Sales On The Line

Author : William Miller
Publisher : AMACOM
Page : 268 pages
File Size : 49,7 Mb
Release : 2015-02-11
Category : Business & Economics
ISBN : 9780814434840

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Selling Above and Below the Line by William Miller Pdf

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

Author : Jordan Belfort
Publisher : Simon and Schuster
Page : 256 pages
File Size : 54,8 Mb
Release : 2017-09-26
Category : Business & Economics
ISBN : 9781501164293

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Way of the Wolf by Jordan Belfort Pdf

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Author : United States. Bureau of the Census
Publisher : Unknown
Page : 92 pages
File Size : 45,8 Mb
Release : 1970
Category : Retail trade
ISBN : UCSD:31822021894605

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1967 Census of Business : Retail Trade : Merchandise Line Sales by United States. Bureau of the Census Pdf

Author : United States. Congress. Senate. Committee on Commerce, Science, and Transportation. Subcommittee on Surface Transportation
Publisher : Unknown
Page : 160 pages
File Size : 55,7 Mb
Release : 1988
Category : Railroad law
ISBN : PSU:000013688219

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ICC Consideration of Railroad Line Sales by United States. Congress. Senate. Committee on Commerce, Science, and Transportation. Subcommittee on Surface Transportation Pdf

Author : Sharon Drew Morgen
Publisher : Unknown
Page : 219 pages
File Size : 54,9 Mb
Release : 1993
Category : Business & Economics
ISBN : 1555520472

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Sales on the Line by Sharon Drew Morgen Pdf

Author : Noel Capon,Gary Tubridy,Florin Mihoc
Publisher : Wessex, Incorporated
Page : 296 pages
File Size : 55,8 Mb
Release : 2018-09-13
Category : Business & Economics
ISBN : 1732546932

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The Front Line Sales Manager by Noel Capon,Gary Tubridy,Florin Mihoc Pdf

Author : Anonim
Publisher : Unknown
Page : 92 pages
File Size : 41,7 Mb
Release : 1990
Category : Retail trade
ISBN : UCBK:C040546524

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1987 Census of Retail Trade: Merchandise line sales by Anonim Pdf

Author : United States. Congress. House. Committee on Merchant Marine and Fisheries
Publisher : Unknown
Page : 140 pages
File Size : 53,7 Mb
Release : 1946
Category : Government property
ISBN : SRLF:A0000101279

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Ship Sales--requisition of Vessels from the Grace Line and the United States Lines by United States. Congress. House. Committee on Merchant Marine and Fisheries Pdf

Author : United States. Congress. House. Merchant Marine and Fisheries
Publisher : Unknown
Page : 142 pages
File Size : 44,5 Mb
Release : 1946
Category : Electronic
ISBN : STANFORD:36105110644320

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Ship Sales - Requisition of Vessels from the Grace Line and the United States Lines by United States. Congress. House. Merchant Marine and Fisheries Pdf

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 52,8 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 55,7 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

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 : Rich Gordon
Publisher : iUniverse
Page : 353 pages
File Size : 46,7 Mb
Release : 2011-01-04
Category : Business & Economics
ISBN : 9781450270083

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A Line out the Door by Rich Gordon Pdf

If you are a retailer that wants to take your business to the next level, you need quick answers that you can put in place today. You need to read this book if: your store has hit a plateau that you cant seem to overcome; your marketing dollars arent getting the job done; your store gets many browsers but few buyers; your customers are not finding what they want at your store. Richard L. Gordon, an expert retailer and marketer, relies on concise case studies and decades of experience to show what works. With him as your guide, youll find out how to hire the best employees, deliver excellent customer service, and build your brand and business to new heights. Dont trust the success of your business to a manager or employees who havent delivered results. When you take control of your store and equip yourself with solid, tested strategies, youll end up with A Line Out the Door. filled with ideas and strategies that any specialty retailer could us if they want to take their store to the next level. Rich Gordon truly understands the strategies and concepts that are so necessary to excel as a retailer in todays environment. If you want to be taken seriously as a retailer today, read it and by all means act on what you learn! Maxine Clark, CEO of Build-A-Bear

Author : Thomas Woll
Publisher : Chicago Review Press
Page : 401 pages
File Size : 47,7 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781569765647

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Publishing for Profit by Thomas Woll Pdf

Publishing is a rapidly changing business, and this comprehensive reference is right in step--covering operations, finances, and personnel management as well as product development, production, and marketing. Written for the practicing professional just starting out or looking to learn new tricks of the trade, this revised and expanded fourth edition contains updated industry statistics and benchmark figures, features up-to-date strategies for creating new revenue streams such as online marketing and sales and e-book publishing, and provides new information on using financial information to make key management decisions. More than two dozen highly practical forms and sample contracts for immediate use are also included.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 40,7 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

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 : Anonim
Publisher : Unknown
Page : 436 pages
File Size : 42,9 Mb
Release : 1994
Category : Industrial statistics
ISBN : UCBK:C045134554

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1992 Economic Census of Outlying Areas: wholesale trade, retail trade, service industries; Geographic area statistics (OA92-E-1) by Anonim Pdf