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Author : Miranda Martin
Publisher : Unknown
Page : 128 pages
File Size : 44,7 Mb
Release : 2020-04-10
Category : Electronic
ISBN : 1734748508
Author : Gerhard Gschwandtner
Publisher : McGraw Hill Professional
Page : 305 pages
File Size : 53,7 Mb
Release : 2006-10-23
Category : Business & Economics
ISBN : 9780071476034
The Ultimate Sales Training Workshop" is an invaluable one-stop training course from selling powerhouse Gerhard Gschwandtner, featuring 15 easy-to-implement workshops on vital sales topics.
Author : Dan Seidman
Publisher : John Wiley & Sons
Page : 415 pages
File Size : 46,9 Mb
Release : 2012-01-11
Category : Business & Economics
ISBN : 9781118160565
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more. Praise for The Ultimate Sales Training Handbook "This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine "Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations." —Tony Bingham, president and CEO, ASTD "Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
Author : John Klymshyn
Publisher : John Wiley & Sons
Page : 242 pages
File Size : 53,5 Mb
Release : 2006-09-30
Category : Business & Economics
ISBN : 9780470069967
Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." —Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." —Jim Keenan, President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind." —Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step." —Paula Kutka, Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." —Tim Pulte, Executive Managing Director, GVA Smith Mack
Author : Gerard Assey
Publisher : Gerard Assey
Page : 128 pages
File Size : 48,9 Mb
Release : 2022-02-10
Category : Business & Economics
ISBN : 8210379456XXX
‘Sales Training Advantage for Results’ is a uniquely designed system to transform one into a STAR Sales Consultant by helping them, discover the secrets that drive the top world's sales professionals. It is designed to help the individual or the team create the habits and lasting changes, by enabling them replace current unacceptable patterns that are costing their company sales with new ones that will eventually help them achieve their sales goals faster and more consistently. As budgets continue to shrink and the competition continues to increase, mastering the sales process the ‘professional way’ is a vital part of survival. People no longer buy a product or a service for its features; customers now want to know how that product or service will benefit them before they make a purchasing decision. To be successful in this environment, salespeople must be adept at both uncovering customer needs and demonstrating how they can fulfill those needs. Establishing value does not start with a prepared presentation, but with a search for the customer’s real needs. Customers care more about solving their problems and meeting their objectives than they do about the range of services the Sales Person and his company has to offer. ‘Sales Training Advantage for Results’ will provide a very structured, formatted & step by step approach to help ‘win & keep customers for life’! No gimmicks, no jargon, just emphasis on relationship building to enable you gain market advantage & get you results- a course on 100% building value & long lasting partnerships with customers! A must for anyone in Sales-right from the front-line to the CEO! Praises, Raves & Reviews “Gerard is an absolute STAR salesperson with huge doses of each of the attributes mentioned in this book. This amazingly structured book he has put together, with his long years of experience both on field as a sales professional, and as a coach & mentor for several sharp minds across the world will bring out the best in you. If you have bought this book, let me assure you, that it has all there is to learn about consultative selling! Just go get that sale!!!” Radhika Shastry (Former Managing Director), RCI-South Asia “Gerard Assey takes the sales person on a compelling journey in mastering the art of selling and salesmanship ...a must read for anyone aspiring to become a successful business executive” Mike Selvarajah, International Business Executive & Associate Director, BELL CANADA “Sales people like to learn from sales people & it's also a fact that there is none better to enlighten you on systems of achieving sales than Gerard Assey. He is providing value to MRF through training our sales force for 10+ years and the results speak for themselves. This book would serve as a ready reckoner to achieve excellence in selling through adopting the systems described by Gerard" V. Chacko Jacob, Assistant Manager-Learning & Development, MRF Ltd. "Gerard, once again, your book is brilliant! I especially value and recommend to all Sales Managers & Company Owners willing to improve their company performances, your straight-forward and common-sense approach towards Sales Management.” Renaud Guttinger, General Manager, JCL LOGISTICS INDONESIA
Author : Hal Becker
Publisher : Red Wheel/Weiser
Page : 256 pages
File Size : 50,9 Mb
Release : 2012-09-21
Category : Business & Economics
ISBN : 9781601635570
There are hundreds of books about sales, but how many of them have actually helped anyone become a better salesperson? Hal Becker’s Ultimate Sales Bookis a sales book and sales training course rolled into one, written by Xerox’s former number-one U.S. salesperson and one of America’s top sales trainers. It contains a wealth of practical information that many seasoned salespeople have forgotten...and which new salespeople need to master. It includes action steps to help you develop unique and proven selling methods, set goals, list prospects, and even discover your own ways to answer objections. Plus targeted quizzes at the end of each chapter to hone your skills. This is truly the one sales book every salesperson needs.
Author : Rita M. Bruegger
Publisher : Unknown
Page : 0 pages
File Size : 52,5 Mb
Release : 2001-08
Category : Joint tenancy
ISBN : 0595195431
In a must-have guide, the author shows effective steps to developing, selling and closing Vacation Ownership sales presentation. Top resort sales trainer Rita Bruegger offers proven closing techniques, concrete direction to structure a new sales presentation, or improve your existing sales presentation, in an easy to read direct format. Follow this program and never hear “I have to think about it” again!Vacation Ownership Sales Training—The One-on-One Successful Training Guide for the First Year of Timeshare Sales is the most useful and complete Vacation Ownership sales training guide today. Designed as a comprehensive motivational book, these proven sales formulas can be used for selling Fractionals, Memberships, Quartershares, Clubs, Campsites, Vacation Homes and Timeshares. Whether you are selling fixed time, floating time, leased, deeded, every year, every other year, or right-to-use products, this book has placed a special emphasis on: example sales presentation verbiage trial closes overcoming common industry objections how objections are really negotiations urgency methods take-away techniques monitoring body language the power of third party stories selling to the personality styles 6 characteristics of what it takes to be the best working down the numbers handling follow-up and referrals
Author : Chet Holmes
Publisher : Penguin
Page : 284 pages
File Size : 54,5 Mb
Release : 2007-06-21
Category : Business & Economics
ISBN : 9781101218334
NEWLY REVISED AND UPDATED The bestselling business playbook for turbocharging any organization, updated for modern audiences with new and never-before-seen material Every single day 3,076 businesses shut their doors. But what if you could create the finest, most profitable and best-run version of your business without wasting precious dollars on a thousand different strategies? When The Ultimate Sales Machine first published in 2007, legendary sales expert Chet Holmes gave us the key to do just that. All you need is to focus on twelve key areas of improvement—and practice them over and over with pigheaded discipline. Now, a decade later, Chet’s daughter Amanda Holmes breathes new life into her father’s classic advice. With updated language to match our ever-changing times and over 50 new pages of content, The Ultimate Sales Machine will help any modern reader transform their organization into a high-performing, moneymaking force. With practical tools, real-life examples, and proven strategies, this book will show you how to: • Teach your team to work smarter, not harder • Get more bang from your marketing for less • Perfect every sales interaction by working on sales, not just in sales • Land your dream clients This revised edition expands on these proven concepts, with checklists to get faster ROIs, Core Story Frameworks to get your company to number one in your marketplace, and a bonus, never-before-revealed chapter from Chet, “How to Live a Rich and Full Life,” that will put you in the best possible mindset to own your career. For every CEO, manager, and business owner who wants to take their organization to the next level, The Ultimate Sales Machine will put you and your company on the path to success—and help you stay there!
Author : John Klymshyn
Publisher : John Wiley & Sons
Page : 244 pages
File Size : 48,7 Mb
Release : 2006-09-22
Category : Business & Economics
ISBN : 9780471973188
Praise for The Ultimate Sales Managers' Guide "Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time." —Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors "This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization." —Jim Keenan, President and CEO, Spherion (Canadian Operations) "In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind." —Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts "Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step." —Paula Kutka, Editor in Chief, staffdigest magazine "Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team." —Tim Pulte, Executive Managing Director, GVA Smith Mack
Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 43,7 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 : Robert Nelson
Publisher : Frederick Fell Publishers
Page : 212 pages
File Size : 42,6 Mb
Release : 2004-09
Category : Business & Economics
ISBN : 0883911213
Based on the All-Time Best Seller by Og Mandino, this book is a practical how-to sales guide that reveals in vivid detail how to: Develop successful sales habits; Penetrate the defense systems of clients; Develop persistence; Elevate your self-esteem; Break the paralyzing habit of procrastination
Author : Paul Gordon Stoltz,Randall E. Majors,Eric J. Soares
Publisher : Amacom Books
Page : 268 pages
File Size : 49,6 Mb
Release : 1994-01
Category : Business & Economics
ISBN : 0814451446
In the larger scheme of training and development, true sales training often gets short shrift. Here at last is a comprehensive guide for everyone involved in designing, delivering, and improving top-quality sales training - a service-oriented "toolbox" complete and detailed in scope, yet easy to read and put into action immediately. Whether you're a training specialist who's weak in the sales area, a sales pro suddenly thrust into the unfamiliar role of trainer, or a seasoned executive who demands better performance from the sales force, this idea-packed book will help you save your company money and make your job easier. The authors provide a step-by-step approach to developing top sales performers, from analyzing initial needs to evaluating the results. Throughout Sales Training: The Complete Guide you'll also discover many high-impact tips - colorful examples, successful strategies, and innovative resources - that will give you a head start on each part of the sales training process. The growing sophistication required of today's salespeople is enough to rattle even the most experienced trainer or sales manager. But don't despair. Put Sales Training: The Complete Guide to work for you today, and you'll not only meet but exceed the demands of your organization and the marketplace.
Author : Tracy C. Warren
Publisher : John Wiley & Sons
Page : 464 pages
File Size : 44,7 Mb
Release : 2016-11-21
Category : Business & Economics
ISBN : 9780870518713
Sponsored by PCPS and the Association for Accounting Marketing Whether your firm is getting back into the full swing of marketing and you are looking for some new ideas to jumpstart your sales efforts, or you are getting serious about business development for the first time, this book is designed for you. Its purpose is to inspire, teach, and provide you with practical insight to help build results-oriented marketing and sales programs in your organization. Bull’s-Eye is a collaboration of 37 of the industry’s most successful marketing and sales minds. Collectively these gifted professionals have served as pioneering practitioners inside the profession, and as outside advisors and thought leaders for hundreds, even thousands of CPAs and their firms. They give you an insider’s view of what it takes to build marketing initiatives that produce results. Through the principles, best practices and case studies shared in the book, you can see success doesn’t happen by chance, but through careful planning, development, and implementation of well-designed processes, systems, and tools. This compendium of marketing know-how shows you how to build your marketing team, implement marketing techniques that get you noticed, connect the dots between marketing and sales, measure results, and much, much more.
Author : Gerard Assey
Publisher : Gerard Assey
Page : 115 pages
File Size : 45,5 Mb
Release : 2024-02-21
Category : Business & Economics
ISBN : 8210379456XXX
In an era of constant change and fierce competition, organizations must harness the power of their workforce to thrive. ‘The Ultimate Employee Training Guide: Training Today, Leading Tomorrow’ is your definitive guide to unleashing the true potential of employee training. It explores the evolution of training, from traditional classrooms to cutting-edge technology, and unveils the profound benefits of investing in employee development while illuminating the stark repercussions of neglecting it. Discover training as an investment, measuring its Return on Investment (ROI) through real-life case studies that showcase its undeniable impact. Learn to assess diverse training needs, choose the right vendors, and design, implement, and evaluate training programs effectively. This book takes you on a journey into the future of training, where technology, personalization, and continuous learning reign supreme. It emphasizes the crucial role of HR and corporate leadership in fostering a culture of empowerment and growth. With ethical considerations, legal guidelines, and inspiring case studies, The Ultimate Employee Training Guide equips you to navigate the dynamic landscape of employee training, ensuring success in an ever-evolving world. Here's what you'll find inside: ü Preface ü The Importance of Training Employees ü Investing in Training: Understanding the ROI ü Key Skills, Attributes and Traits of an Effective Trainer ü Assessing Training Needs ü Sample Formats for Assessing Training Needs ü Selecting the Right Training Vendor ü Planning and Implementing Training Programs ü Sample Formats of Planning and Implementing Training Programs ü Measuring the Impact of Training ü Sample Formats for Measuring the Impact of Training ü Legal and Ethical Considerations in Training ü Common Challenges Managers Encounter during Training Initiatives ü Steps a Training Manager/ Trainer Undertakes to Remain Effective and Up-to-date ü Creating a Culture of Continuous Learning ü Training in the Future: Emerging Trends ü International Perspectives on Training- Cultural Differences and Global Best Practices ü Case Studies of Successful Training Programs ü Case Studies from Various Industries ü Formats and Samples of Other Assessments and Forms ü Templates and Checklists for Training Initiatives ü Sample Training Program Outlines ü The Future of Employee Training ü Conclusion
Author : Steve Lishansky
Publisher : Advantage Media Group
Page : 192 pages
File Size : 42,5 Mb
Release : 2015-07-21
Category : Business & Economics
ISBN : 9781599325514
ACHIEVE the HIGHEST LEVEL of PROFESSIONAL RELATIONSHIP - BECOMING an INDISPENSABLE PARTNER in YOUR CLIENT'S SUCCESS Are you looking for the keys to far more successful sales relationships, and client conversations that don't require manipulation, probing, and closing - yet which produce profoundly more powerful impact and results? The Ultimate Sales Revolution clarifies how to reach the highest level of professional relationship - being an Indispensable Partner in your client's success. You attain this exalted level of trust, respect, and differentiation from your competition by ensuring that every client request and activity delivers meaningful results, builds the strongest and most sustainable client relationship, avoids the 3 Sources of Miscommunication, and delivers massive value and impact. Each of the principles in this book transforms your ability to win business, get paid for your value (not your time, effort, or activity), and earn the access, recognition, respect, and rewards reserved for the most successful sales people and privileged professional services providers. Inside are the keys that promise to significantly advance your professional enjoyment, impact, and most importantly... your results.
