sales situation with confidence and to close more deals. Whether you're in the field or back at your desk, The Pocket Sales Mentor gives you the expertise to handle every aspect of the sales process, including ways to Make presentations that win over every customer and market Build relationships that keep clients coming back Use voice mail, e-mail, and other correspondence to effectively sell when you're not there Write creative sales letters and proposals for every transaction Negotiate to make the best deal possible Handle price and other common objections Turn every obstacle into an opportunity to sell Everyone can use a professional mentor. The Pocket Sales Mentor gives you one at your side, to help you tackle every sales challenge that comes your way. You'll stay motivated, passionate, and confident during every sale-and every step in your career.

The Ultimate Sales Training Workshop: A Hands-On Guide for Managers

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071476032
Total Pages : 305 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Ultimate Sales Training Workshop: A Hands-On Guide for Managers by : Gerhard Gschwandtner

Download or read book The Ultimate Sales Training Workshop: A Hands-On Guide for Managers written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-10-23 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Sales Training Workshop" is an invaluable one-stop training course from selling powerhouse Gerhard Gschwandtner, featuring 15 easy-to-implement workshops on vital sales topics.

Secrets of Superstar Sales Pros

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071475893
Total Pages : 208 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Secrets of Superstar Sales Pros by : Gerhard Gschwandtner

Download or read book Secrets of Superstar Sales Pros written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2007 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Power and McGraw-Hill are partners in sales success. The two leaders in sales publishing team up to bring you an unprecedented library of advice, techniques, and wisdom from the top minds in sales --

The Art of Nonverbal Selling

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071478620
Total Pages : 260 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Art of Nonverbal Selling by : Gerhard Gschwandtner

Download or read book The Art of Nonverbal Selling written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-09-29 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: SELLING POWER AND MCGRAW-HILL-PARTNERS IN SALES SUCCESS The two leaders in sales publishing team up to bring you an unprecedented library of advice, techniques, and wisdom from the top minds in sales. Sales pros always talk about their “pitch,” the words and phrases they use to nail down a deal. But the most successful sales pros understand the secrets revealed in this book-the nonverbal messages that clients send. Here are clear instructions-and a DVD of nonverbal sales skills in action-that help you to interpret facial expressions, gestures, eye shifts, and many other signals-and then use them to the sales person's advantage. More than 100 photos illustrate how to use nonverbal signals to make a sale Provides proven responses that reassure the hesitant buyer Explains ways to make the sales rep's body language communicate “buy” messages

Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071478647
Total Pages : 282 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits by : Gerhard Gschwandtner

Download or read book Sales Questions That Close Every Deal: 1000 Field-Tested Questions to Increase Your Profits written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-09 with total page 282 pages. Available in PDF, EPUB and Kindle. Book excerpt: Assembles more than 1,000 questions for different sales situation in various industries. This book includes questions for handling openers, objections, closers, and more. It also includes a CD-ROM to help readers customize their own questions.

The Essential Sales Management Handbook

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071476024
Total Pages : 288 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis The Essential Sales Management Handbook by : Gerhard Gschwandtner

Download or read book The Essential Sales Management Handbook written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2007 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Stories to Sell By: 95 True Accounts of Success You Can Use to Close More Deals

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071475850
Total Pages : 176 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Sales Stories to Sell By: 95 True Accounts of Success You Can Use to Close More Deals by : Gerhard Gschwandtner

Download or read book Sales Stories to Sell By: 95 True Accounts of Success You Can Use to Close More Deals written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-10 with total page 176 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Sales Stories to Sell By" introduces you toA business forms distributor (and former mime) whose acting skills helped him win over a gatekeeper skilled at screening cold callers and get through to the company's top decision maker.

Sales Closing Book

Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
ISBN 13 : 0071478604
Total Pages : 245 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Sales Closing Book by : Gerhard Gschwandtner

Download or read book Sales Closing Book written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2006-12-21 with total page 245 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here's a quick-reference guide that puts 270 field-tested sales closes from the world's top salespeople-including strategies, phrases, formulas, tips, and practical steps-right at your fingertips. Inside, you'll find sure-fire objection closes, tested ways to close based on price, superb story closes applicable to any selling situation, powerful negotiation closes, and additional ways to close the sale and make more money-all organized for exceptionally easy access.

Selling Power

Author :
Publisher :
ISBN 13 :
Total Pages : 1100 pages
Book Rating : 4.3/5 ( download)

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Book Synopsis Selling Power by :

Download or read book Selling Power written by and published by . This book was released on 2007 with total page 1100 pages. Available in PDF, EPUB and Kindle. Book excerpt:

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 New Strategic Selling

Author : Robert B. Miller
Publisher : Kogan Page Publishers
ISBN 13 : 9780749441302
Total Pages : 324 pages
Book Rating : 4.4/5 (413 download)

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Book Synopsis The New Strategic Selling by : Robert B. Miller

Download or read book The New Strategic Selling written by Robert B. Miller and published by Kogan Page Publishers. This book was released on 2004 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Eliminate Your Competition

Author : Sean O'Shaughnessey
Publisher :
ISBN 13 : 9780692111925
Total Pages : 298 pages
Book Rating : 4.1/5 (119 download)

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Book Synopsis Eliminate Your Competition by : Sean O'Shaughnessey

Download or read book Eliminate Your Competition written by Sean O'Shaughnessey and published by . This book was released on 2018-05-14 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.

Negotiating with Backbone

Author : Reed K. Holden
Publisher : Pearson Education
ISBN 13 : 013306476X
Total Pages : 199 pages
Book Rating : 4.1/5 (33 download)

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Book Synopsis Negotiating with Backbone by : Reed K. Holden

Download or read book Negotiating with Backbone written by Reed K. Holden and published by Pearson Education. This book was released on 2012 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers strategies and advice on retaining pricing power for business-to-business salespeople who have to negotiate with procurement departments.

A Mind for Sales

Author : Mark Hunter, CSP
Publisher : HarperCollins Leadership
ISBN 13 : 1400215765
Total Pages : 240 pages
Book Rating : 4.4/5 (2 download)

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Book Synopsis A Mind for Sales by : Mark Hunter, CSP

Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

SALES PEOPLE THINK THEY KNOW EVERYTHING

Author : Chris Lovett
Publisher : Fulton Books, Inc.
ISBN 13 :
Total Pages : 144 pages
Book Rating : 4.8/5 (85 download)

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Book Synopsis SALES PEOPLE THINK THEY KNOW EVERYTHING by : Chris Lovett

Download or read book SALES PEOPLE THINK THEY KNOW EVERYTHING written by Chris Lovett and published by Fulton Books, Inc.. This book was released on 2022-10-17 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: The concept of SalesPeople Think They know Everything is really about getting back to the basics and keeping it simple! Most salespeople are "type-A" personalities. They want answers that are quick, successful, and easy to implement. There are dozens of great sales books, but many of them are complicated--full of statistics and graphs and charts. You won't find that here. This book gives you straightforward, proven strategies that actually work. For example, say, "I'm here to see the owner" the next time you walk into a business for the first time! These strategies were identified after working with tens of thousands of salespeople over almost thirty years and the guidance of a sales mentor who developed and practiced many of the strategies. Now you have them at your fingertips. So what are you waiting for? Don't you want to officially know "everything"?

Advanced Selling Strategies

Author : Brian Tracy
Publisher : Simon and Schuster
ISBN 13 : 0684824744
Total Pages : 436 pages
Book Rating : 4.6/5 (848 download)

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Book Synopsis Advanced Selling Strategies by : Brian Tracy

Download or read book Advanced Selling Strategies written by Brian Tracy and published by Simon and Schuster. This book was released on 1996-08-27 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents techniques for successful sales results, offering listeners tips on how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale.

Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281091
Total Pages : 320 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.