Stop Selling And Start Leading

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Stop Selling and Start Leading

James M. Kouzes,Barry Z. Posner,Deb Calvert
Stop Selling and Start Leading Book PDF

Author : James M. Kouzes,Barry Z. Posner,Deb Calvert
Publisher : John Wiley & Sons
Page : 227 pages
File Size : 48,7 Mb
Release : 2018-03-13
Category : Business & Economics
ISBN : 9781119446286

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Stop Selling and Start Leading by James M. Kouzes,Barry Z. Posner,Deb Calvert Pdf

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.

Stop Marketing, Start Selling

Shaun Tinney,Jon MacDonald
Stop Marketing Start Selling Book PDF

Author : Shaun Tinney,Jon MacDonald
Publisher : Unknown
Page : 196 pages
File Size : 45,5 Mb
Release : 2015-09-04
Category : Electronic
ISBN : 0692503005

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Stop Marketing, Start Selling by Shaun Tinney,Jon MacDonald Pdf

Your guide to doubling online leads, customers, and revenue. The basic value proposition of any business is to help people get what they want. A website is no different. Nobody watches TV for the commercials, or visits your website to check out your latest marketing campaigns. If they're on your site, your marketing worked. Now it's time to help them get what they came for. The partners at The Good (http: //thegood.com), an ecommerce and lead generation advisory, have condensed their learnings from over a decade in the ecommerce space. Their battle tested process for growing online revenues for brands large and small is shared in this comprehensive and actionable path to doubling online leads, customers and revenue. This book offers a step by step guide to making websites that convert. "In the age of empowered customers the best possible business case is to put the needs of your customers first. This book is a practical, no-nonsense approach to doing just that. It may not always tell you what you want to hear, but it certainly tells you what you need to hear." -Gerry McGovern, Author, CEO of Customer Carewords "When you invite guests to your house, you want them to enjoy themselves and leave happy. You should have the same mindset with your website. In this book, The Good shows you how to create a customer experience that converts." -Stephen Lease, Founder, Simplify & Go

Selling Sucks

Frank J. Rumbauskas, Jr.
Selling Sucks Book PDF

Author : Frank J. Rumbauskas, Jr.
Publisher : John Wiley & Sons
Page : 178 pages
File Size : 41,6 Mb
Release : 2007-08-17
Category : Business & Economics
ISBN : 9780470149072

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Selling Sucks by Frank J. Rumbauskas, Jr. Pdf

Praise for Selling Sucks "Whew! A terrific new book that blows the lid off the old-school methods of selling-which don't work anymore-and shows you how to make sales almost like magic! I love this book!" —Joe Vitale, author of The Attractor Factor and many other books "I love to buy, so I'm going to give every salesperson I know a copy of this book. Maybe they'll finally stop the old-school, hard-sell shtick that compels me (and everyone else) not to buy." —Michael Port, bestselling author of Book Yourself Solid "Selling sucks, but making sales doesn't. Read Frank's book to learn the crucial difference that will almost certainly mean success or failure for your business in the new era of commerce." —Mark Joyner, bestselling author of Simpleologywww.simpleology.com "Ready to join the ranks of the top sales pros? Buy Selling Sucks. Apply its lessons. Then watch your results go through the roof." —Randy Pennington, author of Results Rule! "Rumbauskas has the ability to overcome the obvious and allow his readers to look at sales in a new dimension. While many people focus on sales tricks, Rumbauskas shows, in great detail, how to get your prospects to buy because they come to you informed and trustful of you before you even say 'hello.' He's one of those guys I listen to every time he speaks. He speaks out of tested methods and not opinion. Prior to marketing online, I spent fourteen years running some of the largest automobile dealerships in the USA. This is one book I would make recommended reading for every person who wants to become an elite sales professional. Selling Sucks is a money-making winner." —Mike Filsaime, MikeFLive.com "Selling Sucks is a must-read for any entrepreneur who wants to run a high-profit, high-integrity business. Rumbauskas's advice is inspiring, clear, and more importantly, easy to implement. It's honestly one of the best how-to self-marketing books on the market. Get this book now if you're serious about exploding your sales and making more money." —Marie Forleo, author and Fox News Online Life Coach www.thegoodlife-inc.com "Rumbauskas has written an indispensable guide to moving from an average salesperson to a top sales pro. This is a must-read for anyone serious about their sales career." —Paul McCord, author of Creating a Million-Dollar-a-Year Sales Income

Everyday People, Extraordinary Leadership

James M. Kouzes,Barry Z. Posner
Everyday People Extraordinary Leadership Book PDF

Author : James M. Kouzes,Barry Z. Posner
Publisher : John Wiley & Sons
Page : 247 pages
File Size : 48,9 Mb
Release : 2021-01-20
Category : Business & Economics
ISBN : 9781119687016

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Everyday People, Extraordinary Leadership by James M. Kouzes,Barry Z. Posner Pdf

Learn how you can tackle everyday leadership challenges regardless of your title, position, or authority with this insightful resource A book about leadership for people who are not in formal or hierarchical leadership positions, Everyday People, Extraordinary Leadership provides readers with a comprehensive and practical approach to addressing leadership challenges, no matter the setting or circumstance. Esteemed scholars and sought-after consultants Jim Kouzes and Barry Posner adapt their trademark The Five Practices of Exemplary Leadership® framework to today’s more horizontal workplace, showing people that leadership is not about where you are in the organization; it’s about how you behave and what you do. Everyday People, Extraordinary Leadership draws on the authors’ deep well of research and practical experience to cover key subjects: The essence of making a difference in any role, setting, or situation The difference between positions of authority and leadership The importance of self-development in leadership development This book is perfectly applicable and accessible for anyone who wants to improve their own leadership potential and who isn’t yet in an official leadership role. Everyday People, Extraordinary Leadership offers authoritative new insights, original case studies and examples, and practical guidance for those individuals who want to make a difference. You supply the will, and this book will supply the way.

Stop Selling and Start Caring

Michael S. Miller
Stop Selling and Start Caring Book PDF

Author : Michael S. Miller
Publisher : E-Booktime, LLC
Page : 232 pages
File Size : 42,5 Mb
Release : 2011-06-01
Category : Business & Economics
ISBN : 1608622932

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Stop Selling and Start Caring by Michael S. Miller Pdf

If I had to choose a word that describes this book, it would be CHANGE. About 80% of deals are lost over the phone. Of those prospects who do walk through our doors, we are losing 70-75% of them. The industry needs a transformation, and we need it now. People buy on emotions, yet the majority of us sell to the logic. The solution is to stop worrying about the ¿money¿ side of the sell and focus on the prospect. If you genuinely care about helping the prospect, the ¿sell¿ will take care of itself.As a sequel to ¿Selling at Combat Speed,¿ Mike takes the same concepts and applies them specifically to the senior living industry. In ¿Stop Selling and Start Caring,¿ you will be introduced to new concepts and skills that will require you to change your current habits and ways of thinking. The stories and statistics are real. The results are real. The challenging yet rewarding journey is real. The transformation of the industry starts with a personal commitment to change. It will not be easy. You will fail along the way. Few will reach their full potential. Those who learn how to fail and accept failure as a natural stepping stone to success will be victorious. The choice is yours and yours alone. Today is the day. Right now is the time. Be bold. Be different. Choose to stop selling and start caring.

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

Linda Richardson
Stop Telling Start Selling How to Use Customer Focused Dialogue to Close Sales Book PDF

Author : Linda Richardson
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 54,8 Mb
Release : 1997-09-22
Category : Business & Economics
ISBN : 9780071368889

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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales by Linda Richardson Pdf

In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.

Stop Selling and Start Listening!

Chip Cummings
Stop Selling and Start Listening Book PDF

Author : Chip Cummings
Publisher : Northwind Publishing
Page : 262 pages
File Size : 50,7 Mb
Release : 2005-01-01
Category : Sales promotion
ISBN : 0974697516

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Stop Selling and Start Listening! by Chip Cummings Pdf

Creative marketing strategies for business owners and sales professionals illustrating the use of technology to attract, capture, convert and retain customers. Includes 7 key ingredients that make up a Top Producing salesperson, and a guide to developing a "Personal Roadmap for Success". 14 Chapters include 31 specific marketing strategies, website strategies including audio and video, autoresponders, e-zines, and generating laser-targeted traffic. Step-by-step guide to creating a profitable small-business or sales marketing plan.

Stop Selling. Start Helping.

Matt White
Stop Selling Start Helping Book PDF

Author : Matt White
Publisher : Createspace Independent Publishing Platform
Page : 180 pages
File Size : 53,7 Mb
Release : 2016-04-14
Category : Electronic
ISBN : 1530431344

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Stop Selling. Start Helping. by Matt White Pdf

TRADITIONAL SELLING DOESN'T WORK ANY MORE! Did you know that more than 70 percentof the buying decision takes place BEFORE you even know a prospect exists? That's why the traditional sales process doesn't work. In this book, you'll learn: - Why traditional selling doesn't work any more... - The new way consumers (both B2B and B2C) are buying... - Why NO ONE CARES about your product... - How to build credibility and trust in this new world of buying & selling... - And much, much more!"

Stop Doing, Start Leading

Sue Coyne
Stop Doing Start Leading Book PDF

Author : Sue Coyne
Publisher : Createspace Independent Publishing Platform
Page : 254 pages
File Size : 42,5 Mb
Release : 2016-07-08
Category : Electronic
ISBN : 1534779639

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Stop Doing, Start Leading by Sue Coyne Pdf

Maybe you are a leader working long hours and carrying a lot of unnecessary stress. Maybe you believe that being a successful leader means working every hour god sends and putting family life, personal health and happiness to one side. Or maybe you would like to discover the difference between being a good leader and a great leader.If you are in a leadership role without the support and training you need to cope, develop and thrive as a leader, this book has been written to help you do exactly that. Because leadership skills can be learnt and they can improve with practice. Whether you are a leader in the making, a manager who has been promoted to a leadership position, or an expert thrown in at the deep end this book is written for you. Stop Doing Start Leading will help you to understand how to get out of hot water, and let go, delegate, inspire and lead others. Stop Doing, Start Leading helps you to: * Grow your confidence as a leader * Reduce overwhelm and minimise your stress levels * Create more hours in your day* Reduce your workload by delegating to others* Create the conditions where both you and your staff can thrive* Develop your influence and ability to inspire and to motivate others* Avoid burnout and become a source of energy for others * Create value for your organisation and your stakeholders.Stop Doing, Start Leading provides practical advice and strategies for those who really want to make a difference, not solely in terms of business results but also for the people they lead. It will help you thrive as a leader both at work and at home.Sue Coyne shares the latest leadership thinking, neuroscience and stories, based on working with leaders since 2003. She reveals the proven strategies she has used to help the leaders that she has worked with to stop struggling and start thriving.

Start with Why

Simon Sinek
Start with Why Book PDF

Author : Simon Sinek
Publisher : Penguin
Page : 258 pages
File Size : 46,9 Mb
Release : 2009-10-29
Category : Business & Economics
ISBN : 9781101149034

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Start with Why by Simon Sinek Pdf

The inspiring, life-changing bestseller by the author of LEADERS EAT LAST and TOGETHER IS BETTER. In 2009, Simon Sinek started a movement to help people become more inspired at work, and in turn inspire their colleagues and customers. Since then, millions have been touched by the power of his ideas, including more than 28 million who’ve watched his TED Talk based on START WITH WHY -- the third most popular TED video of all time. Sinek starts with a fundamental question: Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who've had the greatest influence in the world all think, act, and communicate the same way -- and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Selling Sucks

Frank J. Rumbauskas, Jr.
Selling Sucks Book PDF

Author : Frank J. Rumbauskas, Jr.
Publisher : John Wiley & Sons
Page : 178 pages
File Size : 40,7 Mb
Release : 2007-05-25
Category : Business & Economics
ISBN : 9780470116258

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Selling Sucks by Frank J. Rumbauskas, Jr. Pdf

Praise for Selling Sucks "Whew! A terrific new book that blows the lid off the old-school methods of selling-which don't work anymore-and shows you how to make sales almost like magic! I love this book!" —Joe Vitale, author of The Attractor Factor and many other books "I love to buy, so I'm going to give every salesperson I know a copy of this book. Maybe they'll finally stop the old-school, hard-sell shtick that compels me (and everyone else) not to buy." —Michael Port, bestselling author of Book Yourself Solid "Selling sucks, but making sales doesn't. Read Frank's book to learn the crucial difference that will almost certainly mean success or failure for your business in the new era of commerce." —Mark Joyner, bestselling author of Simpleologywww.simpleology.com "Ready to join the ranks of the top sales pros? Buy Selling Sucks. Apply its lessons. Then watch your results go through the roof." —Randy Pennington, author of Results Rule! "Rumbauskas has the ability to overcome the obvious and allow his readers to look at sales in a new dimension. While many people focus on sales tricks, Rumbauskas shows, in great detail, how to get your prospects to buy because they come to you informed and trustful of you before you even say 'hello.' He's one of those guys I listen to every time he speaks. He speaks out of tested methods and not opinion. Prior to marketing online, I spent fourteen years running some of the largest automobile dealerships in the USA. This is one book I would make recommended reading for every person who wants to become an elite sales professional. Selling Sucks is a money-making winner." —Mike Filsaime, MikeFLive.com "Selling Sucks is a must-read for any entrepreneur who wants to run a high-profit, high-integrity business. Rumbauskas's advice is inspiring, clear, and more importantly, easy to implement. It's honestly one of the best how-to self-marketing books on the market. Get this book now if you're serious about exploding your sales and making more money." —Marie Forleo, author and Fox News Online Life Coach www.thegoodlife-inc.com "Rumbauskas has written an indispensable guide to moving from an average salesperson to a top sales pro. This is a must-read for anyone serious about their sales career." —Paul McCord, author of Creating a Million-Dollar-a-Year Sales Income

From Conflict to Courage

Marlene Chism
From Conflict to Courage Book PDF

Author : Marlene Chism
Publisher : Berrett-Koehler Publishers
Page : 221 pages
File Size : 42,5 Mb
Release : 2022-05-03
Category : Business & Economics
ISBN : 9781523000739

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From Conflict to Courage by Marlene Chism Pdf

Unresolved conflict is workplace kryptonite. Learn how to develop the mindset and skills to defuse disagreements, overcome division, and turn conflict into an opportunity for growth. Unresolved workplace conflict wastes time, increases stress, and negatively affects business outcomes. But conflict isn't the problem, mismanagement is. Leaders unintentionally mismanage conflict when they fall into patterns of what Marlene Chism calls “the Three As:” aggression, avoidance, and appeasing. “These coping mechanisms are ways human beings avoid the emotions that come with conflict, but in the end it's all avoidance,” says Chism. In this book she shows how to fearlessly deal with conflict head-on by expanding your conflict capacity. Conflict capacity is a combination of three elements. The foundation is the Inner Game—the leader's self-awareness, values, discernment, and emotional integrity. The Outer Game is the skills, tools, and communication techniques built on that foundation. Finally, there's Culture—the visible and invisible structures around you that can encourage or discourage conflict. Chism offers exercises, examples, and expert guidance on developing all three elements. Leaders will discover techniques to increase leadership clarity, identify obstacles, and reduce resistance. They'll develop powerful skills for dealing with high-conflict people and for initiating, engaging in, and staying with difficult conversations. Readers will learn that when they see conflict as a teacher, courageously face it, and continually work on transforming themselves, they can get the resolution they are seeking. They can change minds.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 47,6 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.

Leadership on the Line, With a New Preface

Ronald Heifetz,Marty Linsky
Leadership on the Line With a New Preface Book PDF

Author : Ronald Heifetz,Marty Linsky
Publisher : Harvard Business Press
Page : 288 pages
File Size : 46,6 Mb
Release : 2017-06-20
Category : Business & Economics
ISBN : 9781633692848

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Leadership on the Line, With a New Preface by Ronald Heifetz,Marty Linsky Pdf

The dangerous work of leading change--somebody has to do it. Will you put yourself on the line? To lead is to live dangerously. It's romantic and exciting to think of leadership as all inspiration, decisive action, and rich rewards, but leading requires taking risks that can jeopardize your career and your personal life. It requires putting yourself on the line, disrupting the status quo, and surfacing hidden conflict. And when people resist and push back, there's a strong temptation to play it safe. Those who choose to lead plunge in, take the risks, and sometimes get burned. But it doesn't have to be that way say renowned leadership experts Ronald Heifetz and Marty Linsky. In Leadership on the Line, they show how it's possible to make a difference without getting "taken out" or pushed aside. They present everyday tools that give equal weight to the dangerous work of leading change and the critical importance of personal survival. Through vivid stories from all walks of life, the authors present straightforward strategies for navigating the perilous straits of leadership. Whether you're a parent or a politician, a CEO or a community activist, this practical book shows how you can exercise leadership and survive and thrive to enjoy the fruits of your labor.

Stop Selling Start Believing

John P Kaufman
Stop Selling Start Believing Book PDF

Author : John P Kaufman
Publisher : Sales Coaching Lab
Page : 487 pages
File Size : 49,7 Mb
Release : 2024-01-01
Category : Business & Economics
ISBN : 9798223254775

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Stop Selling Start Believing by John P Kaufman Pdf

Who is this book for and why should you buy it? This book is for anyone who is feeling STUCK – Stuck in your life, stuck in your job, stuck in your relationships, and stuck always feeling like other people are getting a better deal in life than you are. ESPECIALLY if you work in sales, THIS book is FOR YOU! I will teach you how to maximise your motivation, with my 10 step plan to set goals that you WILL achieve EVERY time so you can STOP making excuses in your life for why you aren’t getting the things you DESERVE. If you WORK IN SALES, it will help you build a NONSTOP LEAD FLOW machine that will keep your pipeline FULL and when you GET those leads, it will help you build a ROCK SOLID plan to guide your new prospects all the way through your pipeline. If you are struggling with CLOSING deals, I will teach you 5 POWER closes that will ELIMINATE most objections and give you the tools you need to HOLD MORE PROFITS than you EVER have BEFORE - while still getting RAVE REVIEWS from your customers. It will teach you proven negotiation techniques to NEGOTIATE better deals for yourself, whether you are a BUYER or a SELLER. If you are STRUGGLING with overcoming OBJECTIONS - I have included a MASTER CLASS in objection handling – including the reasons your customers HAVE objections in the FIRST PLACE, the psychological principals of objections, and OVER a DOZEN of the MOST EFFECTIVE - OBJECTION handling frameworks that will close the MOST DIFFICULT customers more often than you’ve EVER done before. If you would benefit from ANY of this – then well, this book is FOR YOU!