Sales Shift

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Shift!

Author : Craig Elias
Publisher : iUniverse
ISBN 13 : 1450240089
Total Pages : 256 pages
Book Rating : 4.4/5 (52 download)

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Book Synopsis Shift! by : Craig Elias

Download or read book Shift! written by Craig Elias and published by iUniverse. This book was released on 2010-06-25 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a silver bullet in sales its called timing when you get to highly motivated decision makers at EXACTLY the right time: after they experience a Trigger Event BUT before they call your competition. When you have the right timing the sale almost happens by itself There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers youve had timing happen before, not its time to make it happen again, and again, and again. ... simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers. Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust "... an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done!" Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc By combining the power of relationships with timing - what Elias and Shanto call "Trigger Events" - the authors present a powerful sales strategy... Keith Ferrazzi, #1 NYT Bestselling author of Who's Got Your Back and Never Eat Alone Elias and Shanto have brought referrals into the 21st Century, showing you how to capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read! Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute

Sales Shift

Author : Frank Belzer
Publisher : Createspace Independent Pub
ISBN 13 : 9781479220069
Total Pages : 200 pages
Book Rating : 4.2/5 (2 download)

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Book Synopsis Sales Shift by : Frank Belzer

Download or read book Sales Shift written by Frank Belzer and published by Createspace Independent Pub. This book was released on 2013-03-02 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past decade there has been a monumental shift taking place in the way that people buy. There have been numerous books written about this change from a business and marketing perspective and finally we have one that addresses sales. The way we sell has been forever transformed by the way people buy. The idea that selling has changed is not new - what is new are the approaches, techniques and overall philosophy described in sales shift. Frank Belzer draws on his years helping marketers and sales people work together and shares these skills and insights. What do buyers no longer need from sales people? What do all buyers want from sales people? How can sales people help without being pushy? Why should a sales strategy harmonize with an inbound marketing strategy and how do you do that? Frank has been sharing these thoughts at conferences, as part of his trainings and workshops and now the best of these suggestions are compiled in Sales Shift. If your company is looking to stay ahead and compete in this new world of selling - this is a great read and a must have for any business Library. Great tips and Great questions, well answered in Sales Shift.

SHIFT: How Top Real Estate Agents Tackle Tough Times

Author : Gary Keller
Publisher : McGraw Hill Professional
ISBN 13 : 0071605274
Total Pages : 326 pages
Book Rating : 4.0/5 (716 download)

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Book Synopsis SHIFT: How Top Real Estate Agents Tackle Tough Times by : Gary Keller

Download or read book SHIFT: How Top Real Estate Agents Tackle Tough Times written by Gary Keller and published by McGraw Hill Professional. This book was released on 2008-07-31 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER WALL STREET JOURNAL BUSINESS BESTSELLER USA TODAY MONEY BESTSELLER "Tough times make or break people. My friend Gary teaches you how to make the tragic into magic. Read & reap from this great book." --Mark Victor Hansen, Co-creator, #1 New York Times best selling series Chicken Soup for the Soul Co-author, Cracking the Millionaire Code, The One Minute Millionaire, and Cash in a Flash.Author, Richest Kids in America "Real estate buyers and sellers have to SHIFT their mindset to new and more creative strategies in this challenging real estate market. This book shows them excellent ways to survive and thrive." --Robert Allen, author of the New York Times bestsellers Nothing Down, Creating Wealth, Multiple Streams of Income and The One Minute Millionaire. "Change happens. It's natural. It's ever present. It's reoccurring. So when markets shift you need to as well. No one explains this better in the real estate industry than my good friend Gary Keller and his team of talented co-authors. Their latest book, SHIFT, is perfect for all real estate professionals. It captures the very essence of a shifting housing market and what Realtors need to do to thrive therein. SHIFT will help you alter your focus and your actions to ensure that you get your head back in the game and increase your market share, irrespective of strong or weak market conditions. It's a great book – read it today." --Stefan Swanepoel, author of Swanepoel TRENDS Report, 2006-2009 "Need help weathering the storm in today's real estate market? If so, reach for Gary Keller's new book, Shift-- it's the lifesaver you need today to thrive tomorrow. Shift is rich in easy-to-understand strategies, charts, and illustrations that show you exactly what you need to do to thrive in today's very challenging and 'shifted' real estate market." --Bernice Ross, Inman News The Millionaire Real Estate Series More than 1,000,000 copies sold! SHIFTS happen... Markets shift, and you can too. Sometimes you'll shift in response to a falling market, and other times you'll shift to take your business to the next level. Both can transform your business and your life. You can change your thinking, your focus, your actions, and, ultimately, your results to get back in the game and ahead of the competition. The tactics that jump-start your business in tough times will power it forward in good times. No matter the market-shift! SHIFT explores twelve proven strategies for achieving success in any real estate market, including Master the Market of the Moment: Short Sales, Foreclosures, and REOs Create Urgency: Overcoming Buyer Reluctance Re-Margin Your Business: Expense Management Find the Motivated: Lead Generation Expand the Options: Creative Financing

A Mind for Sales

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

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

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

Retail's Seismic Shift

Author : Michael Dart
Publisher : St. Martin's Press
ISBN 13 : 1250142857
Total Pages : 321 pages
Book Rating : 4.2/5 (51 download)

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Book Synopsis Retail's Seismic Shift by : Michael Dart

Download or read book Retail's Seismic Shift written by Michael Dart and published by St. Martin's Press. This book was released on 2017-10-31 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everything in just one click, but who will we buy from next?

SHIFT Commercial

Author : Jay Papasan
Publisher : Bard Press
ISBN 13 : 1959472143
Total Pages : 303 pages
Book Rating : 4.9/5 (594 download)

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Book Synopsis SHIFT Commercial by : Jay Papasan

Download or read book SHIFT Commercial written by Jay Papasan and published by Bard Press. This book was released on 2023-12-05 with total page 303 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real estate shifts are easier to recognize than they are to acknowledge. One day job growth is beginning to stall and, seemingly overnight, vacancies are on the rise. Tenants start asking to downsize. Commercial property valuations level off. Negative news stories feed the worries of buyers and tenants. New development halts. Fear creeps in. Then, the market that was quietly losing ground goes into full retreat as tenant delinquencies turn into owner delinquencies and lenders sever lines of credit. Rents go into a free fall as owners scavenge for income to offset a rising tide of red ink. Deals unravel. Buyers and tenants hunker down to wait for a steal. Bankruptcies mount. Eventually, big commercial real estate owners start selling their companies or simply close their doors. Credit freezes up. Banks begin to shut down... Sound familiar? If you've been in the business for any length of time, it should. SHIFT Commercial provides proven models, tactics, and insights from top commercial brokers who are thriving in this market, including Find the Motivated - Lead Generation; Get to the Table - Lead Capture and Conversion; Catch People in Your Web - Internet Lead Conversion; Expand the Options - Creative Financing; Master the Market of the Moment - Identify and Establish Needed Expertise...and so much more. Real solutions for real agents in commercial real estate.

Uncommon Sense

Author : Jill Harrington
Publisher : Figure 1 Publishing
ISBN 13 : 1773270109
Total Pages : 186 pages
Book Rating : 4.7/5 (732 download)

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Book Synopsis Uncommon Sense by : Jill Harrington

Download or read book Uncommon Sense written by Jill Harrington and published by Figure 1 Publishing. This book was released on 2017-09-15 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Gold Medal, Top Sales & Marketing Book of 2017, Top Sales & Marketing Awards You’re a talented sales professional, but you face big hairy sales challenges every day and you just can’t seem to get anywhere. • Why can’t I get time with my prospects and clients? • Why are my benefit-loaded e-mails and phone calls falling on deaf ears? • How do I loosen the stranglehold of an established supplier? • How do I convert more leads into sales? • How do I stand out when my competition claims the exact same benefits? Same old questions, but in today’s market they call for different answers. Uncommon Sense shows you how to shift your thinking and behavior to stand out from the pack and achieve bigger, better sales, faster. It’s time to dispense with the common nonsense of dusty old selling imperatives (like, elevator pitches, unique value propositions, and Always Be Closing). Stop thinking like a seller, and start thinking like your customers and prospects. Uncommon Sense shows you how to shift the way you sell . . . and the results you get: • Provides a toolkit of practical strategies and tactics that will improve your access to prospects, enrich engagements with your customers, and transform your results. • Features dozens of examples of calls gone seriously wrong, career-changing stories of real salespeople, eye-opening statistics, and tips for thinking your way out of self-defeating behaviors into providing real value for clients. • Presents counter-intuitive sales thinking in bite-sized chunks for the busy salesperson who wants practical advice on specific topics. Whether you’re a seasoned sales pro or a novice, a sales manager who wants to launch the team to new levels of performance, or a small business owner struggling with the selling role, Uncommon Sense is the personal sales coach you need to shift your thinking, shift your habits, and shift your performance to new heights.

Sales Shift

Author : Michael Boyle
Publisher :
ISBN 13 : 9781945255670
Total Pages : pages
Book Rating : 4.2/5 (556 download)

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Book Synopsis Sales Shift by : Michael Boyle

Download or read book Sales Shift written by Michael Boyle and published by . This book was released on 2017-12-07 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Business Model Shifts

Author : Patrick van der Pijl
Publisher : John Wiley & Sons
ISBN 13 : 1119525330
Total Pages : 304 pages
Book Rating : 4.1/5 (195 download)

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Book Synopsis Business Model Shifts by : Patrick van der Pijl

Download or read book Business Model Shifts written by Patrick van der Pijl and published by John Wiley & Sons. This book was released on 2020-11-18 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shift your business model and transform your organization in the face of disruption Business Model Shifts is co-authored by Patrick van Der Pijl, producer of the global bestseller Business Model Generation, and offers a groundbreaking look at the challenging times in which we live, and the real-world solutions needed to conquer the obstacles organizations must now face. Business Model Shifts is a visually stunning guide that examines six fundamental disruptions happening now and spotlights the opportunities that they present: The Services Shift: the move from products to services The Stakeholder Shift: the move from an exclusive shareholder orientation to creating value for all stakeholders, including employees and society The Digital Shift: the move from traditional business operations to 24/7 connection to customers and their needs The Platform Shift: the move from trying to serve everyone, to connecting people who can exchange value on a proprietary platform The Exponential Shift: the move from seeking incremental growth to an exponential mindset that seeks 10x growth The Circular Shift: the move from take-make-dispose towards restorative, regenerative, and circular value creation Filled with case studies, stories, and in-depth analysis based on the work of hundreds of the world’s largest and most intriguing organizations, Business Model Shifts details how these organizations created their own business model shifts in order to create more customer value, and ultimately, a stronger, more competitive business. Whether you’re looking for ways to redesign your business due to the latest needs of the marketplace, launching a new product or service, or simply creating more lasting value for your customers, Business Model Shifts is the essential book that will change the way you think about your business and its future.

The 7 Universal Laws of Sales Success

Author : Ian Stephens
Publisher :
ISBN 13 : 9780987446633
Total Pages : 130 pages
Book Rating : 4.4/5 (466 download)

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Book Synopsis The 7 Universal Laws of Sales Success by : Ian Stephens

Download or read book The 7 Universal Laws of Sales Success written by Ian Stephens and published by . This book was released on 2014-08-01 with total page 130 pages. Available in PDF, EPUB and Kindle. Book excerpt: This very practical tool kit is a must for all small business owners and sales professionals. Written as a story, it follows new sales recruit Todd on his journey to understand this simple sales methodology and language. Along the way he discovers the 7 Universal Laws, which underpin all sales success. This practical book shows you how to: 1. Increase your sales results by 30% in just 90 days 2. Achieve improved sales and profits in less time and with less stress 3. Apply a proven sales effectiveness system guaranteed to improve your results 4. Apply the laws that ensure your sales revenue targets happen. In this book you will see first hand: 1. A sales oriented model for managing the sales activities more effectively 2. Learn the 7 Universal Laws governing effectiveness in a sales environment 3. Learn how to measure how much potential business is in the pipeline 4. Explore a checklist for the 'Health of your Sales Force'. Follow the lessons in this book and you will achieve these outcomes: 1. Improved sales results through effective ownership of sales actions 2. An easy read to get all new staff, sales managers and sales representatives familiar with the language which underpins an effective sales culture 3. Your team will be using a uniform set of sales tools, processes and systems 4. A common sales effectiveness language which becomes the norm 5. Improved time management 6. Increased revenue.

Shift

Author : Jeremiah Desmarais
Publisher : Morgan James Publishing
ISBN 13 : 1683504429
Total Pages : 225 pages
Book Rating : 4.6/5 (835 download)

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Book Synopsis Shift by : Jeremiah Desmarais

Download or read book Shift written by Jeremiah Desmarais and published by Morgan James Publishing. This book was released on 2017-06-09 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Insurance agents and financial advisors are being taught outdated marketing and sales strategies to grow their businesses. Cold calling, seminars, online leads, networking groups and display ads are showing less returns. At the same time, according to Google, every 5 seconds someone is searching for a financial or insurance product to meet their needs, yet most agents are unaware of how to reach this growing market. Shift is a compilation of exclusive, rarely-before-seen techniques, strategies and best practices used right now to increase sales exponentially using digital marketing. These are not taught in magazines, books or courses today simply because most people won’t share them. Jeremiah has used these concepts to train over 100,000 agents in over 51 countries including the US, Canada, Japan, Switzerland, the Caribbean and South Africa. Using his years of success stories and behind-the-scenes access to the frontlines of what’s working now, Jeremiah has been part of teams that have generated over two million leads in the insurance space, leading to over $300,000,000 in commissions paid out. He has documented the most inspiring, entertaining and duplicatable techniques his teams and front line advisors are using TODAY to SHIFT industry thinking to solve these problems.

The Shift

Author : Scott M. Davis
Publisher : John Wiley & Sons
ISBN 13 : 0470473398
Total Pages : 256 pages
Book Rating : 4.4/5 (74 download)

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Book Synopsis The Shift by : Scott M. Davis

Download or read book The Shift written by Scott M. Davis and published by John Wiley & Sons. This book was released on 2009-06-03 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for The Shift "More than ever, the role of marketing has to be to drive profitable growth by unlocking customer insights. The Shift provides inspiring examples of how leading marketers are getting it done." –Cammie Dunaway, executive vice president of sales and marketing, Nintendo of America "At Zappos.com we've always approached business in our own unique way. The Shift outlines many principles we holistically embrace. Kudos to Scott Davis for putting together such a great resource!" –Tony Hsieh, CEO, Zappos.com "The Shift is a great 'how-to book' for Visionary Marketers who want to stand out, help their company succeed by moving toward true accountability, and drive a business strategy that keeps the customer in mind, while never losing sight of the P&L." –Fisk Johnson, chairman and CEO, SC Johnson "The Shift's articulation of how marketing can drive a company's bottom line and a marketer's career makes it a must-read for any CEO who wants marketing to truly impact their company's bottom line." –CJ Fraleigh, CEO, Sara Lee Retail and Foodservice "Marketer as a P&L–oriented businessperson! This important book for senior executives provides a road map on how marketers and their organizations can shift their profiles, while driving bottom-line results." –Mark L. Vachon, president and CEO, GE Healthcare, Americas "The Shift charts a dramatic new role for marketing. A challenge every firm should embrace." –David Aaker, vice chairman, Prophet; and, author, Brand Leadership "The Shift has to become a way of life from the classroom to the boardroom. Davis's book brings a practitioner's perspective to this critical topic of marketers shifting to becoming more accountable and more personally responsible for driving growth." –Dipak Jain, dean, Kellogg Graduate School of Management, Northwestern University "Forget the CMO. Long live the integrated agenda of the Chief Growth and Visionary Officer!" –Joseph V. Tripodi, chief marketing and commercial officer, The Coca Cola Company

The Mobile Mind Shift

Author : Ted Schadler
Publisher : Greenleaf Book Group
ISBN 13 : 0991361016
Total Pages : 240 pages
Book Rating : 4.9/5 (913 download)

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Book Synopsis The Mobile Mind Shift by : Ted Schadler

Download or read book The Mobile Mind Shift written by Ted Schadler and published by Greenleaf Book Group. This book was released on 2014-06-24 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mobile has reprogrammed your customers’ brains. Your customers now turn to their smartphones for everything. What’s tomorrow’s weather? Is the flight on time? Where’s the nearest store, and is this product cheaper there? Whatever the question, the answer is on the phone. This Pavlovian response is the mobile mind shift — the expectation that I can get what I want, anytime, in my immediate context. Your new battleground for customers is this mobile moment — the instant in which your customer is seeking an answer. If you’re there for them, they’ll love you; if you’re not, you’ll lose their business. Both entrepreneurial companies like Dropbox and huge corporations like Nestlé are winning in that mobile moment. Are you? Based on 200 interviews with entrepreneurs and major companies across the globe, The Mobile Mind Shift is the first book to explain how you can exploit mobile moments. You’ll learn how to: • Find your customer’s most powerful mobile moments with a mobile moment audit. • Master the IDEA Cycle, the business discipline for exploiting mobile. Align your business and technology teams in four steps: Identify, Design, Engineer, Analyze. • Manufacture mobile moments as Krispy Kreme does — it sends a push notification when hot doughnuts are ready near you. Result: 500,000 app downloads, followed by a double-digit increase in same-store sales. • Turn one-time product sales into ongoing services and engagement, as the Nest thermostat does. And master new business models, as Philips and Uber do. Find ways to charge more and create indelible customer loyalty. • Transform your technology into systems of engagement. Engineer your business and technology systems to meet the ever-expanding demands of mobile. It’s how Dish Network not only increased the efficiency of its installers but also created new on-the-spot upsell opportunities. Mobile is rapidly shifting your customers into a new way of thinking. You’ll need your own mobile mind shift to respond.

Shift Happens!

Author : Robert Holden, Ph.D.
Publisher : Hay House, Inc
ISBN 13 : 1401931715
Total Pages : 290 pages
Book Rating : 4.4/5 (19 download)

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Book Synopsis Shift Happens! by : Robert Holden, Ph.D.

Download or read book Shift Happens! written by Robert Holden, Ph.D. and published by Hay House, Inc. This book was released on 2011-09-01 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: When you change your life, your life changes! Two caterpillars were crawling along a tree branch one day when a butterfly flew overhead. One caterpillar said to the other, "You will never get me up in one of those things." Shift Happens! is about personal alchemy and inner transformation. Some people "go" through life; and other people "grow" through life. Shift Happens! celebrates your unlimited potential to grow, blossom, and evolve-in spite of everything. It is a book of hope. The term personal alchemy describes the ability to take a piece of dirt, roll it around a few times, and fashion it into a pearl. This is what an oyster does. Personal alchemy is what your grandmother called turning lemons into lemonade. It is what old wizards described as turning straw into gold. Shift Happens! is about staying open all hours for miracles. Success, love, and happiness are only ever one thought away at most. One new perception, one fresh thought, one act of surrender, one change of heart, one leap of faith, can change your life forever. Discover: - How to choose happiness and allow yourself to relax - The route to forgiveness and releasing yourself from past traumas - Harness stress to take you to new heights of success - How to develop trust and let go of your fear Kickstart change in your life today!

To Sell Is Human

Author : Daniel H. Pink
Publisher : Penguin
ISBN 13 : 1101597070
Total Pages : 274 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis To Sell Is Human by : Daniel H. Pink

Download or read book To Sell Is Human written by Daniel H. Pink and published by Penguin. This book was released on 2012-12-31 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

Shift Commercial

Author : Jay Papasan
Publisher :
ISBN 13 : 9781959472094
Total Pages : 0 pages
Book Rating : 4.4/5 (72 download)

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Book Synopsis Shift Commercial by : Jay Papasan

Download or read book Shift Commercial written by Jay Papasan and published by . This book was released on 2023-11-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real estate shifts are easier to recognize than they are to acknowledge. One day job growth is beginning to stall and, seemingly overnight, vacancies are on the rise. Tenants start asking to downsize. Commercial property valuations level off. Negative news stories feed the worries of buyers and tenants. New development halts. Fear creeps in. Then, the market that was quietly losing ground goes into full retreat as tenant delinquencies turn into owner delinquencies and lenders sever lines of credit. Rents go into a free fall as owners scavenge for income to offset a rising tide of red ink. Deals unravel. Buyers and tenants hunker down to wait for a steal. Bankruptcies mount. Eventually, big commercial real estate owners start selling their companies or simply close their doors. Credit freezes up. Banks begin to shut down... Sound familiar? If you've been in the business for any length of time, it should. SHIFT Commercial provides proven models, tactics, and insights from top commercial brokers who are thriving in this market, including Find the Motivated - Lead Generation; Get to the Table - Lead Capture and Conversion; Catch People in Your Web - Internet Lead Conversion; Expand the Options - Creative Financing; Master the Market of the Moment - Identify and Establish Needed Expertise...and so much more. Real solutions for real agents in commercial real estate.

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Challenger Sale by : Matthew Dixon

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.