Red-Hot Selling


Book Description

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to: Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more Red-Hot Selling also includes the author’s powerful three-tiered planning process, proprietary tools including the Meeting Management WorksheetTM, and the best closing techniques in the business—plus can’t-miss secrets for distinguishing your product or service in a competitive market. Selling may be tough, but it’s not complicated. With this one-of-a-kind guide, you can streamline your job, kick-start your career, and send your earnings sky-high!




Red-hot Sales Negotiation


Book Description

Readers will learn how to: prepare in advance, ask power negotiation questions to instantly draw out useful information; and, learn the difference between the customer's ""positions"" (what they're asking for) and the customer's ""interests"" (what they really want).




Getting to Yes


Book Description

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.




Ten Red-Hot Tips to Promote your Business


Book Description

'If I was down to my last dollar, I'd spend it on public relations.' – Bill Gates PR techniques can be used by businesses of all sizes. In Ten Red-Hot Tips well-known PR guru Ellen Gunning reveals the top ten most important types of PR for small to medium-sized businesses. Ellen cuts through the jargon to provide the reader with techniques to create the 'angles' that will interest the media. Ten Red-Hot Tips, outlines the importance of creative thinking, persistence and knowledge of the market you are operating in (including the media and web markets) and devoting time to learning and applying the techniques. You won't apply all of the techniques – they won't all be relevant to your business – but the techniques you decide to use will enhance your presence in the market and generate talk about you, your business and your products.




Personal Styles & Effective Performance


Book Description

Tens of thousands of professionals have attended David W. Merrill's acclaimed "Style Awareness Workshops" The goal: improvement of interpersonal effectiveness skills-inspiring better communication, improved productivity, and a more harmonious working environment. Students preparing for business, management, or sales careers can also benefit from Merrill's techniques, presented in Personal Styles & Effective Performance. Merrill's approach emphasizes the interrelationships between behavior and social style-encouraging students to consider how their own actions influence responsiveness from others. Those actions tend to be rooted in one of four primary social styles: Analytical, Amiable, Driving, and Expressive-which readers are invited to compare and contrast with their own styles, as a starting point for potential improvement. First published in 1981, Personal Styles & Effective Performance continues to be a popular resource for the self-improvement minded. By learning its lessons now, tomorrow's business professionals can have the edge in interpersonal effectiveness-one of the most important facets of a successful career.




Is That Your Hand in My Pocket?


Book Description

Are your customers picking your pocket? Tired of closing (or losing) deals that are all about price? Feel like you've been out-smarted and out-maneuvered by your customers? Is That Your Hand in My Pocket? teaches you how to hold your own when you are up against purchasing and procurement pros. You will learn how to: Deal with the bullies, the screamers, and the intimidators Recognize and respond effectively to buyer tactics Read important non-verbal signals for insights into what the buyer is really thinking Choose the negotiating style most likely to get the deal that you want Understand gender differences in negotiations Get and hold on to power Passing along to you the same skill sets, techniques, and strategies that have saved their Fortune 1000 clients over $2 billion, authors Ron Lambert and Tom Parker teach you how to hold your own with buyers who are interested only in their bottom line.




The Pounce Theory


Book Description

Blaze Bhence knows that identifying your desired opportunities and setting up for negotiations is often more important than asking someone to sign the final deal. Setting up the opportunity for a positive outcome has been one of the skills that has helped him succeed as a salesperson, manager, and consultant for more than twenty years. Closing skills are an art that can help you succeed in all areas of life not just sales. If you dont plan for a successful negotiation, you wont get what you want. In this motivational guide, youll learn tested strategies that will help you Attain higher state of consciousness Cultivate business and personal relationships; Find a job or look for a better job; Know when to charge forward and when to hold back. Whether you are working your way up the corporate ladder, growing your own business, looking for work, or seeking personal relationships,its essential that you learn how to set up and determine the exact time to pounce on opportunities as they arise. Put yourself in a position to win and achieve your objectives with The Pounce Theory.




Red Hot City


Book Description

"A growth-above-all development ethos permeates the Atlanta region and is rooted in the city's twentieth-century expansion. Like some other booming Sunbelt metros, Atlanta has combined a continuing reliance on public-private partnerships and a state and regional planning and policy regime that excessively caters to capital, often at the expense of its poorer residents, who are predominantly Black and Latinx. As the city proper has become a hot commodity in the real estate arena and is no longer majority-Black, the region has inverted the late twentieth-century poor-in-the-core urban model to one where less affluent families face exclusion from the central city and more affluent suburbs and are pushed out to lower-income, sometimes quite distant suburbs, usually farther from mass transit, large public hospitals, and other essential services. At this writing, the Atlanta metropolitan area is the ninth-largest in the country and likely to climb into the eighth spot in the not-to-distant future. This book focuses on four key, interconnected themes in the evolution and restructuring of Atlanta in the twenty-first century. The first is the major racial and economic restructuring of the region's residential geography, including the city proper. A second theme of the book is the failure of the City of Atlanta to capture a significant share of a tremendous growth in local land values. A third theme of the book is the critical role of state government in constraining and enabling how development and redevelopment occurs and whether the interests of those most vulnerable to exclusion and displacement are given serious consideration. The final theme of the book, and its key overarching narrative, concerns the political economy of urban change and the presence of inflection points. These are periods during which particularly consequential policy decisions are made that have a disproportionate impact on the trajectories of a place and direct and long-lasting implications for racial and economic exclusion. The book's conclusion ties together many of the lessons from these chapters. It ends with discussing what recent political trends could mean for the development trajectory of, and continued exclusion in, the region. It also calls for avoiding a "market-inevitability" fatalism that suggests that nothing can be done to redirect or alter the sorts of trajectories described in the book. It reminds the reader that the events and consequences described are not simply the result of apolitical, atomistic market forces, but is shaped heavily by institutional actors and processes"--




The Art of Negotiation


Book Description

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.




Getting Past No


Book Description

We all want to get to yes, but what happens when the other person keeps saying no? How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker? In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You’ll learn how to: • Stay in control under pressure • Defuse anger and hostility • Find out what the other side really wants • Counter dirty tricks • Use power to bring the other side back to the table • Reach agreements that satisfies both sides' needs Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don’t have to get mad or get even. Instead, you can get what you want!