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Stop Telling Start Selling How To Use Customer Focused Dialogue To Close Sales
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Book Synopsis Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by : Linda Richardson
Download or read book Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales written by Linda Richardson and published by McGraw Hill Professional. This book was released on 1997-09-22 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Book Synopsis The Sales Success Handbook by : Linda Richardson
Download or read book The Sales Success Handbook written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2003-03-22 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE MCGRAW-HILL PROFESSIONAL EDUCATION SERIES These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers. A six-step program for hearing and understanding customers' needs, and then selling solutions instead of products.
Book Synopsis The 24 Sales Traps and how to Avoid Them by : Dick Canada
Download or read book The 24 Sales Traps and how to Avoid Them written by Dick Canada and published by Amacom Books. This book was released on 2002 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Fact Sheet Uncovers 24 assumptions that lead salespeople astray from achieving better sales.
Book Synopsis Perfect Selling by : Linda Richardson
Download or read book Perfect Selling written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2008-07-01 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"
Book Synopsis 1,200 Great Sales Tips for Real Estate Pros by : Realtor Magazine
Download or read book 1,200 Great Sales Tips for Real Estate Pros written by Realtor Magazine and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Perfect for brokers, agents, and other real estate professionals, this handy guide brings together the best ideas from years of incredibly practical lists and checklists published in REALTOR Magazine. This practical, one-of-a-kind guide is perfect for learning the business of real estate and perfecting the best and most effective tactics and techniques for helping your real estate career and business grow.
Book Synopsis The Complete Guide to Tips & Gratuities by : Sharon L. Fullen
Download or read book The Complete Guide to Tips & Gratuities written by Sharon L. Fullen and published by Atlantic Publishing Company. This book was released on 2005 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are millions of workers in the USA that rely on tips for most of their income, and there are well over two million businesses where the employers rely on tipped employees. According to recent statistics from the U.S. Department of Labor, food and beverage service-related workers held 6.5 million jobs. The U.S. Department of Labor estimates in a recent study that tips and gratuities may account for well over $5 billion per year being left on plates and tip trays, financed on credit cards and handed directly into happy, open palms. But let's face facts. Relying on customers' tips for your income is tough. The average customer just doesn't realize how difficult and hard the average waiter, waitress, hair dresser, concierge, cab driver, maître d', or bartender works for their money. Dealing with and satisfying the general public is one of the most demanding jobs around. Many, if not most, tipped employees have a tough time making ends meet. And then there are the complicated IRS tax laws regarding tipping and gratuities that most employees and few employers know how to handle correctly. For the first time this new book deals with all aspects of tips and gratuities. For the employee or self-employed, learn how to earn more tips and how to properly account for and pay taxes on them. For the employer: how to manage and properly account for the taxes on tipped employees; for the bookkeeper and accountant: get the latest on tax and withholding laws. Apart from all great and practical advice in the book, it has to be remembered that tips have to be earned, thus there are literally hundreds of little tricks, hints and suggestions to help tipped employees - well, make more tips! Atlantic Publishing is a small, independent publishing company based in Ocala, Florida. Founded over twenty years ago in the company president's garage, Atlantic Publishing has grown to become a renowned resource for non-fiction books. Today, over 450 titles are in print covering subjects such as small business, healthy living, management, finance, careers, and real estate. Atlantic Publishing prides itself on producing award winning, high-quality manuals that give readers up-to-date, pertinent information, real-world examples, and case studies with expert advice. Every book has resources, contact information, and web sites of the products or companies discussed. This Atlantic Publishing eBook was professionally written, edited, fact checked, proofed and designed. The print version of this book is 144 pages and you receive exactly the same content. Over the years our books have won dozens of book awards for content, cover design and interior design including the prestigious Benjamin Franklin award for excellence in publishing. We are proud of the high quality of our books and hope you will enjoy this eBook version.
Book Synopsis Changing the Sales Conversation: Connect, Collaborate, and Close by : Linda Richardson
Download or read book Changing the Sales Conversation: Connect, Collaborate, and Close written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2013-12-27 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: The proven new sales strategy from New York Times bestselling author Linda Richardson Learn how to create better, more effective dialogs with customers in today’s hyper digital world In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. The New Sales Conversation helps you use new links and technologies without losing the very reason for making a connection in the first place--a chance to exchange the winning words that lead to a successful close and a loyal customer. Richardson Provides five easy-to-remember keys to bringing value to customers: Futuring (Predictive Preparation), Heat-mapping (New and Emerging Needs), Value-tracking (Proof of Solution), Phasing (Verifiable Outcomes), and Linking (Emotional Connection) Linda Richardson is the founder and Executive Chairwoman of Richardson, a global sales training business. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.
Book Synopsis 101 Advisor Solutions: A Financial Advisor's Guide to Strategies that Educate, Motivate and Inspire! by : Daniel C. Finley
Download or read book 101 Advisor Solutions: A Financial Advisor's Guide to Strategies that Educate, Motivate and Inspire! written by Daniel C. Finley and published by Lulu.com. This book was released on 2011-12 with total page 475 pages. Available in PDF, EPUB and Kindle. Book excerpt: 101 Advisor Solutions: A Financial Advisor's Guide to Strategies that Educate, Motivate and Inspire is a must read for any financial advisor looking for tools, techniques, strategies and real world solutions to conquering common challenges! This book is designed to help you build a better business...one solution at a time.
Book Synopsis Stop Acting Like a Seller and Start Thinking Like a Buyer by : Jerry Acuff
Download or read book Stop Acting Like a Seller and Start Thinking Like a Buyer written by Jerry Acuff and published by John Wiley & Sons. This book was released on 2010-12-28 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Book Synopsis The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by : Neil Rackham
Download or read book The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources written by Neil Rackham and published by McGraw Hill Professional. This book was released on 1996-06-22 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Book Synopsis How to Sell Anything to Anybody by : Joe Girard
Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Download or read book Selling written by Kenneth L. Lloyd and published by DK Publishing (Dorling Kindersley). This book was released on 2001 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: Featuring full-color photos and illustrations, expertly written text, and helpful diagrams and charts, this new title shows how to master the art of professional sales negotiations and techniques.
Book Synopsis The Relationship Edge by : Jerry Acuff
Download or read book The Relationship Edge written by Jerry Acuff and published by John Wiley & Sons. This book was released on 2011-02-15 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get a practical, actionable, three-step process to build and leverage important relationships Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers–but few of us know how to consciously and systematically build and maintain positive business relationships. For years, The Relationship Edge has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process. This completely updated third edition offers a fresh perspective on that process and includes more contemporary case studies, as well as how to build and nurture relationships online. Develop the right mindset–understand that personal relationships are vital to business success, both offline and online Ask the right questions–discover the common ground you share with others Do the right thing–be truthful and straightforward or you'll undermine the goodwill you've worked so hard to build Jerry Acuff, the author, has a proven record of success with previous editions of The Relationship Edge With real case studies and step-by-step guidance, The Relationship Edge, Third Edition offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers. Jerry Acuff's latest version is packed full of practical, concrete information on the mechanics of interpersonal relationships in the business world, all designed to have you doing business better and more productively than ever.
Book Synopsis Stop Selling Start Believing by : John P Kaufman
Download or read book Stop Selling Start Believing written by John P Kaufman and published by Sales Coaching Lab. This book was released on 2024-01-01 with total page 487 pages. Available in PDF, EPUB and Kindle. Book excerpt: Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!
Book Synopsis Secrets of Question-Based Selling by : Thomas Freese
Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Book Synopsis Quit Whining and Start Selling! by : Kelly Riggs
Download or read book Quit Whining and Start Selling! written by Kelly Riggs and published by . This book was released on 2013-03-01 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Stop Selling and Start Closing by : Michael W Steiger
Download or read book Stop Selling and Start Closing written by Michael W Steiger and published by Steiger. This book was released on 2024-06-24 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to stop Selling, start Closing, and earn more by turning customers into clients as you guide them to a valuable exchange of their hard-earned money to satisfy their wants and desires. This is your practical guide to sales and negotiation. Here you will learn about the psychological motivators and inhibitors of a customer. You will learn how to use these motivations to help guide a customer to realize their true desires. You will learn powerful tried and true techniques, so that you can confidently lead the customer to Closing on their wants and desires. Knowing that you will make the sale and not just wish for it. Become a Master of Sales by learning: How to guide the customer to their true wants and desires. How to use powerful Closing techniques. How to use a customer's motivators to defeat their inhibitions. How to discover what the customer can and will afford. What to say and what not to say. How to say it and how not to say it. What words you should use, and what words you should not use. How to approach and say hello to a customer, and how not to approach and say hello to a customer. How to master yourself by learning to control your own emotions and responses. What the customer is thinking and not telling you. How to deal with the Expert. How to handle complaints. How to gain trust and build rapport. How to ask for the Close.
