Selling Is A Mind Game

Author : Warren Schoening
Publisher : AuthorHouse
Page : 127 pages
File Size : 42,9 Mb
Release : 2012-02-15
Category : Business & Economics
ISBN : 9781468545944

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Selling Is a Mind Game by Warren Schoening Pdf

Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development. DECISION-MAKING IS A MENTAL PROCESS A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyers mind. Sales conversations and presentation material must parallel how buyers mentally process information. DISCOVER THE DECISION-MAKING PROCESS Selling Is a Mind Game focuses on the buyers decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques. IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS Each selling discipline/technique has a specific objective and is aligned with the buyers mental process, which guides the sales conversation, and a proposal toward a positive buying decision. ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES: THE ART OF PERSUASION Ability to influence others RULE OF 80 FUD FACTOR FearUncertaintyDoubt SELLING LANDSCAPE Understand how the game is played FEATURES & BENEFITS Features TellBenefits Sell TAKING THE SALES STAGE>br /> Superstar vs. Average BUYING SIGNALS Know when to close WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up

Author : Warren Schoening
Publisher : AuthorHouse
Page : 124 pages
File Size : 45,7 Mb
Release : 2012-02
Category : Electronic
ISBN : 9781468545920

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Selling Is a Mind Game by Warren Schoening Pdf

Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development. DECISION-MAKING IS A MENTAL PROCESS A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyer's mind. Sales conversations and presentation material must parallel how buyers mentally process information. DISCOVER THE DECISION-MAKING PROCESS Selling Is a Mind Game focuses on the buyer's decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques. IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS Each selling discipline/technique has a specific objective and is aligned with the buyer's mental process, which guides the sales conversation, and a proposal toward a positive buying decision. ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES: THE ART OF PERSUASION Ability to influence others RULE OF "80" FUD FACTOR Fear-Uncertainty-Doubt SELLING LANDSCAPE Understand how the "game" is played FEATURES & BENEFITS Features Tell-Benefits Sell TAKING THE SALES STAGE Superstar vs. Average BUYING SIGNALS Know when to close WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 42,7 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 : James Borg
Publisher : Butterworth-Heinemann
Page : 189 pages
File Size : 53,5 Mb
Release : 2014-05-12
Category : Business & Economics
ISBN : 9781483193106

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The Inner Game of Selling . . . Yourself by James Borg Pdf

The Inner Game of Selling...Yourself: Mind-Bending Ways to Achieve Results in Business offers tips on the art of successful selling not only for professional salespeople but also for anyone in business who wants to effectively get their viewpoint or message accepted. It argues that salesmanship requires no special skills but just draws upon a few basic personal qualities by "putting yourself into selling". Comprised of 12 chapters, this book begins with an overview of salesmanship as an art, focusing on selling as essentially about appealing to human nature. The reader is then introduced to three important techniques of persuasion that enable anyone to strike a chord in the mind of the other(s) and so an idea is accepted: empathy, sincerity, and perspicacity. The importance of questioning and listening in getting inside the mind of someone, as well as holding the audience's attention, is also emphasized. Subsequent chapters explain the importance of a good memory for a person in business who wants to sell himself/herself; the use of the telephone to communicate with potential clients; types of clients; four stereotypical salespeople; the process of negotiation; and the power of words in selling. The final chapter describes the fortunes of a sales manager, first to show how not to do it and then to demonstrate the art of successful selling. This monograph is intended for those in business who wish to know how to sell themselves and how to be able to read people.

Author : Andrew Griffiths
Publisher : ReadHowYouWant.com
Page : 342 pages
File Size : 48,7 Mb
Release : 2009-11
Category : Business & Economics
ISBN : 9781458745071

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101 Ways to Sell More of Anything to Anyone by Andrew Griffiths Pdf

Remember when you could go into a shop and the assistant actually knew about the products they were selling? How many times have you been frustrated beyond belief because you have had to chase the sales person who is supposed to be helping you? When was the last time you were impressed with the level of service you received? Customers want and demand better service and that means better sales skills. 101 Ways to Sell More of Anything to Anyone will help anyone improve their sales skills. But rather than gimmicky ideas, slick sales spiels or fast-talking techniques to fleece customers, this book goes back to the solid values of selling, which are now more important than ever. Andrew explains the ten biggest and most common sales mistakes These 121 tips will help anyone learn how to sell more of anything to anyone - and do it in a positive and responsible way. Andrew Griffiths has developed a powerful reputation as Australia's leading small business expert. His 101 Ways business-building series is now sold in over 50 countries, and his no-nonsense style and down-to-earth advice appeals to business owners in all industries all over the world.

Author : Ajay Kumar Bhootra
Publisher : Jaico Publishing House
Page : 220 pages
File Size : 51,5 Mb
Release : 2017-10-04
Category : Business & Economics
ISBN : 9789386867117

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The Race for Space by Ajay Kumar Bhootra Pdf

Author : Larry Wilson,Hersch Wilson
Publisher : Simon and Schuster
Page : 291 pages
File Size : 45,5 Mb
Release : 1988-11-15
Category : Business & Economics
ISBN : 9780671671358

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Changing The Game by Larry Wilson,Hersch Wilson Pdf

Wilson demonstrated how adversarial, confrontational sales tactics no longer work in today's business environment. His sales philosophy is based on a cooperative, creative synergy between salesperson and client.

Author : Stephan Schiffman
Publisher : Simon and Schuster
Page : 128 pages
File Size : 47,9 Mb
Release : 2004-06-04
Category : Business & Economics
ISBN : 9781440500800

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25 Most Dangerous Sales Myths by Stephan Schiffman Pdf

A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.

Author : Subhadip Mazumdar
Publisher : Invincible Publishers
Page : 128 pages
File Size : 55,7 Mb
Release : 2020-01-01
Category : Business & Economics
ISBN : 9789389600490

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Saleswalah: Story of Sales by Subhadip Mazumdar Pdf

A SALE IS MADE IN THE MIND OF A BUYER. GOOD SALES STORIES ASSIST IMMENSELY IN REDUCING THE CYCLE TIME OF SALES. Saleswalah brings to you inspiring sales stories of some amazing street vendors. The book analyses their sales approach using a simple and effective framework called SALES. The book will help you understand the key psychology of how real-world sales take place. The author has written the book from his real-life experiences as a successful international salesman. The process of sales is simple if you can weave stories that capture the attention of your buyers. The book will explain 11 different types of SALES STORIES that will influence the old and new brain to establish a relation of trust with your customers. Internet has transformed the lives of many in India. Saleswalahs too are transforming into a Digital Native. The book analyses the Digital Identity of the Saleswalahs. In today's world, each one of us is a salesperson. We are all trying to put our points across, trying to convince someone about something. Sometimes we feel a bit conscious and hold ourselves back if we have to convince a stranger. Remember, every customer was once a stranger to the salesperson. SALESWALAH IS THE KEY TO UNLOCK YOUR SALES POTENTIAL. FROM THE WINNER OF BEST DEBUT AUTHOR FOR HIS BOOK - ORANGE SKY AND BLUE SUN AT GURGAON LITERATURE FESTIVAL 2019.

Author : T. G. C. Prasad
Publisher : Penguin Books India
Page : 320 pages
File Size : 52,9 Mb
Release : 2012-02-15
Category : Business & Economics
ISBN : 9780143416753

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Unusual People Do Things Differently by T. G. C. Prasad Pdf

Discusses the experiences of sixty-five successful people in India whose business strategies have inspired the author, highlighting their dominant secret to success and describing their journeys using such behaviors.

Author : Dr. Abhishek Tiwari
Publisher : Dr. Abhishek Tiwari
Page : 86 pages
File Size : 41,7 Mb
Release : 2017-01-01
Category : Business & Economics
ISBN : 9788194446514

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The Untold Secrets of Sales by Dr. Abhishek Tiwari Pdf

Are you worried about your sales target? Do you feel bothered about your incentives, progress and promotion since all the others are selling well in your company? Do the weekly/monthly sales review meetings scare you? Have you wondered why despite giving your best efforts and hard work, sales leads are not turning up in your favour? Do you wonder, 'what different', are the others doing around you which is helping them to get the glory? This books answers it all. It will help you to identify the mistakes you are doing in your current sales practice. You will find an edge in your process once you start following up the secrets shared in this book. You could suddenly be a STAR in the eyes of everyone around and will feel satisfied internally if you follow the advice of a mature salesman like Abhishek. People will try to crack your secret code of sales. They will under some disguise follow your steps. They will openly copy you. Bosses would want you to share your success stories on Reward & Recognition forums.... you will earn the respect you deserve as a sales-person! So, if you want to be in Icon in your industry and company, just go through the secrets revealed in the book and follow the good advice of master seller. The book is written in the Indian context with a whole lot of real life examples.

Author : Larry Levine
Publisher : Morgan James Publishing
Page : 181 pages
File Size : 50,6 Mb
Release : 2023-08-15
Category : Business & Economics
ISBN : 9781636981758

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Selling from the Heart by Larry Levine Pdf

Sales have changed; gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is built for the new economy where authentic relationships matter and out-dated techniques just don’t work any longer. Larry Levine understands the essential role of relationships when it comes to selling, how those genuine connections can fuel sales funnels and exceed sales goals. In Selling From the Heart, Larry coaches readers to build meaningful relationships in natural ways by discovering their authentic selves and offering that authentic perspective to clients. Sales professionals and entrepreneurs will find new levels of sales and personal fulfillment by Selling From the Heart.

Author : Iris Johansen
Publisher : Norman Spinrad
Page : 359 pages
File Size : 49,7 Mb
Release : 2017
Category : Dreams
ISBN : 8210379456XXX

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The Mind Game by Iris Johansen Pdf

"Mind Game takes Jane MacGuire back to Scotland where she continues her search for the treasure she's been chasing for years. But now she's being plagued by dreams of a girl in danger. Who is this girl, and what is she trying to tell Jane? And will Jane figure it out before it's too late -- for her and the mysterious young woman? Things are further complicated when Seth Caleb comes back into Jane's life. This time he's the one in trouble, and Jane will find herself pulled unexpectedly into his world as she fights to save him. With the adventure, intrigue, and explosive energy that Iris Johansen fans love, Mind Game is a high-octane thriller that readers won't be able to put down." -- From Amazon.com.

Author : Helen Kensett
Publisher : Profile Books
Page : 128 pages
File Size : 50,6 Mb
Release : 2016-02-04
Category : Business & Economics
ISBN : 9781782832454

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Sales Mind by Helen Kensett Pdf

We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation. Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you: - become more focused, and develop a more mindful approach - gather crucial knowledge about your buyer, market and what you're selling - identify and communicate clearly the key aspects of your pitch - up your creativity, generate the best ideas and close the deal. From quick tricks for getting focused to simple skills like writing killer emails, Sales Mind is full of practical tools, real world tips and psychological insights to help you improve your selling at every step.

Author : Denise Shull
Publisher : McGraw Hill Professional
Page : 289 pages
File Size : 53,6 Mb
Release : 2011-12-30
Category : Business & Economics
ISBN : 9780071761529

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Market Mind Games: A Radical Psychology of Investing, Trading and Risk by Denise Shull Pdf

Seize the advantage in every trade using your greatest asset—“psychological capital”! When it comes to investing, we're usually taught to “conquer” our emotions. Denise Shull sees it in reverse: We need to use our emotions. Combining her expertise in neuroscience with her extensive trading experience, Shull seeks to help you improve your decision making by navigating the shifting relationships among reason, analysis, emotion, and intuition. This is your “psychological capital”—and it's the key to making decisions calmly and rationally during the heat of trading. Market Mind Games explains the basics of neuroscience in language you understand, which is the first tool you need to manage the emotional ups and downs of the trading. It then provides you with a rock-solid trading system designed to take full advantage of your emotional assets.