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Author : Ted McGrath
Publisher : Lulu.com
ISBN 13 : 0557354110
Total Pages : 247 pages
Book Rating : 4.5/5 (573 download)
Download or read book Never Be Closing written by Ted McGrath and published by Lulu.com. This book was released on 2010-04-16 with total page 247 pages. Available in PDF, EPUB and Kindle. Book excerpt: Never Be Closing: The 7 Essential for Inspired Sales Success
Author : Tim Hurson
Publisher : Penguin
ISBN 13 : 0698151712
Total Pages : 0 pages
Book Rating : 4.6/5 (981 download)
Download or read book Never Be Closing written by Tim Hurson and published by Penguin. This book was released on 2014-07-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.
Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
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 : Ted McGrath
Publisher : Lulu.com
ISBN 13 : 0557397995
Total Pages : 247 pages
Book Rating : 4.5/5 (573 download)
Download or read book Never Be Closing written by Ted McGrath and published by Lulu.com. This book was released on 2010-04-14 with total page 247 pages. Available in PDF, EPUB and Kindle. Book excerpt: Never Be Closing: The 7 Essential for Inspired Sales Success
Author : BusinessNews Publishing
Publisher : Business Book Summaries
ISBN 13 : 2511040980
Total Pages : 20 pages
Book Rating : 4.5/5 (11 download)
Download or read book Summary: Never Be Closing written by BusinessNews Publishing and published by Business Book Summaries. This book was released on 2016-07-20 with total page 20 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Tim Hurson and Tim Dunne's book: "Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself". This complete summary of the ideas from Tim Hurson and Tim Dunne's book "Never Be Closing" provides an updated approach to selling. While in the past, salespeople would attempt numerous closes until the client relented, the authors of this book suggest that this is outdated. They now suggest simply being useful; solving problems and seizing opportunities will naturally lead to sales. This Productive Selling approach is explained in detail from the first sales meeting to post-sale follow-ups and will teach you how to get the sales you want. Added-value of this summary: • Save time • Understand key concepts • Increase your business knowledge To learn more, read "Never Be Closing" and discover valuable tricks to become more successful in making sales without using strong-arm tactics.
Author : Zig Ziglar
Publisher : Revell
ISBN 13 : 1493419021
Total Pages : 416 pages
Book Rating : 4.4/5 (934 download)
Download or read book Secrets of Closing the Sale written by Zig Ziglar and published by Revell. This book was released on 2019-05-21 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full of entertaining stories and real-life illustrations, this classic book will give you the strategies you need to become proficient in the art of effective persuasion, including how to project warmth and integrity, increase productivity, overcome objections, and deal respectfully with challenging prospects. This new edition includes fresh opening and closing chapters as well as tips and examples throughout that illustrate the relevance of these truths in the marketplace today. Also includes a foreword written by Tom Ziglar.
Author : Jeffrey Gitomer
Publisher : John Wiley & Sons
ISBN 13 : 1118986520
Total Pages : 88 pages
Book Rating : 4.1/5 (189 download)
Download or read book The Very Little but Very Powerful Book on Closing written by Jeffrey Gitomer and published by John Wiley & Sons. This book was released on 2015-12-07 with total page 88 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms. The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps. • Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership • Contains essential advice from the leading authority in sales and customer service • Teaches you how to ask the right questions to close the sale
Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 240 pages
Book Rating : 4.7/5 (352 download)
Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Author : Keith Rosen MCC
Publisher : Penguin
ISBN 13 : 1440696977
Total Pages : 308 pages
Book Rating : 4.4/5 (46 download)
Download or read book The Complete Idiot's Guide to Closing the Sale written by Keith Rosen MCC and published by Penguin. This book was released on 2007-02-06 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Traditional and gimmicky closing techniques are dead. Never be scared or reluctant to ask for the sale again and enjoy the confidence and peace of mind in knowing you have a process that works. Tap into Keith Rosen’s unique, permission-based approach to having a selling conversation with your prospects that fits your style rather than having to “pitch and close.” This book gives you the edge over your competition by showing you, step-by-step, how to get to “yes” more often by aligning your selling approach with the prospect’s preferred buying process and communication style without any pressure, manipulation, or confrontation. You’ll also get exactly what to say in any selling situation, as well as the dialogue that the world’s greatest salespeople use to defuse objections, ask for the sale, and close the deal. Plus, more than 100 case studies, templates, and scripts you can use with Keith’s powerful process-driven selling approach. Discover: - The five steps that make your sales presentations objection-proof. - A step-by-step system that prevents cancellations, improves client retention, and boosts referrals. - Proven, permission-based closing strategies that get more prospects to “yes.” - The real reasons for price objections and why dropping your price will lose the sale. - Three steps to defuse every objection, especially the ones you create. - Questions you’re not asking that turn more prospects into clients. - Effective negotiation strategies. - A proven method to boost your confidence and self-esteem—permanently.
Author :
Publisher :
ISBN 13 : 9788829503261
Total Pages : pages
Book Rating : 4.5/5 (32 download)
Download or read book Never be Closing written by and published by . This book was released on 2018 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.
Author : Steven M. Bragg
Publisher : John Wiley & Sons
ISBN 13 : 0470480769
Total Pages : 229 pages
Book Rating : 4.4/5 (74 download)
Download or read book Fast Close written by Steven M. Bragg and published by John Wiley & Sons. This book was released on 2009-03-16 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Fast Close: A Guide to Closing the Books Quickly "Steve captures the essence of the problems affecting the financial close process within corporations of all sizes; from the period close of subledgers and general ledger through financial reporting, and the relationship and interdependencies of governance, people and technology. A must-read for the corporate controller." —David Taylor, ACMA, MBA, VP Strategy, Trintech Inc. "Fast Close: A Guide to Closing the Books Quickly, Second Edition is a must-read for today's busy controllers. Steven Bragg points out everything that can be done outside the close that you just never realized didn't actually have to be part of the month-end close process! Very commonsensical approach!" —Kathleen Schneibel, mba, cpa, Controller/CFO for Hire, KMAS Consulting LLC "A well-executed 'fast close' can bring many valuable benefits to any company, from improving organizational performance to transforming accounting executives from financial historians to trusted advisors. In Fast Close, Second Edition, Steve systematically breaks down the steps required to achieve a fast close in both public and private companies, providing financial executives with tips, checklists, and a cost-effective road map to implement fast close procedures in virtually any company." —Matthew Posta, Esq., CPA, Vice President of Finance, Key Air, LLC FROM THE FIRST EDITION "This is an outstanding book in which Steve reveals his secrets to a fast close. Having personally experienced his (one-day) fast close for years and enjoyed the beneficial impact on my company, I highly recommend this book for all financial officers who desire to have a large, favorable impact on their company." —Richard V. Souders, President and CEO, Kaba Workforce Solutions
Author : Claude Whitacre
Publisher : CreateSpace
ISBN 13 : 9781484907771
Total Pages : 168 pages
Book Rating : 4.9/5 (77 download)
Download or read book One Call Closing written by Claude Whitacre and published by CreateSpace. This book was released on 2013-12 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Solution To Stop The Unending Follow Up Cycle Once And For All! Imagine Closing 80-90% Of Your Prospects On Your First Call... Without Call Backs Or Having To Negotiate Price. One Call Closing Reveals How To Do This. Have you ever had a prospect give you any of these objections? "I want to think about it" "I need to talk to my lawyer/brother/spouse before I go ahead with this" "I can't afford it" "I can buy it cheaper at (your nasty competitor)" "We always sleep on it before we decide" Are you tired of talking to prospects that won't ever buy, and string you along? Does It make you sick to tell your loved ones "It's a number's game, I'll get the next one"? That all ends now. Start Increasing You Sales by 200-500% The Insider's Guide To Closing Sales: Secrets Your Sales Manager Will Never Tell You And Probably Doesn't Know. You have been lied to by Sales Trainers and Sales Gurus. Stop listening to Sales Trainers that only close sales in their dreams. Stop reading sales books by authors who have never made a sale. Inside you'll discover: The closing myths sales trainers tell you that are hurting your sales How to prepare the customer to buy, even before they see you. The best way to discuss price, and when to bring it up. What not to tell prospects, that will guarantee they won't buy. You're doing it now. How to handle competition, and make it irrelevant When to answer objections. It's not what you've been taught. All the questions you need to ask for the customer to close themselves. And yes..... The Single Most Profitable Answer To Any Buying Objection You Will Hear.. Every method in the book is proven in the field. Everything taught has been used successfully in thousands of sales presentations. Everything you read here works. Most sales books are like digging a ton of dirt for a few nuggets of gold. If you seriously want to increase your sales, and make closing in one call a habit...You have just hit the Motherload. "The Only Thing You Won't Be Able To Close...Is This Book"
Author : Jessica Bayliss
Publisher : Simon and Schuster
ISBN 13 : 151073211X
Total Pages : 328 pages
Book Rating : 4.5/5 (17 download)
Download or read book Ten After Closing written by Jessica Bayliss and published by Simon and Schuster. This book was released on 2018-09-25 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: 10PM: Closing time at Café Flores. The door should be locked, but it isn't, Scott Bradley and Winsome Sommervil are about to become hostages. TEN MINUTES BEFORE CLOSING: Scott's girlfriend breaks up with him in the café's basement storeroom because he's late picking her up for the big end-of-the-year party. Now he can't go to the party, but he can't go home, either?not knowing his dad will still be in a drunken rage. Meanwhile, Winny wanted one night to let loose, away from her mother's crushing expectations. Instead, she's stranded at the café after her best friend ditches her in a misguided attempt at matchmaking. 10PM: Closing time at Café Flores. The door should be locked, but it isn't. Scott Bradley and Winsome Sommervil are about to become hostages. TEN MINUTES BEFORE CLOSING: Scott's girlfriend breaks up with him in the café's basement storeroom because he's late picking her up for the big end-of-the-year party. Now he can't go to the party, but he can't go home, either?not knowing his dad will still be in a drunken rage. Meanwhile, Winny wanted one night to let loose, away from her mother's crushing expectations. Instead, she's stranded at the café after her best friend ditches her in a misguided attempt at matchmaking. TEN MINUTES AFTER CLOSING: The first gunshot is fired. Someone's dead. And if Winny, Scott, and the rest of the hostages don't come up with a plan soon, they may not live to see morning. Told from both Winny and Scott's perspectives, and alternating between the events leading up to and following the hold-up, Ten After Closing is an explosive story of teens wrestling with their own challenges, thrown into circumstances that will test their very limits.
Author : Jason Harris
Publisher : Currency
ISBN 13 : 198482256X
Total Pages : 306 pages
Book Rating : 4.9/5 (848 download)
Download or read book The Soulful Art of Persuasion written by Jason Harris and published by Currency. This book was released on 2019-09-10 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: WALL STREET JOURNAL, LOS ANGELES TIMES, AND PUBLISHERS WEEKLY BESTSELLER • The Soulful Art of Persuasion is a revolutionary guide to becoming a master influencer in an age of distrust through the cultivation of character-building habits that are essential to both personal growth and sustained business success. This isn’t a book full of tips and life-hacks. Instead, The Soulful Art of Persuasion will develop the habits that others want to be influenced by. This book is based on a radical idea: Persuasion isn’t about facts and argument. It’s all about personal character. Jason Harris, CEO of the powerhouse creative agency Mekanism, argues that genuine persuasion in the twenty-first century is about developing character rather than relying on the easy tactics of flattery, manipulation, and short-term gains. It is about engaging rather than insisting; it is about developing empathy and communicating your values. Based on his experience in and out of the boardroom, and drawing on the latest in-depth research on trust, influence, and habit formation, Harris shows that being persuasive in a culture plagued by deception means rejecting the ethos of the quick and embracing the commitment of putting your truest self forward and playing the long game.
Author : Benjamin Brown
Publisher :
ISBN 13 : 9780692660058
Total Pages : 116 pages
Book Rating : 4.6/5 (6 download)
Download or read book Master the Art of Closing the Sale written by Benjamin Brown and published by . This book was released on 2016-03-12 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: As if channeling Zig Ziglar, Frank Bettger, and Jeffrey Gitomer, Ben Brown shows you exactly how to achieve a radical improvement in your sales process to dramatically close more sales, develop long term clients, and enjoy more referrals. Straight forward and clearly written, business expert Ben Brown provides a high impact sales strategy based on his years of successful sales training and experience. Whether you are a sales representative who wants to take your business to the next level or a manager looking for a complete step-by-step sales system for your staff, this is the game-changing book you have been looking for! * Discover the secrets for turning skeptics into buyers and buyers into referral machines. * Learn how to stop wasting time with those who will never purchase from you and quickly identify those who will. * Use a proven step-by-step sales strategy that will skyrocket your success and give you rock solid confidence in selling. * Improve your communication skills and ability to influence others, both in business as well as your personal life. Put your sales process on steroids with Master the Art of Closing the Sale and reap the benefits you and your business deserve. "Sales is an art, when done right it's a beautiful thing."-- Ben Brown
Author : Edward St. Aubyn
Publisher : Farrar, Straus and Giroux
ISBN 13 : 0374717478
Total Pages : 256 pages
Book Rating : 4.3/5 (747 download)
Download or read book Double Blind written by Edward St. Aubyn and published by Farrar, Straus and Giroux. This book was released on 2021-06-01 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double Blind follows three close friends and their circle through a year of extraordinary transformation. Set inLondon, Cap d'Antibes, Big Sur, and a rewilded corner of Sussex, this thrilling, ambitious novel is about the headlong pursuit of knowledge—for the purposes of pleasure, revelation, money, sanity, or survival—and the consequences of fleeing from what we know about others and ourselves. When Olivia meets a new lover just as she is welcoming her best friend, Lucy, back from New York, her dedicated academic life expands precipitously. Her connection to Francis, a committed naturalist living off the grid, is immediate and startling. Eager to involve Lucy in her joy, Olivia introduces the two—but Lucy has received shocking news of her own that binds the trio unusually close. Over the months that follow, Lucy’s boss, Hunter, Olivia’s psychoanalyst parents, and a young man named Sebastian are pulled into the friends’ orbit, and not one of them will emerge unchanged. Expansive, playful, and compassionate, Edward St. Aubyn's Double Blind investigates themes of inheritance, determinism, freedom, consciousness, and the stories we tell about ourselves. It is as compelling about ecology, psychoanalysis, genetics, and neuroscience as it is about love, fear, and courage. Most of all, it is a perfect expression of the interconnections it sets out to examine, and a moving evocation of an imagined world that is deeply intelligent, often tender, curious, and very much alive.
Author : Celeste Ng
Publisher : Penguin
ISBN 13 : 0143127551
Total Pages : 337 pages
Book Rating : 4.1/5 (431 download)
Download or read book Everything I Never Told You written by Celeste Ng and published by Penguin. This book was released on 2015-05-12 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: A New York Times Book Review Notable Book of the Year • A New York Times Book Review Editors' Choice • Winner of the Alex Award and the Massachusetts Book Award • Named a Best Book of the Year by NPR, San Francisco Chronicle, Entertainment Weekly, The Huffington Post, BuzzFeed, Grantland Booklist, St. Louis Post-Dispatch, Shelf Awareness, Book Riot, School Library Journal, Bustle, and Time Our New York The acclaimed debut novel by the author of Little Fires Everywhere and Our Missing Hearts “A taut tale of ever deepening and quickening suspense.” —O, the Oprah Magazine “Explosive . . . Both a propulsive mystery and a profound examination of a mixed-race family.” —Entertainment Weekly “Lydia is dead. But they don’t know this yet.” So begins this exquisite novel about a Chinese American family living in 1970s small-town Ohio. Lydia is the favorite child of Marilyn and James Lee, and her parents are determined that she will fulfill the dreams they were unable to pursue. But when Lydia’s body is found in the local lake, the delicate balancing act that has been keeping the Lee family together is destroyed, tumbling them into chaos. A profoundly moving story of family, secrets, and longing, Everything I Never Told You is both a gripping page-turner and a sensitive family portrait, uncovering the ways in which mothers and daughters, fathers and sons, and husbands and wives struggle, all their lives, to understand one another.
