Summary Advanced Selling Strategies

Author : BusinessNews Publishing,
Publisher : Primento
ISBN 13 : 2806222583
Total Pages : 29 pages
Book Rating : 4.89/5 ( download)

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Download or read book Summary: Advanced Selling Strategies written by BusinessNews Publishing, and published by Primento. This book was released on 2013-02-15 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Brian Tracy's book: "Advanced Selling Strategies: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere". This complete summary of the ideas from Brian Tracy's book "Advanced Selling Strategies" shows how the best way of improving your sales strategy is to learn from the best. The author highlights the key steps for developing a relationship with a client and preparing them for a sale. By learning and applying the strategies detailed in this book, you can start thinking strategically and improve every aspect of your approach to make that sale every time. Added-value of this summary: • Save time • Understand key concepts • Expand your sales knowledge To learn more, read"Advanced Selling Strategies" to develop the best sales strategy and give yourself an edge in every sales situation.

Author : Brian Tracy
Publisher : Simon and Schuster
ISBN 13 : 0684824744
Total Pages : 436 pages
Book Rating : 4.41/5 ( download)

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Download or read book Advanced Selling Strategies written by Brian Tracy and published by Simon and Schuster. This book was released on 1996-08-27 with total page 436 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents techniques for successful sales results, offering listeners tips on how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale.

Author : Grant Cardone
Publisher : Greenleaf Book Group
ISBN 13 : 1608322904
Total Pages : 281 pages
Book Rating : 4.09/5 ( download)

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Download or read book Sell Or Be Sold written by Grant Cardone and published by Greenleaf Book Group. This book was released on 2011 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.60/5 ( download)

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Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

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.

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 240 pages
Book Rating : 4.98/5 ( download)

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Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Grant Cardone
Publisher : John Wiley and Sons
ISBN 13 : 047064592X
Total Pages : 279 pages
Book Rating : 4.25/5 ( download)

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Download or read book If You're Not First, You're Last written by Grant Cardone and published by John Wiley and Sons. This book was released on 2010-05-27 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from both your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses. If You’re Not First, You’re Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins, gain market share and much more. Key concepts in If You’re Not First, You’re Last include: Converting the Unsold to Sold The Power Schedule to Maximize Sales Your Freedom Financial Plan The Unreasonable Selling Attitude

Author : Jordan Belfort
Publisher : Simon and Schuster
ISBN 13 : 1501164295
Total Pages : 256 pages
Book Rating : 4.93/5 ( download)

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Download or read book Way of the Wolf written by Jordan Belfort and published by Simon and Schuster. This book was released on 2017-09-26 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Author : Chris Bradley
Publisher : John Wiley & Sons
ISBN 13 : 1119487625
Total Pages : 256 pages
Book Rating : 4.23/5 ( download)

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Download or read book Strategy Beyond the Hockey Stick written by Chris Bradley and published by John Wiley & Sons. This book was released on 2018-02-06 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beat the odds with a bold strategy from McKinsey & Company "Every once in a while, a genuinely fresh approach to business strategy appears" —legendary business professor Richard Rumelt, UCLA McKinsey & Company's newest, most definitive, and most irreverent book on strategy—which thousands of executives are already using—is a must-read for all C-suite executives looking to create winning corporate strategies. Strategy Beyond the Hockey Stick is spearheading an empirical revolution in the field of strategy. Based on an extensive analysis of the key factors that drove the long-term performance of thousands of global companies, the book offers a ground-breaking formula that enables you to objectively assess your strategy's real odds of future success. "This book is fundamental. The principles laid out here, with compelling data, are a great way around the social pitfalls in strategy development." —Frans Van Houten, CEO, Royal Philips N.V. The authors have discovered that over a 10-year period, just 1 in 12 companies manage to jump from the middle tier of corporate performance—where 60% of companies reside, making very little economic profit—to the top quintile where 90% of global economic profit is made. This movement does not happen by magic—it depends on your company's current position, the trends it faces, and the big moves you make to give it the strongest chance of vaulting over the competition. This is not another strategy framework. Rather, Strategy Beyond the Hockey Stick shows, through empirical analysis and the experiences of dozens of companies that have successfully made multiple big moves, that to dramatically improve performance, you have to overcome incrementalism and corporate inertia. "A different kind of book—I couldn't put it down. Inspiring new insights on the facts of what it takes to move a company's performance, combined with practical advice on how to deal with real-life dynamics in management teams." —Jane Fraser, CEO, Citigroup Latin America

Author : David A. Peoples
Publisher : Wiley
ISBN 13 : 9780471581048
Total Pages : 252 pages
Book Rating : 4.46/5 ( download)

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Download or read book Selling to the Top written by David A. Peoples and published by Wiley. This book was released on 1993-06-16 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It's tougher than ever to win over today's customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive's door, building a relationship, and making the sale. In Selling to the Top, he tells you: * How to quickly identify the decision makers * How to figure out who is the Dominant Influencer (DI) * How to meet Mr./Ms. Big (it's much easier than you think) * How to size up Mr./Ms. Big before you've met * How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals * Everything you'll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives * How to differentiate yourself from your competitor