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Author : Charles H. Green Publisher : McGraw Hill Professional Page : 287 pages File Size : 45,5 Mb Release : 2005-12-08 Category : Business & Economics ISBN : 9780071502160
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday. With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-Based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. Trust-Based Selling—an abridgement of Monty's Sales Hunting—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains: The new basic sales skills as taught by master salesman Dave Monty Why trust-based relationships enable you to get and keep customers for life How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Trust-Based Selling is a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any new salesperson, as well as sales veterans needing to develop new skills and rekindle the zeal required to succeed in sales.
Thomas N. Ingram,Raymond W. LaForge,Ramon A. Ramon A.,Charles H. Schwepker,Michael R. Williams
Author : Thomas N. Ingram,Raymond W. LaForge,Ramon A. Ramon A.,Charles H. Schwepker,Michael R. Williams Publisher : Cengage Learning Page : 464 pages File Size : 52,6 Mb Release : 2007-02-05 Category : Business & Economics ISBN : 032453809X
Professional Selling: A Trust-Based Approach by Thomas N. Ingram,Raymond W. LaForge,Ramon A. Ramon A.,Charles H. Schwepker,Michael R. Williams Pdf
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Trust-Based Selling (Audio Book) by Charles Green Pdf
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer's trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
A Hygienic City-Nation: Space, Community, and Everyday Life in Calcutta’s Paras (1860–1945) by Nabaparna Ghosh Pdf
This book offers an on-the-ground view of colonial Calcutta's neighbourhoods, where kinship-like ties shaped urban space and resisted city-making efforts of the state.
J. E. J. Prins,P. M. A. Ribbers,Henk C. A. Van Tilborg
Author : J. E. J. Prins,P. M. A. Ribbers,Henk C. A. Van Tilborg Publisher : Kluwer Law International B.V. Page : 326 pages File Size : 53,6 Mb Release : 2002-07-03 Category : Law ISBN : 9789041118455
Trust in Electronic Commerce:The Role of Trust from a Legal, an Organizational, and a Technical Point of View by J. E. J. Prins,P. M. A. Ribbers,Henk C. A. Van Tilborg Pdf
Electronic commerce is here to stay. No matter how big the dot-com crisis was or how far the e-entrepreneurs' shares fell in the market, the fact remains that there is still confidence in electronic trading. At least it would appear that investors are confident in e-companies again. However, not only trust of venture capitalists is of importance -- consumers also have to have faith in on-line business. After all, without consumers there is no e-business. Interacting lawyers, technicians and economists are needed to create a trustworthy electronic commerce environment. To achieve this environment, thorough and inter-disciplinary research is required and that is exactly what this book is about. Researchers of the project Enabling Electronic Commerce from the Dutch universities of Tilburg and Eindhoven have chosen a number of e-topics to elaborate on trust from their point of view. This volume makes clear that the various disciplines can and will play a role in developing conditions for trust and thus contribute to a successful electronic market.
Wisdom Learning by Wendelin Küpers,Olen Gunnlaugson Pdf
In traditional business circles, wisdom is viewed with a certain scepticism, which is in part due to its historical associations with wisdom traditions and spiritual cultures. However, in business today, wisdom is emerging not only as a viable but also a necessary organizational and management practice. In particular, practical wisdom is being updated and retranslated for today’s issues and concerns in organizations. In recent years, leadership and organizational studies have initiated important changes in the way in which business-as-usual is conducted. In response to the increasingly complex and uncertain conditions of our international business environment, a growing community of ‘scholar-practitioners’ are pushing the boundaries of traditional organizational and leadership thinking and acting, making inroads into processes and applications of practical wisdom and ways of wise leading and managing. Given the unprecedented levels of challenges, dynamics and uncertainties that today’s organizations are exposed to, there is a need for a more integrative and sustainable approach to managing. Following the need for a reconsideration and revival of the meaning of wisdom, the editors explore vitalizing possibilities for the learning of wise practices in organizing and leading. This expansive range of domains where wisdom is currently being explored suggests a promising number of perspectives and possibilities for future inquiries and explorations into the nexus of wisdom and organization, leadership/management education and learning that benefits from cross-disciplinary synergies. This book will be of interest to those seeking to understand the growing significance of wisdom in relation to learning and teaching, especially in business and management education.
Includes the decisions of the Supreme Courts of Missouri, Arkansas, Tennessee, and Texas, and Court of Appeals of Kentucky; Aug./Dec. 1886-May/Aug. 1892, Court of Appeals of Texas; Aug. 1892/Feb. 1893-Jan./Feb. 1928, Courts of Civil and Criminal Appeals of Texas; Apr./June 1896-Aug./Nov. 1907, Court of Appeals of Indian Territory; May/June 1927-Jan./Feb. 1928, Courts of Appeals of Missouri and Commission of Appeals of Texas.
And now a word from our sponsor.... When the first radio stations signed on in the 1920s, this phrase was unknown to listeners. Fifteen years later, however, advertising ruled the airwaves. Selling Radio recounts the initial difficult coupling of broadcasting and advertising, shows how the triumph of advertising transformed the content of radio programming, and exposes the complicity of business, technology, and government in reducing the promise of radio to the adage that "time is money". Susan Smulyan argues that the emergence of commercialized broadcasting was not an inevitable development but rather the result of a bitter struggle over the form and content of the new technology. Initially schools, churches, and small businesses sponsored stations, broadcasting local sporting events and such home-grown comedy and musical acts as "The Happiness Boys". In the mid-1920s, the enthusiasm that greeted the idea of a national broadcasting system quickly soured with the announcement that wired networks using ATandT's long lines would be financed by selling radio time to advertisers. Early opponents of commercial radio included not only listeners but also station owners, educators, religious leaders, and Secretary of Commerce Herbert Hoover, all of whom decried the "worthless stuff" of advertising. Even prospective advertisers doubted that radio ads would work. Selling Radio describes how the radio industry overcame the opposition and in the process dramatically altered the content of broadcasting. As listeners were reduced to consumers, folksy regional programs were replaced with slick, fully scripted shows and schedules created by sponsors to attract a nationwide audience. With the passage ofthe Communications Act of 1934, the paradigm of commercial-driven programming was established and later adopted without question by the next great communications technology - television.
Performance-Based Budgeting in the Public Sector by Michiel S. de Vries,Juraj Nemec,David Špaček Pdf
This book provides a comparative analysis of performance budgeting and financing implementation, and examines failures and successes across both developed and developing countries. Beginning with a review of theoretical research on performance budgeting and financing, the book synthesises the numerous studies on the subject. The book describes the situation in the US, Australia, New Zealand, Germany, Austria and Switzerland, Netherlands and Italy, as well as in seven developing countries - Bulgaria, Czech Republic, Slovakia, Slovenia, Ukraine, Russia and South Africa, at the national, and at the local level. Each chapter provides historical and descriptive details of successful or failed experiments in performance budgeting and performance financing.
Hospitality Marketing and Consumer Behavior by Vinnie Jauhari Pdf
Creating memories and joyous experiences for consumers is a key dimension affecting the profitability and growth of a hospitality firm. Drawing on global experiences, this new book looks at the diverse factors that create these positive experiences and provides insight into marketing and consumer behavior in the context of hospitality and tourism. The dynamics of emerging economies has been captured, and some lessons have been drawn from best practices across the globe.
