The Mackay MBA of Selling in the Real World

Author: Harvey Mackay
Publisher: Penguin
ISBN: 1101558857
Format: PDF, ePub
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Harvey Mackay is a legend-and now he's back with the sum total of decades of sales know-how, teaching go-getters how to make the sale and hit the numbers, day in and day out. His advice is rooted in road-tested, real-world experiences and include new tips on the Web, LinkedIn and Facebook. As a lifelong student of the sales game, Mackay has spent decades collecting secrets, wisdom, and anecdotes. He features his Mackay Morals-life lessons such as: • Big shots are just little shots who kept shooting. • Helping someone up won't pull you down-and could very easily pull them to your side. • Be like the turtle: If he didn't stick his neck out, he wouldn't get anywhere at all. There is no one better to show you how to be a high-energy, determined, creative sales dynamo than Harvey Mackay. From the Trade Paperback edition.

The Art of Social Selling

Author: Shannon Belew
Publisher: AMACOM
ISBN: 0814433332
Format: PDF, ePub, Docs
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Social media platforms such as Facebook, Twitter, LinkedIn, and Pinterest are changing the way consumers make purchasing decisions . . . and tapping into these online communities has become a necessary part of any integrated sales strategy. Citing enlightening research and real-world examples, this smart, practical guide presents readers with a detailed methodology for growing sales and expanding their customer base using social media. Readers will learn how to: * Use content and conversations to build online relationships that transition to sales * Execute realistic sales strategies for each of the major social media platforms * Spot social media trends that may influence future buying behaviors * Sell online in B2B and B2C environments * Turn social shares (likes, favorites, +1s) into social sales * Set tangible goals * Use online tools and analytics to track social influencers and identify relevant conversations as they are happening Complete with a chapter dedicated to capturing mobile sales-a segment poised to explode as the adoption of smartphones and tablets grows-The Art of Social Selling is essential reading for every sales professional.

Mastering the Complex Sale

Author: Jeff Thull
Publisher: John Wiley and Sons
ISBN: 9780470632598
Format: PDF, ePub, Docs
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Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

SNAP Selling

Author: Jill Konrath
Publisher: Penguin
ISBN: 1101432950
Format: PDF, ePub
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Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

It All Matters

Author: Paul Cummings
Publisher: John Wiley & Sons
ISBN: 1119418461
Format: PDF, ePub, Mobi
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The all-encompassing framework for achieving the life of your dreams It All Matters presents a framework for the rest of your life. What are those dreams you would only dare to dream if there was no possibility of failure? How can you live a life of real intention and purpose instead of duty and obligation? This book answers these questions and more. Everyone has the capacity to author their own destiny; it's not our circumstances that shape our lives, it's our response to those circumstances that either propels us to great heights or keeps us stuck in the mud. Here, author Paul Cummings shares one of the most comprehensive goal setting systems ever put into print. Based on the key U.B.U. process—Understand who you are, Be true to yourself, and always be Unique—this framework gives you the power to transform your life. Through a fast-moving series of engaging stories, you'll learn how to question yourself to greatness as you begin to think in bigger and more positive terms. Professionals from across the globe have implemented this framework to achieve what they truly wanted out of life—isn't it your turn? This enlightening guide teaches you the revolutionary strategies that can help you make big things happen. Dig deep to find your real dreams, and set a plan to achieve them Discover the core principles the form the foundation for success Learn the art of self-questioning as a motivational tool Implement a comprehensive, proven system for getting what you want You are one great question away from everything you ardently desire at all times. Are you ready to take the leap? It All Matters shifts your perspective to let you see the shining path ahead.

Sell It Like Serhant

Author: Ryan Serhant
Publisher: Hachette Books
ISBN: 0316449563
Format: PDF, ePub, Mobi
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A lively and practical guide to sell anything and up your business game from one of the top realtors in the world and costar of Bravo's Million Dollar Listing: New York and Sell It Like Serhant. "Ryan is not only charming and hilarious, he could sell milk to a cow. This book is going to be very helpful and humorous to a lot of people looking to up their business game." - Andy Cohen, host of Watch What Happens Live... and New York Times bestselling author of Superficial Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Whether you are selling a brownstone or a hot tub, golf balls or life insurance, Serhant shares the secrets behind how to close more deals than anyone else, expand your business, and keep clients coming back to you. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips on: The Seven Stages of Selling Getting FKD: How to Be a Time Manager, Not a Time Stealer. Negotiating Like A BOSS "The One Who...": Everyone Needs a Hook Pulling the Indecisive Client Forward And Much More! This book is the blueprint for how to go from sales scrub to sales machine. Serhant provides useful lessons, lively stories, and examples that illustrate how anyone can employ his principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client. A good salesperson never closes a deal and wonders, "What now?" The next deal is already happening. Serhant shares practical guidance on how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO!

7L The Seven Levels of Communication

Author: Michael J. Maher
Publisher: BenBella Books
ISBN: 1940363217
Format: PDF
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Relates the story of a struggling real estate agent, who learns a new strategy, sharing his trials and triumphs.

The Sales Advantage

Author: Dale Carnegie
Publisher: Simon and Schuster
ISBN: 0743250761
Format: PDF, ePub, Docs
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A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.