The Perfect Close

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The Perfect Close

James Muir
The Perfect Close Book PDF

Author : James Muir
Publisher : Unknown
Page : 128 pages
File Size : 45,7 Mb
Release : 2020
Category : Electronic
ISBN : 0578614855

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The Perfect Close by James Muir Pdf

If you want to discover how to close sales using the best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how 'closing the sale' can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.

SPIN® -Selling

Neil Rackham
SPIN Selling Book PDF

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 49,6 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.

The Perfect Close Workbook

James Muir
The Perfect Close Workbook Book PDF

Author : James Muir
Publisher : Unknown
Page : 163 pages
File Size : 45,5 Mb
Release : 2018-12-17
Category : Electronic
ISBN : 1790921791

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The Perfect Close Workbook by James Muir Pdf

Master The Best Practice in Closing Sales Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It's zero pressure and involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. It is especially helpful for new and inexperienced salespeople and professionals who dislike the "stigma" of selling or find the selling process awkward or uncomfortable. In The Perfect Close: The Secret to Closing Sales you will learn: A simple method to closing that is nearly always successful (95% range), is zero pressure & involves just two questions. How traditional closing techniques damage trust & what you can do remain on emotionally higher ground. How to close more sales in way that makes clients feel more educated, in control and see you as a facilitator & consultant. A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage. How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business. A natural way to close that doesn't require that you change your personality or become someone you're not. How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments. How to add value on every sales encounter. Everything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today. Apply it yourself and discover how this simple technique along with being genuinely authentic creates the highest levels of success and happiness. This is more than a just a book. It's a sales training course that outlines step-by-step what you need to do to advance your sales to closure. If you are new to sales, make this the first book you read. It will teach you how to be effective immediately and will literally teach you the rest of the steps in your sales process. If you are an experienced professional looking for ways to improve your performance, this book will help take your closing skills to a whole new level. SPECIAL BONUSES! With this workbook you will get access to a load of complimentary online resources including: Electronic Version of All the Forms, models & figures, The Perfect Close Mind Map, Opportunity Research Forms, Encounter Planning Forms, Sample Meeting Agendas, The 21 Closing Secrets Reference Guide, Special Reports and much more. Praise for The Perfect Close Workbook "Master this material and it will change the way you sell, and... it will change your life. I have seen these methods used and perfected for over 20 years and I can tell you this is the real deal." - J. Kelly Skeen Vice President of Sales, NextGen Healthcare "This belongs on every single bookshelf of every single seller. It will give you the clarity, confidence and competence to make every sale more natural. The Perfect Close is one of my all-time favorites about selling. I can't think of any seller in any industry who wouldn't benefit by reading and applying The Perfect Close." - Deb Calvert President of People First Productivity Solutions and author of DISCOVER Questions Get You Connected "I have read literally hundreds of sales books and I would put The Perfect Close in my top ten. The Perfect Close Workbook will give you excellent ideas and tools to dramatically increase your sales effectiveness, I very highly recommend it." - John Spence, One of the top 100 Business Thought Leaders in America & author of Awesomely Simple

Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit

Jeff Shore
Follow Up and Close the Sale Make Easy and Effective Follow Up Your Winning Habit Book PDF

Author : Jeff Shore
Publisher : McGraw Hill Professional
Page : 260 pages
File Size : 45,7 Mb
Release : 2020-07-14
Category : Business & Economics
ISBN : 9781260462678

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Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit by Jeff Shore Pdf

Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.

Selling from the Heart

Larry Levine
Selling from the Heart Book PDF

Author : Larry Levine
Publisher : Morgan James Publishing
Page : 181 pages
File Size : 49,9 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.

How to Sell Anything to Anybody

Joe Girard
How to Sell Anything to Anybody Book PDF

Author : Joe Girard
Publisher : Simon and Schuster
Page : 196 pages
File Size : 41,8 Mb
Release : 2006-02-07
Category : Business & Economics
ISBN : 9780743273961

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How to Sell Anything to Anybody by Joe Girard Pdf

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.

The Lost Art of Closing

Anthony Iannarino
The Lost Art of Closing Book PDF

Author : Anthony Iannarino
Publisher : Penguin
Page : 241 pages
File Size : 46,5 Mb
Release : 2017-08-08
Category : Business & Economics
ISBN : 9780735211698

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The Lost Art of Closing by Anthony Iannarino Pdf

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Smart Calling

Art Sobczak
Smart Calling Book PDF

Author : Art Sobczak
Publisher : John Wiley & Sons
Page : 261 pages
File Size : 43,6 Mb
Release : 2010-03-04
Category : Business & Economics
ISBN : 9780470619810

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Smart Calling by Art Sobczak Pdf

Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International

Combo Prospecting

Tony Hughes
Combo Prospecting Book PDF

Author : Tony Hughes
Publisher : AMACOM
Page : 264 pages
File Size : 53,6 Mb
Release : 2018-01-11
Category : Business & Economics
ISBN : 9780814439128

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Combo Prospecting by Tony Hughes Pdf

How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.

Sales Differentiation

Lee B. Salz
Sales Differentiation Book PDF

Author : Lee B. Salz
Publisher : HarperChristian + ORM
Page : 209 pages
File Size : 52,7 Mb
Release : 2018-09-18
Category : Business & Economics
ISBN : 9780814439913

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Sales Differentiation by Lee B. Salz Pdf

"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Normal People

Sally Rooney
Normal People Book PDF

Author : Sally Rooney
Publisher : Crown
Page : 305 pages
File Size : 52,6 Mb
Release : 2020-02-18
Category : Fiction
ISBN : 9781984822185

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Normal People by Sally Rooney Pdf

NOW AN EMMY-NOMINATED HULU ORIGINAL SERIES • NEW YORK TIMES BESTSELLER • LONGLISTED FOR THE BOOKER PRIZE • “A stunning novel about the transformative power of relationships” (People) from the author of Conversations with Friends, “a master of the literary page-turner” (J. Courtney Sullivan). “[A] novel that demands to be read compulsively, in one sitting.”—The Washington Post ONE OF ENTERTAINMENT WEEKLY’S TEN BEST NOVELS OF THE DECADE TEN BEST BOOKS OF THE YEAR: People, Slate, The New York Public Library, Harvard Crimson Connell and Marianne grew up in the same small town, but the similarities end there. At school, Connell is popular and well liked, while Marianne is a loner. But when the two strike up a conversation—awkward but electrifying—something life changing begins. A year later, they’re both studying at Trinity College in Dublin. Marianne has found her feet in a new social world while Connell hangs at the sidelines, shy and uncertain. Throughout their years at university, Marianne and Connell circle one another, straying toward other people and possibilities but always magnetically, irresistibly drawn back together. And as she veers into self-destruction and he begins to search for meaning elsewhere, each must confront how far they are willing to go to save the other. Normal People is the story of mutual fascination, friendship, and love. It takes us from that first conversation to the years beyond, in the company of two people who try to stay apart but find that they can’t. WINNER: The British Book Award, The Costa Book Award, The An Post Irish Novel of the Year, Sunday Times Young Writer of the Year Award BEST BOOKS OF THE YEAR: The New York Times, The New York Times Book Review, Oprah Daily, Time, NPR, The Washington Post, Vogue, Esquire, Glamour, Elle, Marie Claire, Vox, The Paris Review, Good Housekeeping, Town & Country

The Perfect Storm: A True Story of Men Against the Sea

Sebastian Junger
The Perfect Storm A True Story of Men Against the Sea Book PDF

Author : Sebastian Junger
Publisher : W. W. Norton & Company
Page : 240 pages
File Size : 44,5 Mb
Release : 1997-05-17
Category : Nature
ISBN : 039307661X

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The Perfect Storm: A True Story of Men Against the Sea by Sebastian Junger Pdf

"There is nothing imaginary about Junger's book; it is all terrifyingly, awesomely real." —Los Angeles Times It was the storm of the century, boasting waves over one hundred feet high—a tempest created by so rare a combination of factors that meteorologists deemed it "the perfect storm." In a book that has become a classic, Sebastian Junger explores the history of the fishing industry, the science of storms, and the candid accounts of the people whose lives the storm touched. The Perfect Storm is a real-life thriller that makes us feel like we've been caught, helpless, in the grip of a force of nature beyond our understanding or control. Winner of the American Library Association's 1998 Alex Award.

Behind Closed Doors

B.A. Paris
Behind Closed Doors Book PDF

Author : B.A. Paris
Publisher : St. Martin's Press
Page : 304 pages
File Size : 41,7 Mb
Release : 2016-08-09
Category : Fiction
ISBN : 9781250121011

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Behind Closed Doors by B.A. Paris Pdf

THE INSTANT NEW YORK TIMES AND USA TODAY BESTSELLING DEBUT PSYCHOLOGICAL THRILLER YOU CAN'T MISS! The perfect marriage? Or the perfect lie? “A hair-raising debut, both unsettling and addictive...A chilling thriller that will keep you reading long into the night.” —Mary Kubica, New York Times and USA Today bestselling author of The Good Girl “This is one readers won’t be able to put down.” —Booklist (starred review) "A can’t-put-down psychological thriller.” —Library Journal (starred review) “This debut is guaranteed to haunt you...Warning: brace yourself.” —Bustle (10 New Thrillers to Read This Summer) “The sense of believably and terror that engulfs Behind Closed Doors doesn't waver.” —The Associated Press, picked up by The Washington Post “This was one of the best and most terrifying psychological thrillers I have ever read.” —San Francisco Book Review Everyone knows a couple like Jack and Grace. He has looks and wealth; she has charm and elegance. He’s a dedicated attorney who has never lost a case; she is a flawless homemaker, a masterful gardener and cook, and dotes on her disabled younger sister. Though they are still newlyweds, they seem to have it all. You might not want to like them, but you do. You’re hopelessly charmed by the ease and comfort of their home, by the graciousness of the dinner parties they throw. You’d like to get to know Grace better. But it’s difficult, because you realize Jack and Grace are inseparable. Some might call this true love. Others might wonder why Grace never answers the phone. Or why she can never meet for coffee, even though she doesn’t work. How she can cook such elaborate meals but remain so slim. Or why she never seems to take anything with her when she leaves the house, not even a pen. Or why there are such high-security metal shutters on all the downstairs windows. Some might wonder what’s really going on once the dinner party is over, and the front door has closed. From bestselling author B.A. Paris comes the gripping thriller and international phenomenon Behind Closed Doors.

Crying in H Mart

Michelle Zauner
Crying in H Mart Book PDF

Author : Michelle Zauner
Publisher : Vintage
Page : 257 pages
File Size : 50,8 Mb
Release : 2021-04-20
Category : Biography & Autobiography
ISBN : 9780525657750

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Crying in H Mart by Michelle Zauner Pdf

#1 NEW YORK TIMES BESTSELLER • From the indie rock sensation known as Japanese Breakfast, an unforgettable memoir about family, food, grief, love, and growing up Korean American—“in losing her mother and cooking to bring her back to life, Zauner became herself” (NPR). • CELEBRATING OVER ONE YEAR ON THE NEW YORK TIMES BESTSELLER LIST In this exquisite story of family, food, grief, and endurance, Michelle Zauner proves herself far more than a dazzling singer, songwriter, and guitarist. With humor and heart, she tells of growing up one of the few Asian American kids at her school in Eugene, Oregon; of struggling with her mother's particular, high expectations of her; of a painful adolescence; of treasured months spent in her grandmother's tiny apartment in Seoul, where she and her mother would bond, late at night, over heaping plates of food. As she grew up, moving to the East Coast for college, finding work in the restaurant industry, and performing gigs with her fledgling band--and meeting the man who would become her husband--her Koreanness began to feel ever more distant, even as she found the life she wanted to live. It was her mother's diagnosis of terminal cancer, when Michelle was twenty-five, that forced a reckoning with her identity and brought her to reclaim the gifts of taste, language, and history her mother had given her. Vivacious and plainspoken, lyrical and honest, Zauner's voice is as radiantly alive on the page as it is onstage. Rich with intimate anecdotes that will resonate widely, and complete with family photos, Crying in H Mart is a book to cherish, share, and reread.

Perfect Phrases for Sales Presentations: Hundreds of Ready-to-Use Phrases for Delivering Powerful Presentations That Close Every Sale

Linda Eve Diamond
Perfect Phrases for Sales Presentations Hundreds of Ready to Use Phrases for Delivering Powerful Presentations That Close Every Sale Book PDF

Author : Linda Eve Diamond
Publisher : McGraw Hill Professional
Page : 209 pages
File Size : 41,8 Mb
Release : 2009-12-11
Category : Business & Economics
ISBN : 9780071635257

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Perfect Phrases for Sales Presentations: Hundreds of Ready-to-Use Phrases for Delivering Powerful Presentations That Close Every Sale by Linda Eve Diamond Pdf

THE RIGHT PHRASE FOR THE RIGHT SITUATION—EVERY TIME When it comes to sales presentations, every word counts—but who has the time to craft perfect presentations all the time? You do—when you have Perfect Phrases for Sales Presentations. This go-to guide is exactly what you need to streamline this critical process. With hundreds of ready-to-use, time-saving phrases for delivering a winning sales presentation, this concise guide provides the ideal language for: Making a great fi rst impression Finding and cultivating prospective clients Grabbing and holding your customer’s attention Establishing your product’s value Getting commitment—and closing the deal