Critical Selling Skills

Author: Justin Zappulla
Publisher: John Wiley & Sons
ISBN: 1119052556
Format: PDF, ePub
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Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

The Challenger Sale

Author: Matthew Dixon
Publisher: Redline Wirtschaft
ISBN: 3864147239
Format: PDF
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Gibt es ein Rezept für Verkaufserfolg? Die meisten Führungskräfte im Vertrieb verweisen hier zuerst auf eine gute Kundenbeziehung – und sie liegen falsch damit. Die besten Verkäufer versuchen nicht nur einfach eine gute Beziehung zu ihren Kunden aufzubauen – sie stellen primär die Denkweisen und Überzeugungen ihrer Kunden in Frage. Basierend auf einer umfassenden Studie mit mehreren tausend Vertriebsmitarbeitern in unterschiedlichen Branchen und Ländern, zeigt "The Challenger Sale", dass das klassische vertriebliche Vorgehen mit dem Aufbau von Beziehungen immer weniger funktioniert, je komplexer die Lösungen sind. Doch wie unterscheiden sich Fertigkeiten, Verhaltensweisen, Wissen und Einstellung der Spitzenverkäufer vom Durchschnitt? Die Studie zeigt deutlich, dass die Verhaltensweisen, die den Challenger so erfolgreich machen, replizierbar und strukturiert vermittelbar sind. Die Autoren erklären, wie fast jeder Verkäufer, ausgestattet mit den richtigen Werkzeugen, diesen Ansatz erfolgreich umsetzen kann und so höhere Kundenbindung und letztendlich mehr Wachstum generiert. Das Buch ist eine Quelle der Inspiration und hilft dem Leser, sein Profil als Vertriebler zu analysieren und gezielt zu verändern, um am Ende kreativer und besser zu sein.

Email Marketing for Complex Sales Cycles

Author: Winton Churchill
Publisher: Morgan James Publishing
ISBN: 9781600374210
Format: PDF
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The principles in "Email Marketing for Complex Sales Cycles" show business people and entrepreneurs how to increase sales and reduce stress and aggravation.

The Ultimate Guide to Sales Training

Author: Dan Seidman
Publisher: John Wiley & Sons
ISBN: 1118160568
Format: PDF
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The Ultimate Guide to Sales Training is the go-to referencefor sales managers, sales trainers, sales coaches, and salesconsultants who want to increase a sales force's productivity byusing these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to SalesTraining shows how to develop a selling system, prospecteffectively, and qualify and disqualify prospects. The book alsocovers information on using power questioning techniques, handlingobjections, and includes solution selling guidelines and ideas forcreating and delivering potent presentation practices. In addition,the author covers such hot topics as managing reps attitudes andhow to close the sale. He also includes suggestions for overcomingbuyer resistance and making change occur as well as getting beyondbarriers that block decision-makers, and much, much more. Praise for The Ultimate Sales TrainingHandbook "This book should be on the desk of every sales manager andsales trainer. Dan Seidman created a treasure chest of ideas,concepts, skills-sets and motivation tools that are ready to beconverted into cash." —Gerhard Gschwandtner, founder and publisher,Selling Power Magazine "Sales professionals throughout the world will discoverperformance improvement through this training encyclopedia. DanSeidman is helping make sales training a major strategic driver forall organizations." —Tony Bingham, president and CEO, ASTD "Each chapter just might be the one piece that plugs the gap inyour team's performance. Dan is truly earning the title Trainer tothe World's Sales Trainers." —Willis Turner, CAE CSE, president and CEO, of Sales& Marketing Executives International

Sell Yourself First

Author: Thomas A. Freese
Publisher: Penguin
ISBN: 1101475196
Format: PDF, ePub, Docs
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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

The Sales Manager s Guide to Greatness

Author: Kevin F. Davis
Publisher: Greenleaf Book Group
ISBN: 1626343896
Format: PDF, ePub, Docs
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Straightforward advice for taking your sales team to the next level! ​ If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Accelerate the Sale Kick Start Your Personal Selling Style to Close More Sales Faster

Author: Mark Rodgers
Publisher: McGraw Hill Professional
ISBN: 0071760407
Format: PDF, ePub, Mobi
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Open the throttle on your sales potential—and leave your competitors in the dust! Selling today can be brutal. You need to rev it up if you want to close more deals. Accelerate the Sale shows how to: Qualify Buyers Using Just Two Well-Selected Words Develop Your Marketplace Superiority Acquire unparalleled persuasive language techniques Whether you sell B2B or B2C, use Accelerate the Sale to power your sales success from 0 to 60 in no time flat. Praise for Accelerate the Sale: “I drive exotic cars, and it’s an interesting coincidence that Mark talks about speed, acceleration, and roaring to the finish line. This book is not a theoretical guide but rather a practical companion. It’s a high-performance learning vehicle.” —Alan Weiss , author of Million Dollar Consulting “Great book! It’s loaded with ‘golden nuggets’ throughout each chapter. Add the ‘Street Smarts’ and ‘Accsellerators’ sections and you have the new A-to-Z quick reference for sales success!” —Greg Heichelbech, CEO, Triumph North America “Any serious student of sales and sales leadership would do well to reflect on the wisdom Mark Rodgers has packed into this book!” —Bob Althoff, President of the world’s oldest Harley-Davidson dealership, A.D. Farrow Harley-Davidson “This powerful, practical book, based on proven, real-life experience, shows you how to make the sale, faster and easier than ever before!” —Brian Tracy, author of The Psychology of Selling

International Private Equity

Author: Eli Talmor
Publisher: John Wiley & Sons
ISBN: 9781119973881
Format: PDF, ePub, Mobi
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Bringing a unique joint practitioner and academic perspective to the topic, this is the only available text on private equity truly international in focus. Examples are drawn from Europe the Middle East, Africa and America with major case studies from a wide range of business sectors, from the prestigious collection of the London Business School’s Coller Institute of Private Equity. Much more than a simple case book, however, International Private Equity provides a valuable overview of the private equity industry and uses the studies to exemplify all stages of the deal process, and to illustrate such key topics as investing in emerging markets; each chapter guides the reader with an authoritative narrative on the topic treated. Covering all the main aspects of the private equity model, the book includes treatment of fund raising, fund structuring, fund performance measurement, private equity valuation, due diligence, modeling of leveraged buyout transactions, and harvesting of private equity investments.

Whale Hunting

Author: Tom Searcy
Publisher: John Wiley & Sons
ISBN: 9780470443378
Format: PDF, Kindle
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Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

Iss dich jung

Author: Prof. Dr. Valter Longo
Publisher: Goldmann Verlag
ISBN: 3641215927
Format: PDF, ePub
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Altersforscher Prof. Dr. Valter Longo gibt zum ersten Mal einen umfassenden Überblick über seine bahnbrechenden Forschungsergebnisse, wie man mit der richtigen Ernährung ein gesundes langes Leben erreicht. Er zeigt, wie man Bauchfett reduzieren, körperlich jünger werden und damit das Risiko für Krebs, Herz-Kreislauf-Erkrankungen, Diabetes und Alzheimer senken kann. Außerdem erläutert er die positiven Effekte von Fastenphasen. Seine Longevità-Diät nutzt die heilende Wirkung der Nahrung und revolutioniert unser Verhältnis zum Essen.