Selling In A Crisis

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Selling in a Crisis

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1394162367
Total Pages : 266 pages
Book Rating : 4.3/5 (941 download)

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Book Synopsis Selling in a Crisis by : Jeb Blount

Download or read book Selling in a Crisis written by Jeb Blount and published by John Wiley & Sons. This book was released on 2022-10-18 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don’t even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it’s natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world’s most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You’ll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don’t get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton’s Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

Spend Shift

Author : John Gerzema
Publisher : John Wiley & Sons
ISBN 13 : 0470902329
Total Pages : 289 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis Spend Shift by : John Gerzema

Download or read book Spend Shift written by John Gerzema and published by John Wiley & Sons. This book was released on 2010-09-02 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gold Medal Winner, General Business, 2012 Axiom Business Book Awards Understanding the post-crisis consumer In Spend Shift, John Gerzema, world-renowned expert on consumer values, and Pulitzer prizewinning author Michael D'Antonio document the rise of a vibrant, values-driven post-recession economy. To tell the story of this movement, the authors travel to large cities and small towns across eight bellwether states, to examine the value shifts sweeping the nation. Through in-depth observation, proprietary data from Young & Rubicam, and interviews with experts, the authors analyze the changing consumer psyche, document the five shifting values and consumer behaviors that are remaking America and the world, and explain what it means to businesses and leaders. Explores a movement in society where the majority of American consumers are embracing both value and values Shows how post-crisis consumer expectations and behaviors will drive business decisions Draws on interviews with CEOs and entrepreneurs to reveal how companies like Ford and Etsy are reconnecting with the post-crisis consumer Compelling and insightful, Spend Shift is essential reading for anyone interested in how values are changing and how businesses can connect with consumers after the recession.

Selling the Kimono

Author : Julie Valk
Publisher : Routledge
ISBN 13 : 1000391833
Total Pages : 186 pages
Book Rating : 4.0/5 (3 download)

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Book Synopsis Selling the Kimono by : Julie Valk

Download or read book Selling the Kimono written by Julie Valk and published by Routledge. This book was released on 2021-05-30 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on twelve months of in-depth ethnographic research in Japan with retailers, customers, wholesalers, writers and craftspeople, Selling the Kimono is a journey behind the scenes of a struggle to adapt to difficult economic conditions and declining demand for the kimono. The kimono is an iconic piece of clothing, instantly recognised as a symbol of traditional Japanese culture. Yet, little is known about the industry that makes and sells the kimono, in particular the crisis this industry is currently facing. Since the 1970s, kimono sales have dropped dramatically, craftspeople are struggling to find apprentices, and retailers have closed up shop. Illuminating recent academic investigations into the lived experience of economic crisis, this volume presents a story of an industry in crisis, and the narratives of hope, creativity and resilience that have emerged in response. The ethnographic depth and theoretical contribution to understanding the effects of economic crisis and the transformation of traditional culture will be of broad interest to students, academics and the general public.

Crisis Four

Author : Timothy Ryback
Publisher : Mountain Leopard Press
ISBN 13 : 1787397939
Total Pages : 498 pages
Book Rating : 4.7/5 (873 download)

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Book Synopsis Crisis Four by : Timothy Ryback

Download or read book Crisis Four written by Timothy Ryback and published by Mountain Leopard Press. This book was released on 2021-01-26 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inspired by his own career as an SAS soldier, Andy McNab's best selling series continues with Crisis Four as Nick Stone finds himself at the centre of a deadly game of cat and mouse when he is ordered to track down a rogue colleague. Nick Stone is extremely highly trained. Clever, ruthless and very effective, it is no surprise that he is hired by British Intelligence. On deniable operations - one of the most dangerous lines of work. Sarah Greenwood is beautiful, intelligent and cunning - and the only woman Stone has ever truly opened up to. But now he has been ordered to hunt her down. Stone must get to the heart of a terrifying conspiracy theory to which only Sarah holds the key. But will he manage to before the tension reaches boiling point?

The Only Sales Guide You'll Ever Need

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 242 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Only Sales Guide You'll Ever Need by : Anthony Iannarino

Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

Thrive

Author : Meridith Elliott Powell, MBA, CSP
Publisher : Sound Wisdom
ISBN 13 : 1640952837
Total Pages : 222 pages
Book Rating : 4.6/5 (49 download)

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Book Synopsis Thrive by : Meridith Elliott Powell, MBA, CSP

Download or read book Thrive written by Meridith Elliott Powell, MBA, CSP and published by Sound Wisdom. This book was released on 2021-06-22 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thrive is the roadmap of how to grow your business and drive sales in highly shifting, constantly changing economic times. It is the story of those leaders and organizations that have seen consistent growth through several economic crises-companies that were founded in the late 1700’s to early 1900’s and they are still in business thriving today. In this book we share their stories, their struggles, and tell you exactly how they have not only overcome adversity, but thrived through it. Praise for the Book: “We live in a time when uncertainty is the order of the day. THRIVE is a must-read for all who strive to grow intellectually and to succeed through the opportunities an uncertain world offers.” —Ken Langone, Founder, Home Depot, American Billionaire and Philanthropist “Talk about the right book for the right time! What I liked most about THRIVE are the case studies of real companies and real people who weathered the storms and emerged more successful than before. THRIVE is both practical and inspirational. I’ve ordered copies for my entire team.” —Bill Cates, CSP, CPAE, Founder, The Cates Academy for Relationship Marketing, Author of Radical Relevance “In THRIVE, Meridith weaves in 250 years of business history to show how resilient businesses and people find opportunities in every situation. This is a must-read to gain ideas and perspective in a sea of change.” —Mary C. Kelly, PhD, CEO, Productive Leaders, Author of The Five Minute Leadership Guide “You do not merely read this book; you read, you think, you develop next steps. Meridith does a masterful job of detailing companies doing it right and then goes further by adding her insights to create a playbook of what you need to do. Perfect book for the time we’re in right now!” —Mark Hunter, CSP, “The Sales Hunter”, Author of A Mind For Sales “The only certainty in business is there will be times of great uncertainty. It’s how you react when your world—or the world—doesn’t go as planned that determines your future. Meridith studies how companies have thrived in their uncertain times to become global market leaders and shares the proven success strategies that you can implement in your business to do the same. If there was ever a time where our world needed this book, it’s now. Read it. Study it. And thrive!” —Sam Richter, CSP, CPAE, Hall of Fame Speaker, Bestselling Author, and Technology Entrepreneur

Fanatical Prospecting

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119144760
Total Pages : 311 pages
Book Rating : 4.1/5 (191 download)

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Book Synopsis Fanatical Prospecting by : Jeb Blount

Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Crisis Communication (PB)

Author : Steven Fink
Publisher : McGraw Hill Professional
ISBN 13 : 0071799222
Total Pages : 335 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Crisis Communication (PB) by : Steven Fink

Download or read book Crisis Communication (PB) written by Steven Fink and published by McGraw Hill Professional. This book was released on 2013-01-25 with total page 335 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Definitive Guide to Communicating in Any Crisis “When facing an already difficult crisis, the last thing a company needs is to make it worse through its own communications – or lack thereof. As one who has lived through a number of [business] crises and served as an independent investigator of the crises of others, I consider Steven Fink’s book to be an excellent guide to avoiding collecting scar tissue of your own by learning from the scar tissue painfully collected by others.”—Norman R. Augustine, former Chairman and Chief Executive Officer, Lockheed Martin There are few guarantees in business today. Unfortunately, one of them is the inevitability of a crisis having a potentially major effect on your business and your reputation. When your company finds itself in the midst of a crisis, the ripple effects can disrupt lives and business for the foreseeable future if public opinion is not properly shaped and managed. Skillfully managing the perception of the crisis determines the difference between a company’s life or death. Because in the pitched battle between perception and reality, perception always wins. Fortunately, there is a solution. Crisis communications and crisis management legend Steven Fink gives you everything you need to prepare for the inevitable—whether it’s in the form of human error, industrial accidents, criminal behavior, or natural disasters. In this groundbreaking guide, Fink provides a complete toolkit for ensuring smooth communications and lasting business success through any crisis. Crisis Communications offers proactive and preventive methods for preempting potential crises. The book reveals proven strategies for recognizing and averting damaging crisis communications issues before it’s too late. The book also offers ways to deal with mainstream and social media, use them to your advantage, and neutralize and turn around a hostile media environment Steven Fink uses his decades of expertise and experience in crisis communications to help you: UNDERSTAND AND MANAGE THE RELATIONSHIP BETWEEN PUBLIC PERCEPTION AND REALITY CHOOSE THE BEST SPOKESPERSON FOR THE CRISIS PROTECT YOUR BRAND AND REPUTATION THROUGH CRISES LARGE AND SMALL MAKE WISE, VIGILANT, AND DEFENSIBLE DECISIONS UNDER EXTREME CRISIS-INDUCED STRESS TELL THE TRUTH NO MATTER HOW TEMPTING IT MAY BE TO MISLEAD USE SOCIAL MEDIA OUTLETS TO COMMUNICATE DIRECTLY TO THE PUBLIC ABOUT A CRISIS The explosion of the Internet and, especially, social media, has added a new layer to the business leader’s skill set: the ability to handle a crisis quickly and professionally within moments of its occurrence. Livelihoods depend upon it. With in-depth case studies of Toyota, BP, and Penn State, Crisis Communications provides everything you need to successfully lead your company through today’s rocky landscape of business—where crises large and small loom around every corner, and the lives of businesses and management teams hang in the balance. PRAISE FOR STEVEN FINK’S CRISIS MANAGEMENT “Every major executive in America ought to read at least one book on crisis management. In this way, he or she might be better prepared to deal with the disasters striking organizations at an ever-increasing rate ... The question is: ‘Is Steven Fink’s book one that busy executives ought to read?’ The answer is a resounding yes.”—LOS ANGELES TIMES, FRONT PAGE SUNDAY BOOK REVIEW

Effective Crisis Communication

Author : Robert R. Ulmer
Publisher : SAGE Publications
ISBN 13 : 1412980348
Total Pages : 265 pages
Book Rating : 4.4/5 (129 download)

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Book Synopsis Effective Crisis Communication by : Robert R. Ulmer

Download or read book Effective Crisis Communication written by Robert R. Ulmer and published by SAGE Publications. This book was released on 2010-11-03 with total page 265 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this fully updated Second Edition, three of today’s most respected crisis/risk communication scholars provide the latest theory, practice, and innovative approaches for handling crisis. This acclaimed book presents the discourse of renewal as a theory to manage crises effectively. The book provides 15 in-depth case studies that highlight successes and failures in dealing with core issues of crisis leadership, managing uncertainty, communicating effectively, understanding risk, promoting communication ethics, enabling organizational learning, and producing renewing responses to crisis. Unlike other crisis communication texts, this book answers the question, “What now?” and explains how organizations can and should emerge from crisis.

The Comfort Crisis

Author : Michael Easter
Publisher : Rodale Books
ISBN 13 : 0593138775
Total Pages : 292 pages
Book Rating : 4.5/5 (931 download)

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Book Synopsis The Comfort Crisis by : Michael Easter

Download or read book The Comfort Crisis written by Michael Easter and published by Rodale Books. This book was released on 2021-05-11 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: “If you’ve been looking for something different to level up your health, fitness, and personal growth, this is it.”—Melissa Urban, Whole30 CEO and New York Times bestselling author of The Book of Boundaries “Michael Easter’s genius is that he puts data around the edges of what we intuitively believe. His work has inspired many to change their lives for the better.”—Dr. Peter Attia, #1 New York Times bestselling author of Outlive Discover the evolutionary mind and body benefits of living at the edges of your comfort zone and reconnecting with the wild—from the author of Scarcity Brain, coming in September! In many ways, we’re more comfortable than ever before. But could our sheltered, temperature-controlled, overfed, underchallenged lives actually be the leading cause of many our most urgent physical and mental health issues? In this gripping investigation, award-winning journalist Michael Easter seeks out off-the-grid visionaries, disruptive genius researchers, and mind-body conditioning trailblazers who are unlocking the life-enhancing secrets of a counterintuitive solution: discomfort. Easter’s journey to understand our evolutionary need to be challenged takes him to meet the NBA’s top exercise scientist, who uses an ancient Japanese practice to build championship athletes; to the mystical country of Bhutan, where an Oxford economist and Buddhist leader are showing the world what death can teach us about happiness; to the outdoor lab of a young neuroscientist who’s found that nature tests our physical and mental endurance in ways that expand creativity while taming burnout and anxiety; to the remote Alaskan backcountry on a demanding thirty-three-day hunting expedition to experience the rewilding secrets of one of the last rugged places on Earth; and more. Along the way, Easter uncovers a blueprint for leveraging the power of discomfort that will dramatically improve our health and happiness, and perhaps even help us understand what it means to be human. The Comfort Crisis is a bold call to break out of your comfort zone and explore the wild within yourself.

American Crisis

Author : Andrew Cuomo
Publisher : Crown
ISBN 13 : 059323927X
Total Pages : 329 pages
Book Rating : 4.5/5 (932 download)

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Book Synopsis American Crisis by : Andrew Cuomo

Download or read book American Crisis written by Andrew Cuomo and published by Crown. This book was released on 2020-10-13 with total page 329 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER • Governor Andrew Cuomo tells the riveting story of how he took charge in the fight against COVID-19 as New York became the epicenter of the pandemic, offering hard-won lessons in leadership and his vision for the path forward. “An impressive road map to dealing with a crisis as serious as any we have faced.”—The Washington Post When COVID-19 besieged the United States, New York State emerged as the global “ground zero” for a deadly contagion that threatened the lives and livelihoods of millions. Quickly, Governor Andrew Cuomo provided the leadership to address the threat, becoming the standard-bearer of the organized response the country desperately needed. With infection rates spiking and more people dying every day, the systems and functions necessary to combat the pandemic in New York—and America—did not exist. So Cuomo undertook the impossible. He unified people to rise to the challenge and was relentless in his pursuit of scientific facts and data. He quelled fear while implementing an extraordinary plan for flattening the curve of infection. He and his team worked day and night to protect the people of New York, despite roadblocks presented by a president incapable of leadership and addicted to transactional politics. Taking readers beyond the candid daily briefings that became must-see TV across the globe, and providing a dramatic, day-by-day account of the catastrophe as it unfolded, American Crisis presents the intimate and inspiring thoughts of a leader at an unprecedented historical moment. In his own voice, Andrew Cuomo chronicles the ingenuity and sacrifice required of so many to fight the pandemic, sharing the decision-making that shaped his policy as well as his frank accounting and assessment of his interactions with the federal government, the White House, and other state and local political and health officials. Real leadership, he shows, requires clear communication, compassion for others, and a commitment to truth-telling—no matter how frightening the facts may be. Including a game plan for what we as individuals—and as a nation—need to do to protect ourselves against this disaster and those to come, American Crisis is a remarkable portrait of selfless leadership and a gritty story of difficult choices that points the way to a safer future for all of us.

Out of the Crisis, reissue

Author : W. Edwards Deming
Publisher : MIT Press
ISBN 13 : 0262350033
Total Pages : 450 pages
Book Rating : 4.2/5 (623 download)

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Book Synopsis Out of the Crisis, reissue by : W. Edwards Deming

Download or read book Out of the Crisis, reissue written by W. Edwards Deming and published by MIT Press. This book was released on 2018-10-16 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: The classic and deeply influential work on business management, leadership, problem solving, and quality control—based on Denning’s famous 14 Points for Management. Now reissued for the managers and leaders of today! Translated into 12 languages and continuously in print since its original publication in 1982, this highly influential framework presents the foundations for a completely transformational way to lead and manage people, processes, and resources. According to Deming, American company management’s failure to plan for the future brings about loss of market, which brings about loss of jobs. Management must be judged not only by the quarterly dividend, but by innovative plans to: • Stay in business • Protect investment • Ensure future dividends • Provide more jobs through improved product and service In simple, direct language, Deming explains the principles of management transformation and how to apply them. This edition includes a foreword by Deming’s grandson, Kevin Edwards Cahill, and Kelly Allan, business consultant and Deming expert.

Sales EQ

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119312574
Total Pages : 327 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Sales EQ by : Jeb Blount

Download or read book Sales EQ written by Jeb Blount and published by John Wiley & Sons. This book was released on 2017-03-20 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

From Crisis to Calling

Author : Sasha Chanoff
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1626564515
Total Pages : 185 pages
Book Rating : 4.6/5 (265 download)

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Book Synopsis From Crisis to Calling by : Sasha Chanoff

Download or read book From Crisis to Calling written by Sasha Chanoff and published by Berrett-Koehler Publishers. This book was released on 2016-06-06 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making the Hardest Decisions As a young aid worker, Sasha Chanoff was sent to evacuate a group of refugees from the violence-torn Congo. But when he arrived he discovered a second group. Evacuating them too could endanger the entire mission. But leaving them behind would mean their certain death. All leaders face defining moments, when values are in conflict and decisions impact lives. Why is moral courage the essential factor at such times? How do we access our own rock-bottom values, and how can we take advantage of them to make the best decisions? Through Sasha's own extraordinary story and those of eight other brave leaders from business, government, nongovernment organizations, and the military, this book reveals five principles for confronting crucial decisions and inspires all of us to use our moral core as a lodestar for leadership.

The Morning After

Author : Katie Roiphe
Publisher : Back Bay Books
ISBN 13 : 9780316754323
Total Pages : 200 pages
Book Rating : 4.7/5 (543 download)

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Book Synopsis The Morning After by : Katie Roiphe

Download or read book The Morning After written by Katie Roiphe and published by Back Bay Books. This book was released on 1994-09-07 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: When Katie Roiphe arrived at Harvard in the fall of 1986, she found that the feminism she had been raised to believe in had been radically transformed. The women's movement, which had once signaled such strength and courage, now seemed lodged in a foundation of weakness and fear. At Harvard, and later as a graduate student at Princeton, Roiphe saw a thoroughly new phenomenon taking shape on campus: the emergence of a culture captivated by victimization, and of a new bedroom politics in the university, cloaked in outdated assumptions about the way men and women experience sex. Men were the silencers and women the silenced, and if anyone thought differently no one was saying so. Twenty-four-year-old Katie Roiphe is the first of her generation to speak out publicly against the intolerant turn the women's movement has taken, and in The Morning After she casts a critical eye on what she calls the mating rituals of a rape-sensitive community. From Take Back the Night marches (which Roiphe terms "march as therapy",and "rhapsodies of self-affirmation") to rape-crisis feminists and the growing campus concern with sexual harassment, Roiphe shows us a generation of women whose values are strikingly similar to those their mothers and grandmothers fought so hard to escape from - a generation yearning for regulation, fearful of its sexuality, and animated by a nostalgia for days of greater social control. At once a fierce excoriation of establishment feminism and a passionate call to our best instincts, The Morning After sounds a necessary alarm and entreats women of all ages to take stock of where they came from and where they want to go.

The Hard Sell

Author : Evan Hughes
Publisher : Doubleday
ISBN 13 : 038554491X
Total Pages : 227 pages
Book Rating : 4.3/5 (855 download)

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Book Synopsis The Hard Sell by : Evan Hughes

Download or read book The Hard Sell written by Evan Hughes and published by Doubleday. This book was released on 2022-01-18 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: The inside story of a band of entrepreneurial upstarts who made millions selling painkillers—until their scheme unraveled, putting them at the center of a landmark criminal trial. • SOON TO BE THE MAJOR MOTION PICTURE PAIN HUSTLERS STARRING EMILY BLUNT AND CHRIS EVANS "Unfolds with the velocity and verve of a Scorsese film…A tour de force."—Patrick Radden Keefe, New York Times bestselling author of Empire of Pain and Say Nothing John Kapoor had already amassed a small fortune in pharmaceuticals when he founded Insys Therapeutics. It was the early 2000s, a boom time for painkillers, and he developed a novel formulation of fentanyl, the most potent opioid on the market. Kapoor, a brilliant immigrant scientist with relentless business instincts, was eager to make the most of his innovation. He gathered around him an ambitious group of young lieutenants. His head of sales—an unstable and unmanageable leader, but a genius of persuasion—built a team willing to pull every lever to close a sale, going so far as to recruit an exotic dancer ready to scrape her way up. They zeroed in on the eccentric and suspect doctors receptive to their methods. Employees at headquarters did their part by deceiving insurance companies. The drug was a niche product, approved only for cancer patients in dire condition, but the company’s leadership pushed it more widely, and together they turned Insys into a Wall Street sensation. But several insiders reached their breaking point and blew the whistle. They sparked a sprawling investigation that would lead to a dramatic courtroom battle, breaking new ground in the government’s fight to hold the drug industry accountable in the spread of addictive opioids. In The Hard Sell, National Magazine Award–finalist Evan Hughes lays bare the pharma playbook. He draws on unprecedented access to insiders of the Insys saga, from top executives to foot soldiers, from the patients and staff of far-flung clinics to the Boston investigators who treated the case as a drug-trafficking conspiracy, flipping cooperators and closing in on the key players. With colorful characters and true suspense, The Hard Sell offers a bracing look not just at Insys, but at how opioids are sold at the point they first enter the national bloodstream—in the doctor’s office.

A Crisis Wasted

Author : Reed Hundt
Publisher : RosettaBooks
ISBN 13 : 0795352212
Total Pages : 393 pages
Book Rating : 4.7/5 (953 download)

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Book Synopsis A Crisis Wasted by : Reed Hundt

Download or read book A Crisis Wasted written by Reed Hundt and published by RosettaBooks. This book was released on 2019-04-02 with total page 393 pages. Available in PDF, EPUB and Kindle. Book excerpt: “The blow by blow story of a president and his team wasting the ‘opportunity’ of the Great Recession to change the fundamentals of the economy.” —Steven Brill, New York Times–bestselling author This book is the compelling story of President Obama’s domestic policy decisions made between September 2008 and his inauguration on January 20, 2009. Barack Obama determined the fate of his presidency before he took office. His momentous decisions led to Donald Trump, for Obama the worst person imaginable, taking his place eight years later. This book describes these decisions and discusses how the results could have been different. Based on dozens of interviews with actors in the Obama transition, as well as the author’s personal observations, this book provides unique commentary of those defining decisions of winter 2008–2009. A decade later, the ramifications of the Great Recession and the role of government in addressing the crisis animate the ideological battle between progressivism and neoliberalism in the Democratic Party and the radical direction of the Republican Party. As many seek the presidency in the November 2020 election, all candidates and of course the eventual winner will face decisions that may be as critical and difficult as those confronted by Barack Obama. This book aims to provide the guidance of history. “A powerfully lucid, compelling and surprising achievement . . . makes a subtle but irresistible argument that, given the conservative undertow of American politics, liberals and progressives who are serious about change can’t just wing it but must prepare detailed economic policy analyses and prescriptions long in advance of taking power.” —Congressman Jamie Raskin, Representative from Maryland’s 8th District