Unleashing the Power of Consultative Selling "Selling the way your customer wants to buy...Not the way you like to sell"

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Publisher : P2P People to People Communications
ISBN 13 : 097638180X
Total Pages : 204 pages
Book Rating : 4.9/5 (763 download)

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Book Synopsis Unleashing the Power of Consultative Selling "Selling the way your customer wants to buy...Not the way you like to sell" by : Richard Grehalva

Download or read book Unleashing the Power of Consultative Selling "Selling the way your customer wants to buy...Not the way you like to sell" written by Richard Grehalva and published by P2P People to People Communications. This book was released on with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: What does it mean to be a man?-Difficult question to answer isn't it? This is my story and my experiences as I was looking for answers to this question. Some men will face a crossroad and get stuck. Some men will continue on the same path that they have always traveled. A few men will get to a place, where it has gotten bad enough, to want to walk down a different road. My reason for writing this book is to discuss the following: What are these crossroads? What are the signs? What are the steps to follow a different road? All I can do is share what I experienced, and what works and what does not work. I also have the teachings I learned from hundreds of men that I have been blessed to be with and work with over these years. I share with you what the Elders taught me and what I have learned from over 20 years of leading men's retreats all over the United States. Along the way, I will pass on some of my dad, Greywolf's teachings. I'm not a therapist, physiologist, pastor, social worker or part of the healthcare community. What I am, is a man who heard his wake up call. And with the help of a group of men began a new journey into becoming a different man. Part of my call was to become a men's retreat leader author, speaker, teacher, facilitator and coach. After many years of doing my own work and leading men's retreats, I discovered there are 7 crossroads a man will face in his life. I do not claim to have all the answers because I cannot provide them.

High Performance Habits

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Author :
Publisher : Hay House, Inc
ISBN 13 : 1401952852
Total Pages : 401 pages
Book Rating : 4.4/5 (19 download)

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Book Synopsis High Performance Habits by : Brendon Burchard

Download or read book High Performance Habits written by Brendon Burchard and published by Hay House, Inc. This book was released on 2017-09-19 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: THESE HABITS WILL MAKE YOU EXTRAORDINARY. Twenty years ago, author Brendon Burchard became obsessed with answering three questions: 1. Why do some individuals and teams succeed more quickly than others and sustain that success over the long term? 2. Of those who pull it off, why are some miserable and others consistently happy on their journey? 3. What motivates people to reach for higher levels of success in the first place, and what practices help them improve the most After extensive original research and a decade as the world’s leading high performance coach, Burchard found the answers. It turns out that just six deliberate habits give you the edge. Anyone can practice these habits and, when they do, extraordinary things happen in their lives, relationships, and careers. Which habits can help you achieve long-term success and vibrant well-being no matter your age, career, strengths, or personality? To become a high performer, you must seek clarity, generate energy, raise necessity, increase productivity, develop influence, and demonstrate courage. The art and science of how to do all this is what this book is about. Whether you want to get more done, lead others better, develop skill faster, or dramatically increase your sense of joy and confidence, the habits in this book will help you achieve it faster. Each of the six habits is illustrated by powerful vignettes, cutting-edge science, thought-provoking exercises, and real-world daily practices you can implement right now. If you’ve ever wanted a science-backed, heart-centered plan to living a better quality of life, it’s in your hands. Best of all, you can measure your progress. A link to a free professional assessment is included in the book.

Sell the Way You Buy

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Author :
Publisher : Page Two
ISBN 13 : 1989603203
Total Pages : 0 pages
Book Rating : 4.9/5 (896 download)

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Book Synopsis Sell the Way You Buy by : David Priemer

Download or read book Sell the Way You Buy written by David Priemer and published by Page Two. This book was released on 2020-04-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.

The Necessary Art of Persuasion

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Author :
Publisher : Harvard Business Review Press
ISBN 13 : 1633691020
Total Pages : 81 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis The Necessary Art of Persuasion by : Jay A. Conger

Download or read book The Necessary Art of Persuasion written by Jay A. Conger and published by Harvard Business Review Press. This book was released on 2008-09-08 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues and employees and negotiating shared solutions to solving problems and achieving goals. In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.

Start with Why

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Publisher : Penguin
ISBN 13 : 1591846447
Total Pages : 257 pages
Book Rating : 4.5/5 (918 download)

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Book Synopsis Start with Why by : Simon Sinek

Download or read book Start with Why written by Simon Sinek and published by Penguin. This book was released on 2011-12-27 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: The inspirational bestseller that ignited a movement and asked us to find our WHY Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever. START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Popular Science

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Publisher :
ISBN 13 :
Total Pages : 182 pages
Book Rating : 4./5 ( download)

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Book Synopsis Popular Science by :

Download or read book Popular Science written by and published by . This book was released on 2004-12 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Popular Science gives our readers the information and tools to improve their technology and their world. The core belief that Popular Science and our readers share: The future is going to be better, and science and technology are the driving forces that will help make it better.

InfoWorld

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Publisher :
ISBN 13 :
Total Pages : 60 pages
Book Rating : 4./5 ( download)

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Book Synopsis InfoWorld by :

Download or read book InfoWorld written by and published by . This book was released on 1986-03-31 with total page 60 pages. Available in PDF, EPUB and Kindle. Book excerpt: InfoWorld is targeted to Senior IT professionals. Content is segmented into Channels and Topic Centers. InfoWorld also celebrates people, companies, and projects.

The Heart of a Christian Sales Person

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Publisher :
ISBN 13 : 9781633673625
Total Pages : 196 pages
Book Rating : 4.6/5 (736 download)

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Book Synopsis The Heart of a Christian Sales Person by : Dave Kahle

Download or read book The Heart of a Christian Sales Person written by Dave Kahle and published by . This book was released on 2014-11-11 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being a Christian sales person is going to be tricky. That's what I thought as I entered my first professional sales position. In retrospect, my life as a Christian sales person was confusing, gut-wrenchingly difficult, frustrating, and wonderfully rewarding. I dealt with questions that you may also face: - How do I balance the need to get results with the Christian ethic of leaving the outcomes to Christ? - Where do I go for support and encouragement in a church where I'm seen as a second class citizen? - How and when do I voice my beliefs on the job, when my employer is not paying me to do that? - How do I maintain my perspective when some of the professional Christians around me are so much more manipulative and deceitful than any secular acquaintance? - How do I maintain my Christian ethics inside a company that supports just the opposite? - How do I grow a consulting practice with no resources and no network? Here's my story.

Ask a Manager

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Publisher : Ballantine Books
ISBN 13 : 0399181822
Total Pages : 306 pages
Book Rating : 4.3/5 (991 download)

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Book Synopsis Ask a Manager by : Alison Green

Download or read book Ask a Manager written by Alison Green and published by Ballantine Books. This book was released on 2018-05-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together

The Only Sales Guide You'll Ever Need

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Author :
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 242 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 242 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.

Flipping the Switch...

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Author :
Publisher : Penguin
ISBN 13 : 1101221259
Total Pages : 146 pages
Book Rating : 4.1/5 (12 download)

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Book Synopsis Flipping the Switch... by : John G. Miller

Download or read book Flipping the Switch... written by John G. Miller and published by Penguin. This book was released on 2005-12-29 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: In his bestselling book QBQ! The Question Behind the Question, John G. Miller revealed how personal accountability helps to create opportunity, overcome obstacles, and achieve goals by eliminating blame, complaining, and procrastination. The result? Stronger organizations, more dynamic teams, and healthier relationships. Now Miller takes readers to the next level to show how they can use the power of the QBQ! and personal accountability every day. When a light switch is flipped the flow of energy that is released reaches the lightbulb in an instant, bringing it to life. Similarly, asking the right kind of question-a QBQ-is the first step to empowering what Miller calls the Advantage Principles-five essential practices that will lead to a richer experience in every aspect of life: - LEARNING: live an engaged and energized life through positive personal growth and change - OWNERSHIP: attain goals by becoming a solution-oriented person who solves problems - CREATIVITY: find new ways to achieve by succeeding "within the box" - SERVICE: build a legacy by helping others succeed - TRUST: develop deep and rewarding relationships With compelling real-life stories and keen insights, Miller demonstrates how anyone can find success and satisfaction by "flipping the switch."

Peak

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Publisher : John Wiley & Sons
ISBN 13 : 0787988618
Total Pages : 290 pages
Book Rating : 4.7/5 (879 download)

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Book Synopsis Peak by : Chip Conley

Download or read book Peak written by Chip Conley and published by John Wiley & Sons. This book was released on 2007-09-21 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: After fifteen years of rising to the pinnacle of the hospitality industry, Chip Conley's company was suddenly undercapitalized and overexposed in the post-dot.com, post-9/11 economy. For relief and inspiration, Conley, the CEO and founder of Joie de Vivre Hospitality, turned to psychologist Abraham Maslow's iconic Hierarchy of Needs. This book explores how Conley's company "the second largest boutique hotelier in the world" overcame the storm that hit the travel industry by applying Maslow's theory to what Conley identifies as the key Relationship Truths in business with Employees, Customers and Investors. Part memoir, part theory, and part application, the book tells of Joie de Vivre's remarkable transformation while providing real world examples from other companies and showing how readers can bring about similar changes in their work and personal lives. Conley explains how to understand the motivations of employees, customers, bosses, and investors, and use that understanding to foster better relationships and build an enduring and profitable corporate culture.

I'm Everywhere and Nowhere. and I Own Nothing and Everything

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Author :
Publisher :
ISBN 13 : 9781539112709
Total Pages : 144 pages
Book Rating : 4.1/5 (127 download)

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Book Synopsis I'm Everywhere and Nowhere. and I Own Nothing and Everything by : Yann Girard

Download or read book I'm Everywhere and Nowhere. and I Own Nothing and Everything written by Yann Girard and published by . This book was released on 2016-09-27 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past seven years I've lived in more places than I can remember. I lived and worked in Shanghai, New York, Berlin, Bangkok, Munich and a few more places, not including the dozens of places I've stayed at for just a few days or weeks.While writing these lines I'm in a small town in Malaysia.I've basically lived out of a backpack for the past seven years. And the longer I'm doing this, the less stuff I need. Right now I carry less than 10 items around with me in a carry on backpack that weighs less than 10kg. I go wherever I want to go. I currently spend less than $800 a month. Including everything. My most precious possession is a $300 Acer laptop.I've started a clothing company in China, for the Chinese market, which failed miserably. I've launched more than 10 websites, some of them made some money, some of them didn't. I shut down all of them. I've written seven books (this is my eighth). None of them was a bestseller. I write a blog where I published more than 500 articles so far. I've more than 100,000 monthly readers spread across multiple platforms.I'm by no means successful. Or rich. But I have more than enough, by all means. I have access to everything I need. And I can buy and afford everything I need.I'm not a minimalist. Or a digital nomad. Or an entrepreneur. Or a blogger. Or an author.I'm mostly trying to just be myself. I'm trying to be myself in a world where it gets harder and harder every single day to just be yourself.It's not always been easy. As a matter of fact it's probably been hard more often than it's been easy. But every day of struggle and doubt has been worth it. Being yourself and creating your own life instead of just living a life is always worth the struggle.This right here is my story. This is what I've learned about life, myself and the world around me.I'm everywhere and nowhere. And I own nothing and everything...

Stop Selling and Start Leading

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Author :
Publisher : John Wiley & Sons
ISBN 13 : 1119446287
Total Pages : 227 pages
Book Rating : 4.1/5 (194 download)

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Book Synopsis Stop Selling and Start Leading by : James M. Kouzes

Download or read book Stop Selling and Start Leading written by James M. Kouzes and published by John Wiley & Sons. This book was released on 2018-03-13 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

Walk Like a Giant, Sell Like a Madman

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Author :
Publisher : Harper Collins
ISBN 13 : 0887309305
Total Pages : 228 pages
Book Rating : 4.8/5 (873 download)

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Book Synopsis Walk Like a Giant, Sell Like a Madman by : Ralph R. Roberts

Download or read book Walk Like a Giant, Sell Like a Madman written by Ralph R. Roberts and published by Harper Collins. This book was released on 1998-09-09 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: The average real estate sells ten to twelve homes per year. A superstar salesperson sells fifty. Last year alone, Ralph Roberts sold more than six hundred residential properties -- fifty time more than the average competitor! What the secret behind the nation's bestselling real estate agent? How can you achieve similar phenomenal success in your field? More important, can you reach the megalevels Ralph Roberts attains year after year? Yes!

Take the Cold Out of Cold Calling

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Publisher : SBR Worldwide, LLC
ISBN 13 : 1592982093
Total Pages : 313 pages
Book Rating : 4.5/5 (929 download)

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Book Synopsis Take the Cold Out of Cold Calling by : Sam Richter

Download or read book Take the Cold Out of Cold Calling written by Sam Richter and published by SBR Worldwide, LLC. This book was released on 2008 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents advice on using Internet searching to perform successful telephone sales.

Popular Mechanics

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

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Book Synopsis Popular Mechanics by :

Download or read book Popular Mechanics written by and published by . This book was released on 2000-01 with total page 140 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.