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Four Characters Of Selling Speak The Way Your Buyers Listen Listen The Way Your Buyers Speak Book in PDF, ePub and Kindle version is available to download in english. Read online anytime anywhere directly from your device. Click on the download button below to get a free pdf file of Four Characters Of Selling Speak The Way Your Buyers Listen Listen The Way Your Buyers Speak book. This book definitely worth reading, it is an incredibly well-written.
Author : Curtis Blair
Publisher : West Creek Resources
Page : 255 pages
File Size : 50,6 Mb
Release : 2005
Category : Selling
ISBN : 9780973822908
Author : David Hoffeld
Publisher : Penguin
Page : 288 pages
File Size : 48,5 Mb
Release : 2016-11-15
Category : Business & Economics
ISBN : 9781101993187
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
Author : Joe Girard
Publisher : Simon and Schuster
Page : 196 pages
File Size : 47,5 Mb
Release : 2006-02-07
Category : Business & Economics
ISBN : 9780743273961
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.
Author : Mark W. Johnston,Greg W. Marshall
Publisher : Routledge
Page : 436 pages
File Size : 55,6 Mb
Release : 2016-02-19
Category : Business & Economics
ISBN : 9781317360834
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Author : David Fitzgerald
Publisher : AuthorHouse
Page : 251 pages
File Size : 40,8 Mb
Release : 2021-06-13
Category : Education
ISBN : 9781665528900
The Buying Curve is the ONLY sales book you will ever need to succeed at the highest level of selling. Sales is one of the most rewarding jobs in the world if done properly. It can bring you unlimited income and life style choices. In todays labyrinth of available information at the touch of a button to scrupulous buyers, the real art of salesmanship is crucial to your success. Contained in The Buying Curve is the most complete and effective step by step sales process coupled with proven techniques to guarantee increased sales. Throughout a 33 year career David has influenced over a billion dollars worth of SALES and trained thousands of sales people at every level. He has proven himself to be one of the best closers ever to pick up a pen. Now he wants to share his knowledge with YOU. Armed with the most effective selling techniques ever created and an insight into the mind of the buyer you will easily sell at a master level in no time. Imagine the confidence of walking into ANY sales environment knowing you have the best sales training, think you’ll succeed? The book is divided into 4 parts: The Sale: The nine steps delivered in an easy to follow formate. No sales: A lighthearted but true outcome of what happens if you don’t have the best training. What went wrong: How to understand and fix why they didn’t buy (a must read for all). Coming full circle: Relates to what is needed in selling at the highest level to todays media savvy market who know their options and can shop around with a click. Ready to become a Master? Welcome to The Buying Curve. For more information visit: davidfitzgeraldgroup.com
Author : Rebecca Fritzson,Jeff Fritzson
Publisher : iUniverse
Page : 110 pages
File Size : 49,5 Mb
Release : 2003-10
Category : Business & Economics
ISBN : 9780595294626
Bookstores are full of books about how to sell. From prospecting to closing, sales people are searching for ways to be more successful. Very few focus on the most important element in a sale-the buyer. Focus on Buyers turns the sales process upside down and begins with the end. If you understand how buyers buy, you will sell more effectively. Whether you're in sales, marketing, or customer service, you may find yourself wondering: · Why are my prospects behaving this way? · How do I move someone forward in the sales cycle? · How can I influence my prospects so they believe my product will solve their problem? Jeff and Rebecca Fritzson teach these concepts to sales people worldwide. They find that once sales people understand their buyer's perspective, they increase their personal sales and develop better customer relationships. Focus on Buyers will take you on a journey of discovery through your buyer's thought processes. Beginning with change, the starting point of any buying process, and continuing through the individual buying states people navigate on their way to making a purchase, Focus on Buyers provides the map that will help you find your way to increased sales.
Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 45,9 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060
Double and triple your sales--in any market. 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.
Author : City of London College of Economics
Publisher : City of London College of Economics
Page : 1030 pages
File Size : 45,6 Mb
Release : 2024-06-16
Category : Education
ISBN : 8210379456XXX
Overview Want to make a six-figure salary as well? You’re on the best way with this course. Content - What fundamental analysis is and why you should use it - How to perform fundamental analysis - Making money from fundamental analysis - Getting advanced with fundamental analysis - Examples of fundamental analysis - Things to look at when analyzing a company - Things fundamental analysis can’t do - The what and why of value investing - Fundamentals for fundamentalists - So you wanna buy a business? - Becoming a value investor Duration 6 months Assessment The assessment will take place on the basis of one assignment at the end of the course. Tell us when you feel ready to take the exam and we’ll send you the assignment questions. Study material The study material will be provided in separate files by email / download link.
Author : Anonim
Publisher : Unknown
Page : 666 pages
File Size : 40,9 Mb
Release : 1941
Category : Agriculture
ISBN : STANFORD:36105211342709
Author : William R. Wilson
Publisher : Unknown
Page : 88 pages
File Size : 51,9 Mb
Release : 1984
Category : Electronic
ISBN : MINN:31951002925899S
Author : James M. Kouzes,Barry Z. Posner,Deb Calvert
Publisher : John Wiley & Sons
Page : 163 pages
File Size : 40,5 Mb
Release : 2018-02-09
Category : Business & Economics
ISBN : 9781119446323
NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
Author : Jerry Acuff
Publisher : John Wiley & Sons
Page : 276 pages
File Size : 52,5 Mb
Release : 2010-12-28
Category : Business & Economics
ISBN : 9781118044834
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
Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 49,8 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484
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.
Author : Prentice-Hall, inc
Publisher : Unknown
Page : 1024 pages
File Size : 41,7 Mb
Release : 1941
Category : Corporate profits
ISBN : UIUC:30112057652007
Author : Michael Wilkinson,Lynn Sokler
Publisher : AMACOM/American Management Association
Page : 158 pages
File Size : 43,6 Mb
Release : 2009-07
Category : Business & Economics
ISBN : 0814436528
Most sales professionals spend all their time and energy trying to perfect their own style of selling. Yet they fail to recognize that buyers all have their own individual "buying styles..".and when sellers learn how to adapt their own methods to best suit each buying style, they can dramatically increase their success rate. Presented as a "learning adventure," "Buying Styles" begins with a fictional situation in which a salesperson has just lost a major sale...and decides to find out why. Readers are then brought along on an interactive lesson that shows them how to: - recognize the four key buying styles - understand what to do (and not to do) when selling to customers exhibiting each - quickly spot the tell-tale signs that they are using the wrong approach - gain the confidence of prospects - improve their relationships with existing clients - develop a strategy for approaching new prospects - increase their chances of closing each and every sale This quick and easy read, packed with tips, checklists, and on-the-go references, unveils powerful new insights for successfully selling to anyone.
