Author : Jim Taylor
Publisher : AMACOM/American Management Association
Page : 272 pages
File Size : 42,40 MB
Release : 2011
Category : Business & Economics
ISBN : 0814416535
Loaded with insight and indispensable techniques, this one-of-a-kind guide shows you how to win over the wealthiest customers ... and become successful yourself. --Book Jacket.
Author : Anthony Iannarino
Publisher : John Wiley & Sons
Page : 263 pages
File Size : 23,13 MB
Release : 2022-04-11
Category : Business & Economics
ISBN : 111985895X
Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.
Author : Jason Elmore
Publisher : Dog Ear Publishing
Page : 206 pages
File Size : 20,15 MB
Release : 2017-07-14
Category : Business & Economics
ISBN : 1457554461
Description Elite Execution: Disciplines & Insights for Extraordinary Salespeople was written for experienced professionals. Jason Elmore shares practical action items and insightful concepts that have been compiled and tested during a sales career that spanned the globe, from B2B to Med Device, and resulted in top performance and accolades. These tools and approaches were recognized as being so critical to success that Jason was awarded the opportunity to build and execute new hire sales training at one of the fastest growing divisions of the world’s largest healthcare company where he reduced average time to hit quota for new hires 50%. Jason specializes in introducing disruptive technology to surgeons and the healthcare market. We all know selling isn’t easy...and surgeons are some of the toughest customers. Surgeons outrank their sales representatives in just about every measure: experience, education, and income. Additionally, a surgeon’s decision to try something new can have life changing risks and benefits to patients. Combine all of that with the increasing financial pressures in healthcare, increasing regulation, multiple deal-killing, stakeholders in the system, and you have a recipe for what is perhaps the most complex sales environment today. Bottom line: WHAT WORKS HERE...WILL WORK ANYWHERE. www.eliteexecutionsales.com As you begin to learn from Jason’s proven experience, you will be exploring many critical concepts and disciplines: ● Articulate insights, manipulate variables, replicate success, translate it to others, and sustain your success. ● Ask the right questions without asking too many ● Re-think roleplays to become a leader among your peers ● Diagram and diagnose broken sales calls and capture the keys to successful sales calls ● Find a sales job that matches your skills and experience ● Understand what motivates elite sales reps to achieve the exceptional ● Understand “walk-away power” ● And more… Go beyond earning a high income to become absolutely invaluable to your organization. Know what works and feel confident about maximizing your current opportunity, taking the next opportunity, or moving up into leadership in the next role. Learn the sales disciplines and insights that lead to Elite Execution.
Author : Carl B. Bromer
Publisher :
Page : 0 pages
File Size : 27,20 MB
Release : 2004
Category :
ISBN : 9780974573618
There are over 32,000,000 salespeople in America and finally, a book that will increase the effectiveness of each one!Most business books focus on motivation and getting people excited but they do little or nothing to actually train the reader on the ins and outs of selling. Carl Bromer, Founder and President of Stellar Sales Training, in his book, Natural Selling Concepts: The Best Way to Sell, takes the reader through the best approach to every step in the sales process by following a logical step-by-step approach that uses the reader's own natural style. It is the result of more than 25 years of research, practice, and training thousands of sales professionals. There are only 14 steps in the natural selling process. This book shows the reader the best way to do each! By mastering these 14 steps, the reader will discover an increased level of success in closing orders and developing lifetime customers. We believe that Natural Selling Concepts: The Best Way to Sell is the first classic in the area of business literature in the past 50 years. Get it today, apply the concepts, and hold on as your company begins operating at 100% productivity all the time!
Author : April Cox
Publisher :
Page : pages
File Size : 22,20 MB
Release : 2021-09-15
Category :
ISBN : 9781737557012
Author : Benjamin Riall
Publisher :
Page : 214 pages
File Size : 47,16 MB
Release : 2020-12-08
Category :
ISBN : 9781838341107
What differentiates Elite high income sales people who earn six figures every year vs those that don't? It is HOW they built their career. The pillars of an Elite sales career is THE career blueprint of HOW one builds a six figure career in technology sales. In this book you will learn: The 5 Pillars of an Elite sales career How to build the pillars into your own sales career Supporting behaviours that are required to establish them 17 real-life Elite sales people's career stories Revelations of the sales career, that are pivotal for success A healthy dose of motivation The author of this book, Benjamin Riall, discovered the pillars after interviewing 50 Elite sales people across the world to validate his hypothesis of how one builds an Elite sales career. All 50 validated the hypothesis which set the author on a quest to teach 100,000 sales people the pillars which can financially transform their lives. Whether you have started a graduate sales job, have been in sales for many years or moving into sales from another career, the pillars are for you. This book is for those that dare to dream big, are prepared to push themselves and desire to tap into their full potential. Are you ready to join the Elite?
Author : John Asher
Publisher : Sourcebooks, Inc.
Page : 53 pages
File Size : 42,66 MB
Release : 2022-01-01
Category : Business & Economics
ISBN : 1728245397
A revolutionary guide by renowned sales expert John Asher designed to equip sales professionals with the knowledge and tools they need to excel in today's dynamic sales environment. In The Future of Sales, Asher explores the latest trends, technologies, and tactics transforming the sales industry. Drawing from his extensive experience and insightful research, he presents a comprehensive roadmap to mastering the new landscape of sales using proven neuroscience techniques. More than just a forecast of future sales trends, this guide provides actionable insights and proven methods for adapting to change and capitalizing on opportunities. Whether you're a seasoned business leader or new to the field, The Future of Sales is your playbook for navigating and succeeding in the new age of sales. Key Features: Future-Focused: Discusses the latest trends, technologies, and tactics transforming the sales industry. Practical Strategies: Provides actionable strategies to enhance sales performance and drive business growth. Industry Insights: Offers insights from renowned sales expert John Asher, backed by extensive research. Adaptation: Gives advice on adapting to change and capitalizing on opportunities in the sales industry. For All Sales Professionals: Suitable for both seasoned sales veterans and those new to the field.
Author : Anthony Iannarino
Publisher : Penguin
Page : 241 pages
File Size : 46,33 MB
Release : 2018-11-06
Category : Business & Economics
ISBN : 0525537635
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Author : Jon Markwardt
Publisher :
Page : 264 pages
File Size : 33,47 MB
Release : 2016-08-17
Category :
ISBN : 9780997858006
This is anything but your average guide to becoming an elite sales professional. Not only will it show you--not just tell you--how to use the best practices of the elite to further your career, but there are also enticing anecdotes of author, Jon Markwardt's, journey through the island of Cyprus that show how sales is in everything we do. You'll find fun and useful word tracks for you to implement, and, most importantly, authentic advice on the importance of watering and caring for your current position (your virtual "green grass"). The Grass Is Browner on the Other Side will plant you permanently on the enviable side of the fence!
Author : Thomas J. Stanley
Publisher : McGraw Hill Professional
Page : 502 pages
File Size : 29,23 MB
Release : 1997-08-22
Category : Business & Economics
ISBN : 9780070610491
Dr. Stanley shows how to push the "hot buttons" of the people you've found to improve your closing percentage . . . . and income. This essential resource reveals the three most important things you can do to land affluent prospects.
