Elite Sales Gurus


Book Description

Discover techniques and skills that are applicable in ANY sales career! If you could change your future in only a short four months, would you take the challenge? Thanks to the summer sales industry, thousands of young men and women have done just that--changed their lives. This industry gives individuals the opportunity to financially support themselves through school and land successful careers. Even with scholarships, the average student pursuing graduate level education exits school with $30,000 in debt. However, the swiftly growing summer sales industry offers students two bullets for their holster: the opportunity to graduate debt free, as well as develop skill-sets and experience that profitable companies look for in the hiring process. In this book, fifteen of America's youngest and brightest summer sales gurus unfold their experiences with sales. This industry changed their lives . . . will it change yours?




Game Plan Selling


Book Description

In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.




How to Say It: Business to Business Selling


Book Description

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to: Motivate Yourself to Sell Craft an Elevator Pitch Find Hot Sales Leads Make a Cold Call Use Voicemail to Sell Give a Sales Presentation Write a Sales Proposal Give a Product Demo Negotiate the Best Deal Close a Sale Create a Powerful Sales Process Sell to Top Executives Build Sales Partnerships Get a Customer Referral Accelerate Your Sales Cycle With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.




The Psychology of Selling


Book Description

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.




Sales Truth


Book Description

Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want. Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed? The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results. Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales. In Sales Truth, Weinberg shares some of the truths you’ll learn including: Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today. Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.




Fanatical Prospecting


Book Description

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!




Negotiating with the Savvy Software Buyer


Book Description

Steve Kraner has the unique ability to bring fun and extraordinary insight into the sometimes arcane and often acrimonious world of software sales negotiations. This book is as delightful as it is useful!




Winning Body Language for Sales Professionals: Control the Conversation and Connect with Your Customer—without Saying a Word


Book Description

PROVEN NONVERBAL STRATEGIES THAT WIN SALES When you are selling, the way you deliver your message will matter as much as, or more than, what you actually say. In this groundbreaking book, body language guru Mark Bowden teams up with renowned sales trainer Andrew Ford to reveal nonverbal communication skills guaranteed to give you the advantage in every sales situation. Winning Body Language for Sales Professionals reveals the universal body language signals that command instant respect and teaches you how to use them to: Avoid being perceived as just another “salesperson” Earn lasting trust—without saying a word Interpret others’ body language to determine “friends” and “enemies” Create an environment that puts buyers at ease Influence the feelings and behavior of your prospects These are the secrets every salesperson has been waiting for. When you com¬municate in a positive way with your body language, your words hold greater weight than ever—and winning the sale is just a handshake away.




Insight Selling


Book Description

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.




Selling Sucks


Book Description

Praise for Selling Sucks "Whew! A terrific new book that blows the lid off the old-school methods of selling-which don't work anymore-and shows you how to make sales almost like magic! I love this book!" —Joe Vitale, author of The Attractor Factor and many other books "I love to buy, so I'm going to give every salesperson I know a copy of this book. Maybe they'll finally stop the old-school, hard-sell shtick that compels me (and everyone else) not to buy." —Michael Port, bestselling author of Book Yourself Solid "Selling sucks, but making sales doesn't. Read Frank's book to learn the crucial difference that will almost certainly mean success or failure for your business in the new era of commerce." —Mark Joyner, bestselling author of Simpleologywww.simpleology.com "Ready to join the ranks of the top sales pros? Buy Selling Sucks. Apply its lessons. Then watch your results go through the roof." —Randy Pennington, author of Results Rule! "Rumbauskas has the ability to overcome the obvious and allow his readers to look at sales in a new dimension. While many people focus on sales tricks, Rumbauskas shows, in great detail, how to get your prospects to buy because they come to you informed and trustful of you before you even say 'hello.' He's one of those guys I listen to every time he speaks. He speaks out of tested methods and not opinion. Prior to marketing online, I spent fourteen years running some of the largest automobile dealerships in the USA. This is one book I would make recommended reading for every person who wants to become an elite sales professional. Selling Sucks is a money-making winner." —Mike Filsaime, MikeFLive.com "Selling Sucks is a must-read for any entrepreneur who wants to run a high-profit, high-integrity business. Rumbauskas's advice is inspiring, clear, and more importantly, easy to implement. It's honestly one of the best how-to self-marketing books on the market. Get this book now if you're serious about exploding your sales and making more money." —Marie Forleo, author and Fox News Online Life Coach www.thegoodlife-inc.com "Rumbauskas has written an indispensable guide to moving from an average salesperson to a top sales pro. This is a must-read for anyone serious about their sales career." —Paul McCord, author of Creating a Million-Dollar-a-Year Sales Income