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Author : James Frederick Bender
Publisher : McGraw-Hill Companies
ISBN 13 : 9780070044418
Total Pages : 292 pages
Book Rating : 4.0/5 (444 download)
Download or read book How to Sell Well written by James Frederick Bender and published by McGraw-Hill Companies. This book was released on 1971 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Joe Girard
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.7/5 (432 download)
Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Author : Rene Robichaud
Publisher :
ISBN 13 : 9781978134508
Total Pages : 104 pages
Book Rating : 4.1/5 (345 download)
Download or read book Sell Well written by Rene Robichaud and published by . This book was released on 2017-10-17 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt: - An easy guide to selling your company - This book helps private business owners and CEOs navigate the many issues related to the sale of their company. In this non-technical guide to the sale process, the three authors provide real-life examples of lessons learned and mistakes to avoid. Business students will also get tools to think about company valuation and the many factors that enhance value from a buyer's perspective.This handbook will help you understand the steps others have taken to successfully sell their company. It includes . . . - issues to consider in order to best meet all of your goals in the sale process - tips on how to maximize the exit value - helpful information to prepare business people for life after the saleThis easy-to-read book about mergers and acquisitions comes highly recommended by very successful business people like Dave Dillon, retired Chairman and CEO of Kroger Companies, and Larry Stevenson, Chairman of SNC-Lavalin. The sale of your company may be the most important business decision an owner can make. Read this book before you decide to sell!
Author : Roy Whitten
Publisher :
ISBN 13 : 9781952654251
Total Pages : 216 pages
Book Rating : 4.6/5 (542 download)
Download or read book Sell Well, Do Good written by Roy Whitten and published by . This book was released on 2021-02-10 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: IS THERE REALLY A BETTER WAY TO SELL? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach tailor-made for social enterprises. DR. ROY WHITTEN and SCOTT ROY are the founders of Whitten & Roy Partnership. WRP maintains a global consultant network and has served organizations in over 40 countries. Inside Sell Well, Do Good, you'll discover how transformative science exposes a root problem in sales: the belief - held by salespeople and clients alike - that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction leads to individual behaviors and organizational systems that become self-perpetuating, dysfunctional, and unproductive for everyone involved, creating conditions that undermine the mission of social enterprises and limit their impact. Using real stories from over a decade of field work, the authors put you into the training room to break through old habits and fixed mindsets. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team. Get to the heart of customer-centric selling and explore how to: - Master your attitude to produce your best work - Lead compelling conversations that result in committed action - Educate your customers to help them make the right buying decision - Build a selling system that changes the behavior of sales agents and their customers. No hype or hyperbole - just actionable insight from two seasoned executives who believe that selling is the heartbeat of business and who know that how a social enterprise sells will determine its ultimate value to the customers it serves.
Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author : Clive Gibson
Publisher :
ISBN 13 : 9781770226623
Total Pages : 237 pages
Book Rating : 4.2/5 (266 download)
Download or read book Sell Well written by Clive Gibson and published by . This book was released on 2014 with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : James Frederick Bender
Publisher :
ISBN 13 :
Total Pages : 296 pages
Book Rating : 4.:/5 (334 download)
Download or read book How to Sell Well written by James Frederick Bender and published by . This book was released on 1961 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Clinton Emscent
Publisher : Independently Published
ISBN 13 :
Total Pages : 144 pages
Book Rating : 4.5/5 (19 download)
Download or read book How To Sell Any Product And Services written by Clinton Emscent and published by Independently Published. This book was released on 2021-06-14 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is a profession, and as in any other profession, the people whose success are greater, are those who understands the foundation of their art. They understand that it ain't enough to just want to sell but also knowing how to sell . The foundations are worthy to be thoroughly mastered. Don't be surprised that many sales men can not sell with the skill and ease of a real professional because they didn't and never mastered the foundations. There are five simple fundamentals of selling, and they are; Sell yourself Sell the company Sell the demonstration Sell the contract Sell today All five steps are an essential part of a successful sale. Sales might be forfeited if a salesman leaves out any of this steps. Selling Yourself Well, your fingernails, haircut, smile, and clothes pass inspection. Your prospect is really impressed with your winning personality and the fact you bathed that day. But why should he purchase from you? What makes you so unique from other salesmen covering the same product? Well, the answer is simple-it is called rapport. Often begin a sale by shaking your prospect's hand, introducing your humble self with a warm, sincere smile, and placing yourself on a first name basis: "please call me Mark" may I call you don? Get acquainted with the prospect and find out what interests you may have in common. It is necessary that your prospect be allowed to to identify with you and feel that you are sincere in your desire to help him meet his buying needs. In a nutshell, you must convince your prospect that you're the right man with whom he wants to do business. Selling The Company Yes, the prospect is convinced that you're the right man for a business deal, but is This reason good enough for him to do business with your Company? No. Most times, your prospect wouldn't tell you, but he really has questions about your company racing in a circle in his mind that you, must answer. How long has your company been running? What is your company's reputation for standing behind the products they sell? How well equipped is your company for warranty? In essence, you must answer him why he Is better off doing business with your company rather than with the company "over there " Selling The Demonstration Product knowledge! Nothing has terminated more sales than a sales man lack of product knowledge. But who would be crazy enough? Whether you're selling automobiles, computer, toys, pots, books, or real estate, the demonstration of your product is the base of your sale. Once, the prospect's needs has been determined, you should be able to demonstrate how your product will meet and satisfy his needs. If the prospect feels that you don't even know your own products well, the builded confidence will run down. This, is also true, if the prospect feels that you are bly too knowledgeable about your rivals products. Selling The Contract Most times, a salesman begin's his sale with this step by trying to sell price rather than product, only to lose the prospect because he failed to lay the proper foundation for a sale. If a salesman, maintains control of the sale from the start, simply by adhering to the first three fundamental steps, this should be the earliest step he discusses money with the prospect. Most buyers are primarily concerned with how they can fit a new purchase into their budget and a salesman with a thorough knowledge of current financing options packs a potential weapon in his sales arsenal...
Author : Edward Abbey
Publisher : Rosetta Books
ISBN 13 : 0795317425
Total Pages : 416 pages
Book Rating : 4.7/5 (953 download)
Download or read book Hayduke Lives! written by Edward Abbey and published by Rosetta Books. This book was released on 2011-08-21 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Abbey’s latter-day Luddites, introduced in his novel The Monkey Wrench Gang, are back—and not a moment too soon” (The New York Times). George Washington Hayduke, ex-Green Beret, was last seen clinging to a rock face in the wilds of Utah as an armed posse hunted him down for his eco-radical crimes. Now he’s back, with a fiery need for vengeance . . . This sequel to Edward Abbey’s cult classic brings back the old gang of environmental warriors, as they battle a fundamentalist preacher intent on turning the Grand Canyon into a uranium mine—in “a fine novel, combative and comic, anarchistic and ultimately redemptive” (Albuquerque Journal). “I laughed out loud reading this book.” —Los Angeles Times Book Review
Author : Michael Bungay Stanier
Publisher : Box of Crayons Press
ISBN 13 : 0978440749
Total Pages : 248 pages
Book Rating : 4.9/5 (784 download)
Download or read book The Coaching Habit written by Michael Bungay Stanier and published by Box of Crayons Press. This book was released on 2016-02-29 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Coaching is an essential skill for leaders. But for most busy, overworked managers, coaching employees is done badly, or not at all. They're just too busy, and it's too hard to change. But what if managers could coach their people in 10 minutes or less? In Michael Bungay Stanier's The Coaching Habit, coaching becomes a regular, informal part of your day so managers and their teams can work less hard and have more impact. Coaching is an art and it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide an answer, or unleash a solution. Giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. It can also mean unlearning our ''fix it'' habits. In this practical and inspiring book, Michael shares seven transformative questions that can make a difference in how we lead and support. And, he guides us through the tricky part - how to take this new information and turn it into habits and a daily practice. -Brené Brown, author of Rising Strong and Daring Greatly Drawing on years of experience training more than 10,000 busy managers from around the globe in practical, everyday coaching skills, Bungay Stanier reveals how to unlock your peoples' potential. He unpacks seven essential coaching questions to demonstrate how---by saying less and asking more--you can develop coaching methods that produce great results. - Get straight to the point in any conversation with The Kickstart Question - Stay on track during any interaction with The AWE Question - Save hours of time for yourself with The Lazy Question, and hours of time for others with The Strategic Question - Get to the heart of any interpersonal or external challenge with The Focus Question and The Foundation Question - Finally, ensure others find your coaching as beneficial as you do with The Learning Question A fresh, innovative take on the traditional how-to manual, the book combines insider information with research based in neuroscience and behavioural economics, together with interactive training tools to turn practical advice into practiced habits. Dynamic question-and-answer sections help identify old habits and kick-start new behaviour, making sure you get the most out of all seven chapters. Witty and conversational, The Coaching Habit takes your work--and your workplace--from good to great.
Author :
Publisher : ببلومانيا للنشر والتوزيع
ISBN 13 :
Total Pages : 304 pages
Book Rating : 4./5 ( download)
Download or read book How to Win Friends and Influence People written by and published by ببلومانيا للنشر والتوزيع. This book was released on 2024-02-17 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: You can go after the job you want…and get it! You can take the job you have…and improve it! You can take any situation you’re in…and make it work for you! Since its release in 1936, How to Win Friends and Influence People has sold more than 30 million copies. Dale Carnegie’s first book is a timeless bestseller, packed with rock-solid advice that has carried thousands of now famous people up the ladder of success in their business and personal lives. As relevant as ever before, Dale Carnegie’s principles endure, and will help you achieve your maximum potential in the complex and competitive modern age. Learn the six ways to make people like you, the twelve ways to win people to your way of thinking, and the nine ways to change people without arousing resentment.
Author : Ben Kench
Publisher : John Wiley & Sons
ISBN 13 : 1118489535
Total Pages : 256 pages
Book Rating : 4.1/5 (184 download)
Download or read book Selling For Dummies written by Ben Kench and published by John Wiley & Sons. This book was released on 2013-01-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get a handle on the most up–to–date selling strategies and techniques that will help you grow your business. Are you looking to enter the world of sales, or are you looking for new tips and tactics to expand your business? Selling For Dummies gives you the latest information on how to research your prospects, master the steps of the sales process, follow up with happy customers, and much more. This straight–talking guide helps you develop the sales, communication, and negotiating skills you need to deliver successful presentations, win and retain customers, and get the results you want. Discover what selling is - and isn′t! Find out how knowing your clients sets you apart from the rest and helps you get to ‘yes’ Use the seven steps of the selling cycle to score appointments, make a good impression, give winning presentations, address client concerns, close sales and more Get valuable tips on how to follow up and build a long-term relationship with clients Learn how you can sell well in any economy
Author : Dawn Romance
Publisher : iUniverse
ISBN 13 : 1440177384
Total Pages : 50 pages
Book Rating : 4.4/5 (41 download)
Download or read book Show Well, Sell Well written by Dawn Romance and published by iUniverse. This book was released on 2009-12-10 with total page 50 pages. Available in PDF, EPUB and Kindle. Book excerpt: You are selling your house...now what? Regardless of the reasons why, you need to get your property ready to sell. Where to start? What are the best things to do? What can you afford to do? It can seem like a lot, but it's definitely doable even on low cost budget. With a touch of humor this book walks you through simple and low cost things anyone can do when selling their home. Some things cost nothing, like wiping down the tree debris that accumulates at your front entrance. Other things, like pressure washing the driveway, may cost a bit more, but are definitely worth the investment. All of it I promise does wonders for how a prospective buyer views your home. By addressing the show stoppers, you move yourself that much closer to getting your property sold!
Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1633698777
Total Pages : 249 pages
Book Rating : 4.6/5 (336 download)
Download or read book Sales Management That Works written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2021-02-23 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.
Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author : Kelley Robertson
Publisher : John Wiley and Sons
ISBN 13 : 0470675349
Total Pages : 256 pages
Book Rating : 4.4/5 (76 download)
Download or read book The Secrets of Power Selling written by Kelley Robertson and published by John Wiley and Sons. This book was released on 2010-02-18 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The Secrets of Power Selling "Finally a book that really does Keep It Simple. The Secrets of Power Selling is for anyone just starting their sales career as well as for seasoned sales professionals who are always looking to improve their skills. This is the reference guide for what it takes to have a successful sales career. With the changes happening in the workforce, our ability to sell ourselves becomes more and more important; Kelley has given us a tool to give us that edge." —Deane Parkes, CEO, Preferred Nutrition "If you’re a business professional, The Secrets of Power Selling is a must read. The most powerful aspect of this book is that it distills over 17 years of successful sales and business experience into bite-sized chunks of powerful advice that you can read in short time frames. I give it my five-star rating." —David Frey, Author, The Small Business Marketing Bible "Wow! 101 no B.S. ideas any sales person can use immediately to produce results! Each one is a gem. I wish the people who sell for me did all these." —Michael Hepworth, President, Results Exchange Inc. It’s competitive out there and there’s a lot expected of you in terms of results. But sales calls can be stressful, closing sales is not always easy, and hitting your sales targets month after month is difficult and frustrating. You don’t get much formal training and it’s impossible to find the time to improve your sales skills yourself. Besides, where would you even begin? Start with The Secrets of Power Selling! Its 101 quick tips are packed with great stories and practical advice that you can immediately put into action to help improve your sales results. Tips range from A to Z (okay, A to W!) on topics such as planning, setting goals, maintaining your health, developing your confidence, using free offers effectively, the importance of your personal appearance, and much, much more. Whether you are new to selling, an experienced veteran, a business owner or entrepreneur, or a sales manager training, supervising, and coaching a team, you will learn valuable tips that will help you increase your sales and earn more money.
Author : Tom Blake
Publisher : John Wiley & Sons
ISBN 13 :
Total Pages : 272 pages
Book Rating : 4.0/5 ( download)
Download or read book Championship Selling written by Tom Blake and published by John Wiley & Sons. This book was released on 2005-09-06 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers a powerful, yet remarkably simple, vidion of what it means to sell, as well as innovative approaches and tools for establishing mutually productive relationships with customers.
