Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.
With a device he calls STAS (Short Term Advertising Strength)--a measure of the immediate effect of advertising on sales--the author demonstrates that the strongest ad campaigns can triple sales, while the weakest campaigns can actually cause sales to fall by more than 50 percent. He exposes sales promotions as wasteful, especially when they are unsupported by advertising, and also demonstrates the strong synergy that can operate between advertising and promotion when they are planned and executed in an integrated fashion. When Ads Work offers eye-opening research and practical information that no one who studies advertising or spends advertising dollars can afford to ignore.
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. Desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman.
Over the next week, Pindar introduces Joe to a series of “go-givers”: a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector” who brought them all together. Pindar’s friends teach Joe the Five Laws of Stratospheric Success and help him open himself up to the power of giving.
Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns.
Imparted with wit and grace, The Go-Giver is a classic bestseller that brings to life the old proverb “Give and you shall receive.”
Nearly a decade since its original publication, the term “go-giver” has become shorthand for a defining set of values embraced by hundreds of thousands of people around the world. Today this timeless story continues to help its readers find fulfillment and greater success in business, in their personal lives and in their communities.
This expanded edition includes the text of the original business parable, together with a foreword by Arianna Huffington, a new introduction, a discussion guide, and a Q&A with the authors.
Before Grant Cardone built five successful companies (and counting), became a multimillionaire, and wrote bestselling books... he was broke, jobless, and drug-addicted.
Grant had grown up with big dreams, but friends and family told him to be more reasonable and less demanding. If he played by the rules, they said, he could enjoy everyone else’s version of middle class success. But when he tried it their way, he hit rock bottom.
Then he tried the opposite approach. He said NO to the haters and naysayers and said YES to his burning, outrageous, animal obsession. He reclaimed his obsession with wanting to be a business rock star, a super salesman, a huge philanthropist. He wanted to live in a mansion and even own an airplane.
Obsession made all of his wildest dreams come true. And it can help you achieve massive success too. As Grant says, we're in the middle of an epidemic of average. The conventional wisdom is to seek balance and take it easy. But that has really just given us an excuse to be unexceptional.
If you want real success, you have to know how to harness your obsession to rocket to the top. This book will give you the inspiration and tools to break out of your cocoon of mediocrity and achieve your craziest dreams. Grant will teach you how to:
· Set crazy goals—and reach them, every single day.
· Feed the beast: when you value money and spend it on the right things, you get more of it.
· Shut down the doubters—and use your haters as fuel.
Whether you're a sales person, small business owner, or 9-to-5 working stiff, your path to happiness runs though your obsessions. It's a simple choice: be obsessed or be average.
The book focuses on each individual aspect of Keynes's doctrines: his revolutionary emphasis on the economy as a whole (the study that would later become known as macroeconomics); consumer demand and where it leads; investment demand and where it leads; the rate of interest and the influence of monetary policy; the role of government in controlling fiscal policy; and the overarching importance of expectations, optimism and pessimism. The book concludes with the seven major lessons drawn from the American economy in the latter half of the 20th Century and how these lessons were forecast by Keynes.
An excellent introduction to Keynes and his legacy for students and non-specialist members of the public who want to know more about how the economy is controlled and stimulated, it is also of considerable interest to students of modern economic history.
They have mastered the art of dealing with people!
Let this book show you how to:
Achieve your goals Handle the human ego Become a master conversationalist Make others feel good about themselves And much more!
with people is the one essential ingredient for success and happiness
at home and in business. "The Art of Dealing With People" gives you the
skills to take your people skills to a level that you never thought
Skill in human relations is similar to skill in any
other field, in that success depends on understanding and mastering
certain basic general principles. You must not only know what to do, but
why you're doing it.
As far as basic principles are concerned,
people are all the same. Yet each individual person you meet is
different. If you attempted to learn some gimmick to deal successfully
with each separate individual you met, you would be face with a hopeless
Influencing people is an art, not a gimmick. When you
apply gimmicks in a superficial, mechanical manner, you go through the
same motions as the person who "has a way," but it doesn't work for you.
The purpose of this book is to give you knowledge based upon an
understanding of human nature: why people act the way they do. The
methods presented in this book have been tested on thousands of people
who have attended my human relations seminars. They are not just my pet
ideas of how you should deal with people, but ideas that have stood the
test of how you must deal with people. That is, if you want to get along
with them and get what you want at the same time.
Yes, we all
want success and happiness. And the day is long past, if it ever
existed, when you could achieve these goals by forcing people to give
you what you want. And begging is no better, for no one has respect for,
or any desire to help, the person who constantly kowtows and literally
goes around with his hand out, begging other people to like him.
one successful way to get the things you want from life is to acquire
skill in dealing with people. Download now and you will learn how.
be a better spouse? Not communicating well with your employees? Having
trouble building business relationships? Or would you just like to
improve your people skills and your ability to make strong, lasting
impressions on the men and women you meet every day? The solution is
"Skill With People!" Les Giblin's timeless classic has what you need to
get on the fast track to success at home, at work, and in business.
Life lessons from the Master of basic people skills.
as "the most wisdom in the least words", Skill With People has sold
over 2 Million copies and has been translated into 20 languages.
Credited with transforming the lives of its many readers,
Skill with People is a must-have for everyone's personal
library.Communicate with impact.
Influence with certainty. Listen with sensitivity. "Skill With People" shows you how!
o project warmth, enthusiasm, and integrity
o effectively use 100 creative closes
o increase productivity and professionalism
o overcome the five basic reasons people will not buy
o deal respectfully with challenging prospects
An engaging book that brings new relevance to the old proverb “Give and you shall receive”
The Go-Giver tells the story of an ambitious young man named Joe who yearns for success. Joe is a true go-getter, though sometimes he feels as if the harder and faster he works, the further away his goals seem to be. And so one day, desperate to land a key sale at the end of a bad quarter, he seeks advice from the enigmatic Pindar, a legendary consultant referred to by his many devotees simply as the Chairman.
Over the next week, Pindar introduces Joe to a series of “go-givers:” a restaurateur, a CEO, a financial adviser, a real estate broker, and the “Connector,” who brought them all together. Pindar’s friends share with Joe the Five Laws of Stratospheric Success and teach him how to open himself up to the power of giving.
Joe learns that changing his focus from getting to giving—putting others’ interests first and continually adding value to their lives—ultimately leads to unexpected returns.
Imparted with wit and grace, The Go-Giver is a heartwarming and inspiring tale that brings new relevance to the old proverb “Give and you shall receive.”
From the Hardcover edition.
Early in his sales career, world-renowned sales expert Brian Tracy couldn't find a way to overcome that simple five-word objection and close the sale. Then he discovered a technique that worked. Business boomed. Tracy broke every sales record in his company and increased his income twenty-fold.
Since that breakthrough many years ago, Tracy has meticulously studied and collected the best of the best in sales-closing techniques. Now, in The Art of Closing the Sale, he shares this wealth of knowledge that has already helped more than one million people maximize their sales results.
No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing.
The Art of Closing the Sale teaches the learnable skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a future of success.
Sun Tzu and Sun Pin's timeless strategic masterpieces are constantly analyzed and interpreted by leaders worldwide. For the first time ever, author D.E. Tarver explains the classic texts, The Art of War by Sun Tzu and The Art of Warfare by Sun Pin, in plain English.
War is the perfect training ground for teaching Sun Tzu's ancient philosophies to attaining victory over an opponent. The Art of War outlines the steps for outwitting the enemy, be it an army of 10,000 or an unresponsive client.
The Art of War teaches leaders strategies to attain victory by: Knowing when to stand up to an opponent, and when to back down. How to be confident without being overly confident. Considering the cost of the campaign before launching an attack. Avoiding an opponent's strengths and striking his weaknesses.
"The one who is first to the field of battle has time to rest, while his opponent rushes into the conflict weary and confused. The first will be fresh and alert. The second will waste most of his energy trying to catch up." Be the first to the battlefield with The Art of War.
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
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!
But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses.
If You’re Not First, You’re Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You’re Not First, You’re Last include:Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude
Les Giblin, a recognized expert in the field of human relations, has devised a method for dealing with people that can be used when relating with anyone – parents, teachers, bosses, employees, friends, acquaintances, even strangers. Giblin shows step by step how to get what you want at any time and in ways that leave you feeling good about yourself. Moreover, the people who have given you want you want wind up feeling good about themselves, too. The result? Nobody gets shortchanged. It’s a win-win situation.
Each chapter includes a handy summary, so there’s absolutely no chance of missing the book’s key points. You can also use these recaps to refresh your memory after you’ve finished the book. Instead of feeling miserable about your interpersonal skills, read this best-selling guide and learn to succeed with people in every area of your life.
In this compact and convenient guide, sales trainer extraordinaire Brian Tracy reveals how anyone can get that winning edge. He shares 21 tried-and-true techniques to:
Set clear goals—and achieve them • Develop a sense of urgency and make every minute count • Stay motivated • Know your products inside and out • Analyze your competition • Identify competitive advantage • Develop your sales strategy • Find and quickly qualify prospects • Create rapport early and build trust • Understand the three keys to persuasion • Master the elements of an effective presentation • Use the power of suggestion • Establish ‘megacredibility’ • Overcome the six major objections • Ask for action • Advance your career by following up
Packed with proven strategies and priceless insights, this handy little book will help you take your sales game to unprecedented new heights.
Perry Marshall, author of the #1 selling book on Google AdWords, joined by Facebook Advertising specialists Keith Krance and Thomas Meloche, lift the curtain to the more than a billion potential customers on Facebook. You'll discover how to pinpoint your most profitable audiences—then, how to reach them, convert them, and keep them as your fan, friend, and customer for life.
Introducing game-changing strategies, valuable tools and reports, Marshall and team breakdown the magic of Facebook Paid Advertising, including mobile and local. You'll see how to gain dramatically on your investment—in clicks, customers, and profits.
Discover how to:
Create a campaign and find new customers in minutes
Get local customers to visit your store or event
Profile your audience using Facebook Graph Search and Ad Manager
The perfect bidding strategy for your objectives and budget
Hyper-target your audience with segment-specific ads
Track and follow leads and customers
Achieve measurable profits while you inform and entertain your fans
Avoid ad fatigue with the perfect Newsfeed Ad
Merge direct response with content marketing to ignite everything
Reading this book will give investors the A-to-Z insights they need for cashing in on the fastest and most profitable ways to flip paper in the real estate market. Moving along a strategic step at a time, The Art of Wholesaling Properties explains how to• make offers that actually get accepted; • find hidden, motivated sellers; • use a real estate agent to find gold mines through the MLS; • build a strong list of cash buyers; • negotiate with sellers using proven and tested scripts; • assign or double close on properties; • master the A-B, B-C transaction; • deploy a team and put the business on autopilot; and • achieve financial freedom without using cash or credit!
If you find the prospects of making money exciting, if you get the feeling there is wealth hidden in the real estate market in your community, and if you desire to learn demonstrably successful techniques to apply in your own ventures, then The Art of Wholesaling Properties: How to Buy and Sell Real Estate without Cash or Credit will give you the guidance and education you need to begin wholesaling homes and generating profits without using your own cash or credit.
whether you succeed, or don’t succeed — whether you earn enough to enjoy
the lifestyle you want or struggle to make ends meet. When you align
the wind with your sails, you move effortlessly across the water. When
your sails are out of alignment, you flounder and go nowhere. If you
align your thinking and actions with these powerful laws of selling, you
will be more effective and efficient. You will encounter less friction,
require less energy, and get bigger results faster.
Here's a sampling of Jeffrey’s 21.5 Laws of Selling:
• Deliver Value First
• Ask Before Telling
• Communicate in Terms of Them
• Become Your Own Brand
• Earn Referrals and Testimonials without Asking
• Create Loyal Customers
These 21.5 Laws are the rock foundation of selling. They may be invisible but they are undeniable — and unbreakable.
you're just getting started in selling, you will find the Laws
invaluable. Whether or not you learn them and follow them will make or
break your career. If you’ve been in sales for a while, you will find
yourself saying, "I haven’t been doing that." "I knew that! How did
When we break the Laws we pay the price. Our sales
suffer. Our bank account takes a hit. It’s an effort to get out of bed
and make a sales call, to do our best work — work that is aligned with
the Laws. Use Jeffrey’s Laws of Selling to recharge your enthusiasm and
redirect your actions back to what really works.
Now he focuses on teaching others his fast-track system. In this guide-book, he offers advice to help other reps secure an immediate cash-flow with Aflac, create wealth, and secure their financial future, and work hard, but play even harder.
Learn proven strategies that helped Jonny’s agents to :
• get 6 M-0138’s signed in a day • enroll 4 groups in a day • book 28 appointments in a day All while cold-calling just one day a week!
COORDINATORS TAKE NOTE: This system teaches your agents to be-come totally self-reliant within 13 weeks: A perfect formula for FAME.
Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling.
Most of us think of sales as convincing potential customers to do something they don't really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be.
As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically.
Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
Learn the philosophies that million dollar earners in network marketing use to earn the lifestyle that you dream about today. These 3 philosophies have been used by tens of thousands of high income earners to build an army of motivated people in their downline.
Imagine what you can do with Jim Rohn’s top 3 success principles of network marketing in your recruiting efforts and in motivating people to achieve their dreams. Put the power of ideas to work in your business today.
All it takes is a few days for NO SALES and you can start to cut corners and then get in that terrible mind set state of blaming clients or asking that question to yourself “what am I doing wrong?”
This book will keep your mind focused.
This book will keep your Attitude Positive.
This book will help you make more Sales and make more Money....FACT!
They close you or you close them, use the 100Timeshare Tips to improve your Sales performance.
No Thanks, I'm Just Looking gives anyone the inside scoop on how to skyrocket their selling career with a system of easy-to-learn practical money-making steps. By saving countless hours of trial-and-error experience, readers will be able to focus on the things that really work. Considered to be retail guru Harry J. Friedman's personal collection of proven selling techniques, No Thanks, I'm Just Looking includes all the tips and humorous anecdotes that have made him retail's most sought-after consultant.
No Thanks, I'm Just Looking delivers the tricks of the trade from an international retail authority.Author is the most heavily attended speaker on retail selling and operational management in the world These groundbreaking high-performance training systems have been used by more than 500,000 retailers, from small independents to the likes of Neiman Marcus, Cartier, Billabong, La-Z-Boy and Godiva, to routinely deliver more sales Friedman created the number one retail sales and management system used by more retailers than any other system of its kind in the world
Get proven techniques that will increase sales and elevate your staff to a high-performance sales team.
(7L) The Seven Levels of Communication tells the entertaining and educational story of Rick Masters, who is suffering from a down economy when he meets a mortgage professional who has built a successful business without advertising or personal promotion. Skeptical, he agrees to accompany her to a conference to learn more about her mysterious methods. Rick soon learns that the rewards for implementing these strategies are far greater than he had ever imagined. In seeking success, he finds significance. This heartwarming tale of Rick’s trials and triumphs describes the exact strategies that helped him evolve from the Ego Era to the Generosity Generation. This book is about so much more than referrals. This is about building a business that not only feeds your family, but also feeds your soul.
This one-of-a-kind book by a businessman who's seen it all and done it all has sold almost 2 million copies, and is the essential roadmap for everyone on the path to success.
How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.
With this proven, hands-on guide, you will learn to:
--Penetrate more accounts
--Establish greater credibility
--Generate more return calls
--Prevent and handle objections
--Motivate different types of buyers
--Develop more internal champions
--Close more sales...faster
--And much, much more
Closing the sale is where most people balk, feel uncomfortable or even stall. They just can't bring themselves to ask someone for money -- even when the person will receive incredible benefits in exchange for that money. Even worse, people ask for the sale and when the buyer doesn't immediately jump at it, they change the subject and stop the sale themselves.
Don't let this happen to you. When done properly, the move into closing the sale is smooth as silk. And when you handle the close as Tom Hopkins teaches you, you'll walk away with more business than you thought you could ever get.
Knowledge builds competence and confidence. Become a more confident (and more successful) salesperson. Get started by reading and implementing the strategies in this book. It'll be the best return on your money you've ever gotten!
Drawing on forty years as a world-class motivational speaker and author, Ziglar identifi es and outlines in his best-selling Over the Top precisely how to achieve what people desire most from life—to be happy, healthy, and reasonably prosperous and secure. As Ziglar delves into the hows and whys of living life with values, character, honesty, integrity, and sensitivity, you’ll learn to be more at peace with yourself and accomplish more with your skills and abilities.
Over the Top will persuade you to develop what you have in order to be the best you can be. What you can do just may be astonishing!
A talented author and speaker, Zi g Ziglar has an appeal that transcends barriers of age, culture, and occupation. His client list includes thousands of small and mid-sized businesses, Fortune 500 companies, government agencies, churches, and non-profit associations. Since 1970, he has traveled around the world delivering powerful life-improvement messages and encouraging individuals to change and grow.
This newest book from sales phenomenon JOE GIRARD--The 13 Essential Rules of Selling--provides all the ammunition you need to succeed in an economy where budgets are being slashed and decision makers are scared to spend.
Named the offi cial world's greatest salesman by Guinness World Records, Girard covers everything from maintaining a positive attitude and staying organized to dressing appropriately, telling the truth, and making clients' needs and wishes priority one.
WHY JOE GIRARD IS #1 . . . JUST A FEW RAVES:
"Fantastic! The auditorium was jam-packed. They were sitting in the aisle! . . . Inspirational!" -- Harvard Business School
"It takes guts to be an entrepreneur. In that quest, Joe Girard's riveting book will empower you to become tomorrow's entrepreneurial legend." -- Warren E. Avis, founder, Avis Rent-A-Car
"[Girard is] the consummate salesman!" -- Forbes
"Girard captures the essence of rising to the top in any endeavor: Set ambitious goals and visualize success, work hard, persevere, and stick to your principles." -- Mary Kay Ash, founder and Chairman Emeritus, Mary Kay Cosmetics, Inc.
Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement—one at a time—and practice them over and over with pigheaded discipline.
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area.
Holmes offers proven strategies for:Management: Teach your people how to work smarter, not harderMarketing: Get more bang from your Web site, advertising, trade shows, and public relationsSales: Perfect every sales interaction by working on sales, not just in sales
The Ultimate Sales Machine will put you and your company on a path to success and help you stay there!
Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional's Playbook focuses on how to help sales professionals take their sales from poor or mediocre to surpassing limitless expectations. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career.
The Sales Professional's Playbook is a book written for sales professionals - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined takes a sales professional who is willing to prepare and practice, which allows persuasion to be a thing of the past.
Mastering these professional selling skills will:
* Improve confidence
* Improve skills and abilities
* Improve professionalism
* Increase sales and profits
Being a professional sales person is hard work but, more importantly, very rewarding. Don't wait for something to happen or someone to do something. Take control of your success and make the call!
The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.
Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.
You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.
Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader
Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
Let one of America's most respected sales educators teach you how to close virtually every sale. With his most valuable professional secrets gathered from all over the world, James W. Pickens gives you all the tools you need to win over your prospects and send your sales figures soaring. Discover:
More than 100 tips, including how to close people in specific professions, bond with customers, connect them to your product, and use body language to make your case 65 "home run" one-liners--quick closing statements to drive your pitch home 13 seal-the-deal closes--powerful arguments that work their magic in a minute, elicit your client's true objections to the sale, and persuade him or her to buy your product or service The single, most powerful close of all that can convince almost any customer to sign on the dotted line. Increase your knowledge of human behavior, sharpen your skills, and in no time at all, become that master salesperson who is...
THE ONE MINUTE CLOSER
If you think you’ve missed the window of opportunity in the digital world, successful Internet entrepreneur Marc Ostrofsky says otherwise. Using real-life examples from people of all ages and walks of life who have made their fortunes online, this engaging guide gives you step-by-step instructions for achieving financial success. You’ll learn hundreds of ways to make money online with sites like Facebook, Twitter, and LinkedIn as well as ways to profit from domain names and digitally based products. Now is the time to change your ideas about making money, accumulating wealth, and taking control of your financial future. Let Marc Ostrofsky show you the way in Get Rich Click!
What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures.
If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You.
Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU.
This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover:Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place
People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.
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.
From the Hardcover edition.
-- Joe Girard
In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.
This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:
TURN ONE SALE INTO 250 MORE
CREATE A WINNING GAME PLAN FROM LOSING SALES
KNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYER
MOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALE
SELL AT A LOSS AND MAKE A FURTUNE
Lee Cockerell knows that success in business--any business--depends upon winning and keeping customers. In 39 digestible, bite-sized chapters, Lee shares everything he has learned in his 40+ year career in the hospitality industry about creating an environment that keeps customers coming back for more. Here, Lee not only shows why the customer always rules, but also the Rules for serving customers so well they'll never want to do business with anyone but you. For example:
Rule #1: Customer Service Is Not a Department
Rule #3: Great Service Follows the Laws of Gravity
Rule #5: Ask Yourself "What Would Mom Do?"
Rule #19: Be a Copycat
Rule #25. Treat Every Customer like a Regular
Rule #39: Don’t Try Too Hard
As simple as they are profound, these principles have been shown to work in companies as large as Disney and as small as a local coffee shop; from businesses selling cutting-edge technologies like computer tablets to those selling products as timeless as shoes and handbags; at corporations as long-standing as Ford Motors and those as nascent as a brand new start-up. And they have been proven indispensible at all levels of a company, from managers responsible for hiring and training employees, setting policies and procedures, and shaping the company culture to front line staff who deal directly with clients and customers
Chock-full of universal advice, applicable online and off, The Customer Rules is the essential handbook for service excellence everywhere.
Direct Selling For Dummies is the perfect resource for anyone involved or interested in direct sales. Written by a 35-year veteran of this booming industry, this useful guide teaches you everything you need to know to achieve and maintain lasting success. You'll learn the insider tips that only the pros know, and how to structure your business, your time, and your customer relationships to optimize sales and achieve your goals. Compare party plans, multi-level marketing, and hybrid models to see where your talents fit best, and discover the most effective ways to promote your products and get people interested. You'll leverage social media as one of the most powerful tools in modern sales, and gain new ideas for recruiting, booking, and time management. With clear guidance and a fun, friendly style, this book gives you the strategies you need to be a direct sales success.
The direct sales industry is going strong, with more participants now than any time in the past, yet with less face-to-face engagement. Businesses are operating online, people are shopping online, and more people are recruiting through platforms like social media. If you hope to be a direct sales success, now is the time to get up to speed on what that means today. This book shows you everything you need to know, and gives you the tools you need to put your ideas into action.Choose the right direct sales model Secure bookings and manage your time Recruit and drive interest in the product and company Harness the power of social media to make sales
Direct sales can be your ticket to independence. Stop punching the clock and become your own boss — and watch your income grow. With Direct Selling For Dummies, you'll have the skills and information you need to be a success.
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.
As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople
Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.
The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.
A formula does exist.
Greatness May Get You Nowhere
Focus Groups Don'ts
The More You Say, the Less People Hear &
Seeing the Forest Around the Falling Trees.
Drawing on his incredible success in transforming his Dallas Cadillac dealership into the second largest in America, Carl Sewell revealed the secret of getting customers to return again and again in the original Customers for Life. A lively, down-to-earth narrative, it set the standard for customer service excellence and became a perennial bestseller. Building on that solid foundation, this expanded edition features five completely new chapters, as well as significant additions to the original material, based on the lessons Sewell has learned over the last ten years.
Sewell focuses on the expectations and demands of contemporary consumers and employees, showing that businesses can remain committed to quality service in the fast-paced new millennium by sticking to his time-proven approach: Figure out what customers want and make sure they get it. His “Ten Commandants” provide the essential guidelines, including:
• Underpromise, overdeliver: Never disappoint your customers by charging them more than they planned. Always beat your
estimate or throw in an extra service free of charge
• No complaints? Something’s wrong: If you never ask your customers what else they want, how are you going to give it to them?
• Measure everything: Telling your employees to do their best won’t work if you don’t know how they can improve
• Borrow, borrow, borrow: Sewell, for example, learned about hospitality from Japanese culture, cleanliness from Disney, and
politeness from his mother.
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales.
Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before.
Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship.
Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.