Selling The Wheel

Author : Jeff Cox
Publisher : Simon and Schuster
ISBN 13 : 0743204743
Total Pages : 250 pages
Book Rating : 4.43/5 ( download)

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Download or read book Selling the Wheel written by Jeff Cox and published by Simon and Schuster. This book was released on 2001-01-24 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.

Author : Jeff Cox
Publisher : Touchstone
ISBN 13 : 9780684856018
Total Pages : 0 pages
Book Rating : 4.18/5 ( download)

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Download or read book Selling The Wheel written by Jeff Cox and published by Touchstone. This book was released on 2001-01-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal. Now, in collaboration with sales and marketing guru Howard Stevens, CEO of the H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully. Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.

Author : Robert Jordan
Publisher : Tor Books
ISBN 13 : 1429960191
Total Pages : 943 pages
Book Rating : 4.99/5 ( download)

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Download or read book The Shadow Rising written by Robert Jordan and published by Tor Books. This book was released on 2010-01-19 with total page 943 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Wheel of Time is now an original series on Prime Video, starring Rosamund Pike as Moiraine! In The Shadow Rising, the fourth novel in Robert Jordan’s #1 New York Times bestselling epic fantasy series, The Wheel of Time®, Rand al’Thor now wields the sword Callandor. He is both the Champion of Light and the Dragon Reborn. Now, he seeks answers to another prophecy that lies with the warrior people known as the Aiel to put him on the path of learning how to wield the One Power. Accompanied by Moiraine Damodred, Rand arrives at the Aiel Waste and is granted permission by the Wise Ones to enter the sacred city of Rhuidean. After passing through a doorframe ter'angreal, Moiraine gains foresight while the Aiel await Rand's return, either with both arms marked by dragon symbols, validating his identity as He Who Comes With the Dawn, the Chief of Chiefs of all the Aiel—or to never emerge at all. Since its debut in 1990, The Wheel of Time® has captivated millions of readers around the globe with its scope, originality, and compelling characters. The last six books in series were all instant #1 New York Times bestsellers, and The Eye of the World was named one of America's best-loved novels by PBS's The Great American Read. The Wheel of Time® New Spring: The Novel #1 The Eye of the World #2 The Great Hunt #3 The Dragon Reborn #4 The Shadow Rising #5 The Fires of Heaven #6 Lord of Chaos #7 A Crown of Swords #8 The Path of Daggers #9 Winter's Heart #10 Crossroads of Twilight #11 Knife of Dreams By Robert Jordan and Brandon Sanderson #12 The Gathering Storm #13 Towers of Midnight #14 A Memory of Light By Robert Jordan and Teresa Patterson The World of Robert Jordan's The Wheel of Time By Robert Jordan, Harriet McDougal, Alan Romanczuk, and Maria Simons The Wheel of Time Companion By Robert Jordan and Amy Romanczuk Patterns of the Wheel: Coloring Art Based on Robert Jordan's The Wheel of Time At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.

Author : Lee B. Salz
Publisher : HarperCollins Leadership
ISBN 13 : 1400222516
Total Pages : 208 pages
Book Rating : 4.13/5 ( download)

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Download or read book Sell Different! written by Lee B. Salz and published by HarperCollins Leadership. This book was released on 2021-09-14 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

Author :
Publisher : Barefoot Books
ISBN 13 : 1782856919
Total Pages : 28 pages
Book Rating : 4.17/5 ( download)

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Download or read book The Wheels on the Bus written by and published by Barefoot Books. This book was released on 2019-09-01 with total page 28 pages. Available in PDF, EPUB and Kindle. Book excerpt: Come along on an exciting bus ride from a Guatemalan village to a market town with this fresh take on a favourite song. Features Latin-inspired singalong and endnotes about life in Guatemala. Enhanced CD includes audio singalong and video animation.

Author : Jane Cabrera
Publisher : Holiday House
ISBN 13 : 0823444805
Total Pages : 33 pages
Book Rating : 4.09/5 ( download)

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Download or read book The Wheels on the Bus written by Jane Cabrera and published by Holiday House. This book was released on 2020-07-14 with total page 33 pages. Available in PDF, EPUB and Kindle. Book excerpt: The wheels on the bus go round and round on the way to the watering hole. But who's on the bus? A lion roars, flamingos flap, and a hyena laughs a big ha-ho-hee as they travel on the bus with their animal friends. Don't forget to watch out for the crocodile too, whose jaws go snap! Together, a simple trip becomes a raucous adventure that young readers can sing and move along with at any story hour, family reading time, or energy-filled morning. Jane Cabrera's Story Time celebrates children's best-loved read along nursery rhymes and songs. These interactive favorites are given a new twist by award-winning artist Jane Cabrera and feature her bold, bright, kid-friendly illustrations. Other titles in the series include Ten in the Bed, Old Mother Hubbard, and Old MacDonald Had a Farm.

Author : Wayne Vanwyck
Publisher : Bellingham, WA ; North Vancouver, BC : Self-Counsel Press
ISBN 13 : 9781551800639
Total Pages : 226 pages
Book Rating : 4.32/5 ( download)

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Download or read book Pure Selling written by Wayne Vanwyck and published by Bellingham, WA ; North Vancouver, BC : Self-Counsel Press. This book was released on 1999 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a more confident and effective salesperson Create partnerships with your customers Meet the challenges of today's marketplace More people earn more than $50,000 a year in sales than in any other field. To achieve such high career and salary goals, the new sales rep needs the right skills and knowledge to be confident and effective.This guide leads the reader through the selling process, from cold calling to closing a sale, with a special emphasis on establishing a professional relationship with the customer. Includes the six trust factors that help you close larger sales in a shorter time, the seven key questions you need answered before you make your sales presentation, and the six steps to answering clients' objections.

Author : Michael Livingston
Publisher : Tor Books
ISBN 13 : 1250860547
Total Pages : 167 pages
Book Rating : 4.45/5 ( download)

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Download or read book Origins of The Wheel of Time written by Michael Livingston and published by Tor Books. This book was released on 2022-11-08 with total page 167 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Jordan has come to dominate the world Tolkien began to reveal.” —The New York Times on The Wheel of Time® series Explore never-before-seen insights into the Wheel of Time, including: - A brand-new, redrawn world map by Ellisa Mitchell using change requests discovered in Robert Jordan's unpublished notes - An alternate scene from an early draft of The Eye of the World - The long-awaited backstory of Nakomi - 8 page, full color photo insert Take a deep dive into the real-world history and mythology that inspired the world of Robert Jordan's The Wheel of Time®. Origins of The Wheel of Time is written by Michael Livingston, Secretary-General of the United States Commission on Military History and professor of medieval literature at The Citadel, with a Foreword by Harriet McDougal, Robert Jordan's editor, widow, and executor of his estate. This companion to the internationally bestselling series delves into the creation of Robert Jordan’s masterpiece, drawing from interviews and an unprecedented examination of his unpublished notes. Michael Livingston tells the behind-the-scenes story of who Jordan was, how he worked, and why he holds such an important place in modern literature. The second part of the book is a glossary to the “real world” in The Wheel of Time. King Arthur is in The Wheel of Time. Merlin, too. But so are Alexander the Great and the Apollo Space Program, the Norse gods and Napoleon’s greatest defeat—and so much more. Origins of The Wheel of Time provides exciting knowledge and insights to both new and longtime fans looking to either expand their understanding of the series or unearth the real-life influences that Jordan utilized in his world building—all in one, accessible text. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.

Author : Thomas A. Freese
Publisher : Penguin
ISBN 13 : 1101475196
Total Pages : 253 pages
Book Rating : 4.95/5 ( download)

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Download or read book Sell Yourself First written by Thomas A. Freese and published by Penguin. This book was released on 2010-12-30 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.84/5 ( download)

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Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.