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Author : Dave Stein
Publisher :
ISBN 13 : 9780996583305
Total Pages : 319 pages
Book Rating : 4.5/5 (833 download)
Download or read book How Winners Sell written by Dave Stein and published by . This book was released on 2004 with total page 319 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Dave Stein
Publisher :
ISBN 13 : 9781597341141
Total Pages : 240 pages
Book Rating : 4.3/5 (411 download)
Download or read book How Winners Sell written by Dave Stein and published by . This book was released on 2002 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do salespeople transform themselves into savvy professionals who can be counted on to continue to win business even under these tough, seemingly insurmountable conditions? Author and sales consultant Dave Stein has helped thousands of CEOs, VPs, sales managers, marketing directors, and sales teams navigate the most complex opportunities with precision and speed, even during challenging economic times.
Author : Dave Stein
Publisher :
ISBN 13 : 9788189197384
Total Pages : pages
Book Rating : 4.1/5 (973 download)
Download or read book How Winners Sell written by Dave Stein and published by . This book was released on with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author : David Brown
Publisher :
ISBN 13 : 9781980743385
Total Pages : 35 pages
Book Rating : 4.7/5 (433 download)
Download or read book How Winners Sell written by David Brown and published by . This book was released on 2018-04-04 with total page 35 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you looking to learn the following;How to win friends and influence peopleHow to become a better closer?The art of negotiating?Are you starting your first sales job or wanting to improve your sales technique? if the answer is yes to any of the above then this book is for you!
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875354
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author : Wendy Weiss
Publisher : DFD Publications
ISBN 13 : 9780967126807
Total Pages : 212 pages
Book Rating : 4.1/5 (268 download)
Download or read book Cold Calling for Women written by Wendy Weiss and published by DFD Publications. This book was released on 2000 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Eliminate Telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting.
Author : Gary Pittard
Publisher : John Wiley & Sons
ISBN 13 : 0730334171
Total Pages : 121 pages
Book Rating : 4.7/5 (33 download)
Download or read book Why Winners Win written by Gary Pittard and published by John Wiley & Sons. This book was released on 2016-09-13 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your journey to success starts here Why Winners Win identifies the crucial elements of business success and provides step-by-step guidance on getting there. Author Gary Pittard shows you why consistent results are the key contributing factor to lasting success, and helps you identify your personal barriers. Whether you lack the ability to set goals or a plan, motivation or focus, this book will show you how to adjust your course and direct you to the top. Based on the Success Journey model, the discussion focuses on attitude, knowledge, skill and competent action to give you a solid framework to boost your potential and achieve prosperity. You'll learn the essential qualities of a winner, and how to demonstrate these qualities every day in every interaction. Case studies demonstrating success and failure provide you with clear examples of the framework in action and illustrate the cause-and-effect relationship behind everyday choices. Believe it or not, failing at something is a great way to become successful. Experience teaches a lesson no advice could impart, and not being at the top just means there's more room to grow. This book equips you with a solid success plan, the skills you need to execute it and expert insight into your own unique path. Identify and overcome your personal barriers to achieve success Build and amplify winning qualities that that will keep you on course Learn a simple four-step model for achieving consistent results Discover the single most important difference between winners and losers The goal is prosperity – whatever that may mean to you – and attaining a level of freedom and security that allows you to give back and be generous with your money, time and knowledge. Success is a journey, but Why Winners Win provides the roadmap you need to start the journey today.
Author : Anand Giridharadas
Publisher : Vintage
ISBN 13 : 110197267X
Total Pages : 306 pages
Book Rating : 4.1/5 (19 download)
Download or read book Winners Take All written by Anand Giridharadas and published by Vintage. This book was released on 2019-10-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • The groundbreaking investigation of how the global elite's efforts to "change the world" preserve the status quo and obscure their role in causing the problems they later seek to solve. An essential read for understanding some of the egregious abuses of power that dominate today’s news. "Impassioned.... Entertaining reading.” —The Washington Post Anand Giridharadas takes us into the inner sanctums of a new gilded age, where the rich and powerful fight for equality and justice any way they can—except ways that threaten the social order and their position atop it. They rebrand themselves as saviors of the poor; they lavishly reward “thought leaders” who redefine “change” in ways that preserve the status quo; and they constantly seek to do more good, but never less harm. Giridharadas asks hard questions: Why, for example, should our gravest problems be solved by the unelected upper crust instead of the public institutions it erodes by lobbying and dodging taxes? His groundbreaking investigation has already forced a great, sorely needed reckoning among the world’s wealthiest and those they hover above, and it points toward an answer: Rather than rely on scraps from the winners, we must take on the grueling democratic work of building more robust, egalitarian institutions and truly changing the world—a call to action for elites and everyday citizens alike.
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.
Author : Leigh Steinberg
Publisher : Three Rivers Press (CA)
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.:/5 ( download)
Download or read book Winning with Integrity written by Leigh Steinberg and published by Three Rivers Press (CA). This book was released on 1999 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Orientation - Preparation - Positioning - The encounter - Making the deal - The twelve essential rules of negotiation.
Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211701
Total Pages : 241 pages
Book Rating : 4.7/5 (352 download)
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.\
Author : Bob Latham
Publisher : Greenleaf Book Group
ISBN 13 : 1608323951
Total Pages : 217 pages
Book Rating : 4.6/5 (83 download)
Download or read book Winners & Losers written by Bob Latham and published by Greenleaf Book Group. This book was released on 2012-10-02 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether your passion is football, tennis, ice hockey, or one of many other sports, this compilation lets you feel the sports experience rather than just observe it. More at home out of the VIP or press box, columnist Bob Latham brings you down among the fans and the athletes to experience the true essence of sports as he rants, riffs, and reflects on the heroism, heartbreak, excitement, and humor in the world of sports. From tips on how to become a professional sports team’s number one fan to a recap of Muhammad Ali’s seventieth birthday party, from the Super Bowl to Wimbledon to Wrigley Field, you’ll feast on a tailgate party’s worth of anecdotes. Along the way, learn valuable tips on how to be a sports tourist, whether you’re headed to Scotland, Italy, New Zealand, New York City, or a host of other places. Join Bob as he makes a pilgrimage to sports meccas and legendary events around the world. See it all through his vibrant color photographs of the people and places you’ll discover, from the cryogenics facility where Ted Williams is stored to the Jigger Inn overlooking the 18th hole at St. Andrews. Wrap up the experience as Bob recounts memories of his favorite Chicago Cubs fan, a tribute to those who love and live the great world of sports.
Author : Robyn Benincasa
Publisher : Harlequin
ISBN 13 : 0373892551
Total Pages : 223 pages
Book Rating : 4.3/5 (738 download)
Download or read book How Winning Works written by Robyn Benincasa and published by Harlequin. This book was released on 2012-05-22 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical and accessible with workbook activities and exercises for readers to do, this book shares the eight essential elements of teamwork, using Benincasa's exciting, challenging, and life-affirming experiences as an extreme world class adventure racer.
Author : Tony Seba
Publisher : Lulu.com
ISBN 13 : 1847289533
Total Pages : 266 pages
Book Rating : 4.8/5 (472 download)
Download or read book Winners Take All - The 9 Fundamental Rules of High Tech Strategy written by Tony Seba and published by Lulu.com. This book was released on 2006-07-09 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Winners Take All' is about building a product and a company into a winner. Written by Tony Seba, a high tech entrepreneur and Stanford University lecturer, this book is an easy-to-read guide to the strategies, tools, templates, and step-by-step implementation frameworks that recent Silicon Valley winners have used to achieve market leadership. Seba, who teaches entrepreneurship and strategic marketing looked at recent winners like Google, Symantec, Netflix, Apple, Craigslist, Salesforce, and compared them to the competition (Yahoo, McAfee, Sony) in order to learn what differentiated these companies He found 9 really simple rules that winning companies can follow. To test the 9 Rules's predictive power, the author published two portfolios. 18 months later the results were compelling: 80% of the '9 Rules' companies beat the market and the portfolio had a 57% return (details: www.tonyseba.com). Winners Take All is refreshingly free of buzzwords and consultant-speak.
Author : Bill McDermott
Publisher : Simon and Schuster
ISBN 13 : 1476761108
Total Pages : 336 pages
Book Rating : 4.4/5 (767 download)
Download or read book Winners Dream written by Bill McDermott and published by Simon and Schuster. This book was released on 2014-10-14 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leadership and career manifesto told through the narrative of one of today’s most inspiring, admired, and successful global leaders. In Winners Dream, Bill McDermott—the CEO of the world’s largest business software company, SAP—chronicles how relentless optimism, hard work, and disciplined execution embolden people and equip organizations to achieve audacious goals. Growing up in working-class Long Island, a sixteen-year-old Bill traded three hourly wage jobs to buy a small deli, which he ran by instinctively applying ideas that would be the seeds for his future success. After paying for and graduating college, Bill talked his way into a job selling copiers door-to-door for Xerox, where he went on to rank number one in every sales position he held and eventually became the company’s youngest-ever corporate officer. Eventually, Bill left Xerox and in 2002 became the unlikely president of SAP’s flailing American business unit. There, he injected enthusiasm and accountability into the demoralized culture by scaling his deli, sales, and management strategies. In 2010, Bill was named co-CEO, and in May 2014 became SAP’s sole, and first non-European, CEO. Colorful and fast-paced, Bill’s anecdotes contain effective takeaways: gutsy career moves; empathetic sales strategies; incentives that yield exceptional team performance; and proof of the competitive advantages of optimism and hard work. At the heart of Bill’s story is a blueprint for success and the knowledge that the real dream is the journey, not a preconceived destination.
Author : Celeste León
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.3/5 (939 download)
Download or read book Luck Is Just The Beginning written by Celeste León and published by Independently Published. This book was released on 2015-12-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Originally published by Floricanto Press, Luck Is Just the Beginning earned First Place in the 2018 Latino Books into Movies Awards, A Mariposa Award for Best First Book in the 2016 International Latino Books Awards and Finalist in the 2016 International Book Awards. "Luck is Just the Beginning announces the arrival of a gifted and intuitive writer whose heart, grace, and compassion will surely win her a devoted readership. With skill and precision, Celeste León explores the complexities of family, home and heritage . . . León's debut novel places her among the most exciting Latina writers working today." --Alex Espinoza, author of Still Water Saints and the Five Acts of Diego León "Luck is Just the Beginning is sure to appeal to young readers everywhere . . . The decisions the main character, Ramón, has to make remind us of important decisions we all make in life. I recommend this novel highly, especially to teachers who will find it a valuable teaching tool." --Rudolfo Anaya, author of Bless Me, Ultima, Alburquerque "Luck is Just the beginning is the gripping story of heartache, courage and self-sacrifice . . .It will take your breath away and warm your heart." --David Sundstrand, author of Shadow of the Raven, Shadows of Death "Emotionally pitch-perfect and skillfully written, this historical novel transports the reader on an unforgettable journey to a time and place most of us have known." -- Désirée Zamorano, author of The Amado Women "Based on a true story, Celeste León's beautifully written debut novel is the story of a young man in 1940s Puerto Rico who wins the lottery, only to realize that, at the title states, luck is just the beginning . . . León writes with simplicity yet profound perception about human nature. Ramón is an endearing, likable character-an honest, good-hearted man who makes mistakes yet rises above them." -- Mayra Calvani, Midwest Book Review When nineteen-year-old Ramón León wins the Puerto Rican lottery, he believes his promise to establish the first dental and medical clinic in his village will be achievable. But an unexpected chain of catastrophic events intervenes. Luck is Just the Beginning is not only an enchanting story of the joys and sorrows of family, but also the saga of one man's determination to never give up on his dream.
