Selling in a Post-Trust World


Book Description

Trust is the essential commodity of sales. Yet, establishing and maintaining trust can feel impossible in a world where skepticism is at an all-time high. Selling In a Post-Trust World coaches sales professionals in how to establish trust with prospects and clients. Based on The Trust Formula™, a proven model used to coach thousands of sales professionals, readers learn how to build authentic relationships, communicate meaningful value, create an inspirational experience, and establish disciplined habits. Each chapter ends with practical action items. By putting the ideas in this book to work, readers will discover the secret to building trust with skeptical prospects and clients. As a result, they will grow sales as they master skills to prospect more effectively, increase win rates, and develop long-term relationships with clients.




Selling in a Post-Trust World


Book Description

Trust is the essential commodity of sales. Yet, establishing and maintaining trust can feel impossible in a world where skepticism is at an all-time high. Selling In a Post-Trust World coaches sales professionals in how to establish trust with prospects and clients. Based on The Trust Formula(TM), a proven model used to coach thousands of sales professionals, readers learn how to build authentic relationships, communicate meaningful value, create an inspirational experience, and establish disciplined habits. Each chapter ends with practical action items. By putting the ideas in this book to work, readers will discover the secret to building trust with skeptical prospects and clients. As a result, they will grow sales as they master skills to prospect more effectively, increase win rates, and develop long-term relationships with clients.




Selling from the Heart


Book Description

Sales professionals and entrepreneurs will discover new levels of sales performance and personal fulfillment in Selling From the Heart, a resource that coaches individuals to examine their true selves, form deeper relationships and generate better sales.




The Language of Trust


Book Description

What to Say, How to Say It, Why It Matters If you're trying to sell something-whether it's a product, a service, or an idea-you are facing a new era of consumers who listen less and question more. The Language of Trust is for anyone who must sell ideas, products, services, or even themselves to a public that just doesn't want to hear it. Based on pioneering consumer research, The Language of Trust shows you how to regain the confidence of your clients and customers and communicate with them on their terms. You'll learn what words to use, what words to lose, and how to structure your message to overcome skepticism and build and keep the trust of your audience.




Selling from the Heart


Book Description

Sales have changed; gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is built for the new economy where authentic relationships matter and out-dated techniques just don’t work any longer. Larry Levine understands the essential role of relationships when it comes to selling, how those genuine connections can fuel sales funnels and exceed sales goals. In Selling From the Heart, Larry coaches readers to build meaningful relationships in natural ways by discovering their authentic selves and offering that authentic perspective to clients. Sales professionals and entrepreneurs will find new levels of sales and personal fulfillment by Selling From the Heart.




Covering Politics in a "Post-Truth" America


Book Description

In a new Brookings Essay, Politico editor Susan Glasser chronicles how political reporting has changed over the course of her career and reflects on the state of independent journalism after the 2016 election. The Bookings Essay: In the spirit of its commitment to higquality, independent research, the Brookings Institution has commissioned works on major topics of public policy by distinguished authors, including Brookings scholars. The Brookings Essay is a multi-platform product aimed to engage readers in open dialogue and debate. The views expressed, however, are solely those of the author. Available in ebook only.




Trust Signals


Book Description

What is a trust signal? Let's say you're interested in a book you aren't familiar with-this book, for example. Before you buy it, you wonder, "Can I trust this author?" Can you trust that their book will be worth your money and your time? The author, in turn, tries to prove their trustworthiness in a number of ways: An accomplished and relevant biography Glowing praise from well-known people on the cover Five-star reviews on Amazon Acclaim on social media by people you follow Coverage in news media outlets you know and respect These are examples of trust signals, the points of evidence that individuals, companies, and brands use to win one another's trust. Mastering these signals is the single best way to build, grow, and protect your brand in today's post-truth world-where trust is the most precious commodity of all.




The New Model of Selling


Book Description

The old way of selling was killed off years ago. So why are businesses still leaning on old strategies? Jeremy Miner and Jerry Acuff know firsthand how frustrating sales can be, especially when companies require old, outdated methods. And today’s buyers, armed with an excess of information online, are skeptical and unwilling to engage with salespeople like they used to. As a result, traditional sales methods are ineffective against today’s consumers. Those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques. The New Model of Selling redefines the right way to sell by meeting customers on a human level. Informed by Jeremy Miner and Jerry Acuff’s business experiences, personal research, and innovative approach, The New Model of Selling implements advanced skills aligned with human behavior. From business owners, coaching professionals, and sales managers to politicians, executives, and leaders—anyone can benefit from Miner and Acuff’s techniques, no matter the industry. The New Model of Selling is not just another sales book with a bunch of tips to read and forget. Jeremy Miner and Jerry Acuff’s approach will reframe sales through the lens of neuroscience and persuasion. Their goal is to help the customer think for themselves, with an emphasis on problem-solving and personal connection. Don’t act like a seller—start thinking like a buyer!




Total Innovative Management Excellence (TIME)


Book Description

Dr. H. James Harrington and Frank Voehl have gathered together the thoughts and ideas of more than 20 of the most creative innovation thought leaders from business, professional practice, and academia in this compelling book. The thought leaders look at innovation from almost every angle – their statements offer an unparalleled view of innovation and provide a depth of insight that is extraordinary. Harrington and Voehl’s reflection on each chapter, and on the sections within the book, provides useful links between themes and reinforces the relationships between many of the ideas. Anyone interested in innovation (practitioner or researcher) will benefit from this global thought collection. The contributors' multiple perspectives, models, practical examples, and stories provide a sense of innovation that no single writer could ever capture. A company’s future growth will only come through successful innovation. This book is organized around Dr. Harrington's innovation pyramid, which consists of the 16 building blocks required to bring about significant improvements in an organization’s ability to deliver creative products. It highlights the principles and recommendations in ISO's new innovation standard 56002 and provides many new concepts that are not included in the standard. It includes a free, powerful, and valuable online customized innovation maturity analysis. Following three unassailable facts will strike you as soon as you read this book: 1. Innovation is the new mantra; whether you're involved in a not-for-profit, for-profit, service sector, or governmental organization. 2. Understanding that innovation and creative activities penetrate into every part of an organization requiring multiple perspectives that drive a new way of thinking and working that impacts the organization's culture, social operations, and commercial context that impacts the total organization, and not just new products or services. 3. Innovation is an exciting adventure. Total Innovative Management Excellence (TIME): The Future of Innovation (978-0-367-43242-3, 340635) draws on insights from around the globe in order to be competitive in fast-moving technologies.




Unlocking the World's Largest E-market: A Guide To Selling on Chinese Social Media


Book Description

This book is a must-have for anyone who’s working with Chinese social media or planning to enter China. It’s packed with the latest information, actionable insights and strategies for marketers to make the most of WeChat and Weibo. You’ll learn about Chinese consumers, WeChat and Weibo working models and the outlook for digital trends in customer relationship management, artificial intelligence and what kind of changes ‘New Retail’ will bring. What Every Marketer Needs to Know about ChinaHow Your Business Can Harness Chinese Social MediaWeChat: China’s Operating SystemWeibo: China’s Online HotspotThe Future: Get Ready for New Retail Whether you want to enter the market for the first time, expand your presence in China or provide services to Chinese tourists abroad, “Unlocking the World’s Largest E-market” offers practical advice about selling on Chinese social media from someone who has seen the transformation in China’s online world firsthand.