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Sell The Way You Buy

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Sell the Way You Buy

Sell the Way You Buy Book
Author : David Priemer
Publisher : Page Two
Release : 2020-04-07
ISBN : 1989603203
Language : En, Es, Fr & De

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Book Description :

While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.

Sell Or Be Sold

Sell Or Be Sold Book
Author : Grant Cardone
Publisher : Greenleaf Book Group
Release : 2011-01-01
ISBN : 1608322904
Language : En, Es, Fr & De

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Book Description :

Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.

Integrity Selling for the 21st Century

Integrity Selling for the 21st Century Book
Author : Ron Willingham
Publisher : Currency
Release : 2003
ISBN : 0385509561
Language : En, Es, Fr & De

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Book Description :

Argues that knowing and understanding customers' needs will improve sales and will build a trusting relationship between buyer and seller.

How to Sell Anything to Anybody

How to Sell Anything to Anybody Book
Author : Joe Girard,Stanley H. Brown
Publisher : Simon and Schuster
Release : 2006-02-07
ISBN : 0743273966
Language : En, Es, Fr & De

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Book Description :

"The world's greatest salesman" reveals the spectacular selling principles that have brought him to the top of his profession as he offers helpful advice on how to develop customer profiles, how to turn a prospect into a buyer, how to close the deal, and how to establish a long-term relationship with one's customers. Reprint. 25,000 first printing.

Inbound Selling

Inbound Selling Book
Author : Brian Signorelli
Publisher : John Wiley & Sons
Release : 2018-04-16
ISBN : 1119473446
Language : En, Es, Fr & De

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Book Description :

Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

Unleashing the Power of Consultative Selling Selling the way your customer wants to buy Not the way you like to sell

Unleashing the Power of Consultative Selling  Selling the way your customer wants to buy   Not the way you like to sell  Book
Author : Richard Grehalva
Publisher : P2P People to People Communications
Release : 2022-08-18
ISBN : 097638180X
Language : En, Es, Fr & De

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Book Description :

What does it mean to be a man?-Difficult question to answer isn't it? This is my story and my experiences as I was looking for answers to this question. Some men will face a crossroad and get stuck. Some men will continue on the same path that they have always traveled. A few men will get to a place, where it has gotten bad enough, to want to walk down a different road. My reason for writing this book is to discuss the following: What are these crossroads? What are the signs? What are the steps to follow a different road? All I can do is share what I experienced, and what works and what does not work. I also have the teachings I learned from hundreds of men that I have been blessed to be with and work with over these years. I share with you what the Elders taught me and what I have learned from over 20 years of leading men's retreats all over the United States. Along the way, I will pass on some of my dad, Greywolf's teachings. I'm not a therapist, physiologist, pastor, social worker or part of the healthcare community. What I am, is a man who heard his wake up call. And with the help of a group of men began a new journey into becoming a different man. Part of my call was to become a men's retreat leader author, speaker, teacher, facilitator and coach. After many years of doing my own work and leading men's retreats, I discovered there are 7 crossroads a man will face in his life. I do not claim to have all the answers because I cannot provide them.

Roadmap to Revenue

Roadmap to Revenue Book
Author : Kristin Zhivago
Publisher : Unknown
Release : 2011-03-01
ISBN : 9780974917924
Language : En, Es, Fr & De

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Book Description :

Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays out the method that she has used to help hundreds of business owners and managers reverse-engineer their successful sales so they can manufacture new sales in quantity. Armed with these methods, managers can map out their customers' buying process and take the right steps to support every stage of that buying process. They can position their products and services in a way that will make them more attractive and valuable to prospective customers. They can focus their efforts on marketing and selling methods that will work (and stop wasting money on those that won't); produce content that satisfies buyer concerns; and use social media channels in a way that appeals to customers - and leads to more sales.

The Science of Selling

The Science of Selling Book
Author : David Hoffeld
Publisher : Penguin
Release : 2016-11-15
ISBN : 1101993189
Language : En, Es, Fr & De

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Book Description :

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

The Psychology of Selling

The Psychology of Selling Book
Author : Brian Tracy
Publisher : Thomas Nelson Inc
Release : 2006-06
ISBN : 0785288066
Language : En, Es, Fr & De

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Book Description :

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling. Tracy's classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn: "the inner game of selling" how to eliminate the fear of rejection how to build unshakeable self-confidence Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

SPIN Selling

SPIN    Selling Book
Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
ISBN : 1000154572
Language : En, Es, Fr & De

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Book Description :

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

How To Sell Your Way Through Life

How To Sell Your Way Through Life Book
Author : Napoleon Hill
Publisher : John Wiley and Sons
Release : 2009-12-15
ISBN : 9780470570173
Language : En, Es, Fr & De

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Book Description :

TIMELESS WISDOM from the ORIGINAL PHILOSOPHER of PERSONAL SUCCESS "No matter who you are or what you do, you are a salesperson. Every time you speak to someone, share an opinion or explain an idea, you are selling your most powerful asset . . . you! In How to Sell Your Way Through Life, Napoleon Hill shares valuable lessons and proven techniques to help you become a true master of sales." —Sharon Lechter, Coauthor of Think and Grow Rich: Three Feet from Gold; Member of the President's Advisory Council on Financial Literacy "These proven, time-tested principles may forever change your life." —Greg S. Reid, Coauthor of Think and Grow Rich: Three Feet from Gold; Author of The Millionaire Mentor "Napoleon Hill's Think and Grow Rich and Laws of Success are timeless classics that have improved the lives of millions of people, including my own. Now, we all get the chance to savor more of his profound wisdom in How to Sell Your Way Through Life. It is a collection of simple truths that will forever change the way you see yourself." —Bill Bartmann, Billionaire Business Coach and Bestselling Author of Bailout Riches (www.billbartman.com) Napoleon Hill, author of the mega-bestseller Think and Grow Rich, pioneered the idea that successful individuals share certain qualities, and that examining and emulating these qualities can guide you to extraordinary achievements. Written in the depths of the Great Depression, How to Sell Your Way Through Life explores a crucial component of Achievement: your ability to make the sale. Ringing eerily true in today's uncertain times, Hill's work takes a practical look at how, regardless of our occupation, we must all be salespeople at key points in our lives. Hill breaks down concrete instances of how the Master Salesman seizes advantages and opportunities, giving you tools you can use to effectively sell yourself and your ideas. Featuring a new Foreword from leadership legend Ken Blanchard, this book is a classic that gives you one beautifully simple principle and the proven tools to make it work for you.

Selling Is Hard Buying Is Harder

Selling Is Hard  Buying Is Harder  Book
Author : Garin Hess
Publisher : Greenleaf Book Group
Release : 2020-06-16
ISBN : 1632992957
Language : En, Es, Fr & De

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Book Description :

Enable Your Buyer for Faster B2B Sales Garin Hess, the founder and CEO of Consensus, the leader in intelligent demo automation software, points out that when it comes to B2B sales effectiveness, the real challenge for salespeople is to get better at understanding and facilitating their customers’ buying group and buying process. Sales teams can shorten sales cycles and increase close rates by learning to equip their champion—the people promoting their solution inside the target account—effectively by using the DEEP-C™ buyer enablement framework: Discover, Equip, Engage, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model.

Questions that Sell

Questions that Sell Book
Author : Paul Cherry
Publisher : AMACOM
Release : 2017-12-07
ISBN : 0814438717
Language : En, Es, Fr & De

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Book Description :

Your product knowledge is extensive. You know its features and benefits inside out. And you are prepared for any question your customer may ask you about it. But the most important questions that need to be asked during a sales meeting are not about the product, but about the customer. If you, the salesperson, fail to ask the right questions--the ones that uncover a customer’s real needs--you will never close the deal.Questions that Sell reveals advanced questioning techniques that will help you learn your customer’s true needs and as a result allow you to sell your products or services based on value to the customer, rather than price--and increase your success rate as a result.Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to:• Use questions to qualify prospects (without insulting them)• Discover hidden customer needs and motivations• Raise delicate questions• Overcome stalls• Identify dead-end opportunities• Turn social media contacts into active sales leads• And more!Your next sale doesn’t have to depend on the customer. Success is yours for the asking!

Sell Well Do Good

Sell Well  Do Good Book
Author : Roy Whitten,Scott Roy
Publisher : Unknown
Release : 2021-02-10
ISBN : 9781952654251
Language : En, Es, Fr & De

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Book Description :

IS THERE REALLY A BETTER WAY TO SELL? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach tailor-made for social enterprises. DR. ROY WHITTEN and SCOTT ROY are the founders of Whitten & Roy Partnership. WRP maintains a global consultant network and has served organizations in over 40 countries. Inside Sell Well, Do Good, you'll discover how transformative science exposes a root problem in sales: the belief - held by salespeople and clients alike - that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction leads to individual behaviors and organizational systems that become self-perpetuating, dysfunctional, and unproductive for everyone involved, creating conditions that undermine the mission of social enterprises and limit their impact. Using real stories from over a decade of field work, the authors put you into the training room to break through old habits and fixed mindsets. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team. Get to the heart of customer-centric selling and explore how to: - Master your attitude to produce your best work - Lead compelling conversations that result in committed action - Educate your customers to help them make the right buying decision - Build a selling system that changes the behavior of sales agents and their customers. No hype or hyperbole - just actionable insight from two seasoned executives who believe that selling is the heartbeat of business and who know that how a social enterprise sells will determine its ultimate value to the customers it serves.

Selling the Invisible

Selling the Invisible Book
Author : Harry Beckwith
Publisher : Grand Central Publishing
Release : 1999-06-14
ISBN : 0446930032
Language : En, Es, Fr & De

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Book Description :

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

How To Sell When Nobody s Buying

How To Sell When Nobody s Buying Book
Author : Dave Lakhani
Publisher : John Wiley & Sons
Release : 2009-06-15
ISBN : 9780470523599
Language : En, Es, Fr & De

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Book Description :

The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

Lead Sell or Get Out of the Way

Lead  Sell  or Get Out of the Way Book
Author : Ron Karr
Publisher : Wiley
Release : 2009-04-03
ISBN : 0470470380
Language : En, Es, Fr & De

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Book Description :

Praise for Lead, Sell, or Get Out of the Way "Karr's book, Lead, Sell, or Get Out of the Way, illustrates what we believe: that knowing your customers' needs is the single most important factor in building sales. Business starts with the sale. To make profitable sales, you need to understand your customer and create a timely value proposition. This book shows you how to do both." —Larry Kellner, Chairman and CEO, Continental Airlines "As CEO and Chairman of the Board of three publicly traded companies, I felt that Karr's strategies in Lead, Sell, or Get Out of the Way absolutely provided the powerful results he predicted. In one case, we completely eliminated a competitor who posed a strategic threat. I guess you can say they 'got out of the way.' Karr will show you what is required and how to be a top producer in your market. This book is a must-read." —James T. Treace, President and Managing Member, J&A Group, LLC, former chairman of the board, Wright Medical, Inc., and Kyphon, Inc. "Karr captures a lifetime of winning strategies and experiences and puts them in a practical context for sales leaders and sellers. This book challenges many of the older paradigms of selling and emphasizes the importance of keeping the focus on the customers and providing positive outcomes. In today's challenging market conditions, where the primary focus is on market share, this is a must-read." —Barry S. Goldstein, Senior Vice President, Global Sales Strategy & Operations, Starwood Hotels & Resorts Worldwide, Inc. "Karr's book clearly identifies what it takes to be a highly effective sales leader. The principles in Karr's book are concise and illuminating. Follow his system and your sales organization will succeed in any market. An absolute must-read." —Mike Beaudry, Division President, United Natural Foods, Inc. (UNFI) "Karr does it again! Lead, Sell, or Get Out of the Way gives you the ultimate approach to giving added value to customers and creating value for yourself . . . The seven traits are what's needed in today's world, and this book is an outstanding guide to becoming proficient in all of them." —David Preng, Preng & Associates, The Global Energy Search Leader

Getting Everything You Can Out of All You ve Got

Getting Everything You Can Out of All You ve Got Book
Author : Jay Abraham
Publisher : Truman Talley Books
Release : 2000-02-21
ISBN : 9780312271466
Language : En, Es, Fr & De

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Book Description :

A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success! Unseen opportunities face each of us every day. Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture. And just how easy can it be? One entrepreneur took the concept of the ballpoint pen and refined it into a mulimillion-dollar idea: roll-on deodorant. Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business. Now, what have you seen-- or are going to see-- that you could take and turn to your advantage? In Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, the program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them. You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.

Spend Shift

Spend Shift Book
Author : John Gerzema,Michael D'Antonio
Publisher : John Wiley & Sons
Release : 2010-09-02
ISBN : 9780470902325
Language : En, Es, Fr & De

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Book Description :

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.

How to Buy Or Sell Any Business

How to Buy Or Sell Any Business Book
Author : Matt Buchel
Publisher : Unknown
Release : 2011-11-01
ISBN : 9781466306295
Language : En, Es, Fr & De

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Book Description :

Everything you need to know about buying or selling a business. Step-by-step guide to dealing with the seller, valuation of business, raising funds and closing the deal. Plus, sample documents like Letter of Intent, Purchase Agreement, Bill of Sale of Business.