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The Science of Selling

Author : David Hoffeld

Publisher : Penguin

Page : 289 pages

File Size : 33,18 MB

Release : 2022-02-08

Category : Business & Economics

ISBN : 0143129333

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Book Description

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot



The Art of the Sale

Author : Philip Delves Broughton

Publisher : Penguin

Page : 306 pages

File Size : 33,79 MB

Release : 2013-03-26

Category : Business & Economics

ISBN : 0143122762

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Book Description

From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.



Lean for Sales

Author : Sean Gillespie

Publisher : CRC Press

Page : 196 pages

File Size : 43,48 MB

Release : 2016-02-25

Category : Business & Economics

ISBN : 1482253151

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Book Description

This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sa



How to Master the Art of Selling

Author : Tom Hopkins

Publisher : Grand Central Pub

Page : 292 pages

File Size : 20,59 MB

Release : 1988-10

Category : Business & Economics

ISBN : 9780446386364

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Book Description

After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.



Scientific Selling

Author : Nancy Martini

Publisher : John Wiley & Sons

Page : 199 pages

File Size : 44,22 MB

Release : 2012-03-22

Category : Business & Economics

ISBN : 1118239601

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Book Description

Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.



Mr. Shmooze

Author : Richard Abraham

Publisher : John Wiley & Sons

Page : 121 pages

File Size : 14,81 MB

Release : 2010-10-05

Category : Business & Economics

ISBN : 0470874368

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Book Description

Reorient your selling approach Mr. Shmooze is the parable of a man who reveals the secret shared by all superstar salespeople. Selling, in its most exquisite form, is not about “taking,” nor is it about “persuading.” Selling, believe it or not, is about “giving.” Mr. Shmooze gives for a living. He starts by listening and he quickly comes to understand what people really need. His customers love him because he gives more than he takes. They trust him because he is passionate about their interests. And, at the end of the day, they reward him handsomely for bringing joy, humor and wisdom into their lives. Woven into the story are several powerful lessons for salespeople in all industries who attempt to build relationships as the emotional bridge to their clients. • Bring extraordinary passion and energy to personal communications • Generate contagious, positive feelings, lifting spirits because people buy with their emotions • Make the small, positive gestures that can lead to huge, long-term results • Abraham has had a diverse business career that has established him as a well-known expert on what makes high-performing salespeople Mr. Shmooze gives you the new approach you need to sell like you’ve never sold before!



Selling ASAP

Author : Eli Jones

Publisher : LSU Press

Page : 215 pages

File Size : 18,69 MB

Release : 2012-03-05

Category : Business & Economics

ISBN : 0807144290

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Book Description

Selling ASAP combines both timely and timeless components of selling to help professionals achieve their sales objectives in today's fast-paced business world. As the authors demonstrate, rapidly changing customer expectations have led to a dramatic shift in the business of selling. Customers no longer want product experts -- they want trusted advisors. This invaluable guide stresses the importance of viewing a sale not as a one-time encounter but as an opportunity to build a long-lasting, mutually beneficial relationship. Utilizing sound academic research and solid business practices, the authors provide strategies for better anticipating client needs and prescribing solutions that build value over time. The professional edition of Selling ASAP includes numerous practical tips, such as how to behave during a sales call, what language to use or avoid, and how to complete a transaction and begin a profitable business relationship. In addition to covering the fundamentals, Selling ASAP offers innovative sales techniques -- backed by extensive research -- for the modern salesperson.



Mastering the Art of Selling Real Estate

Author : Tom Hopkins

Publisher : Portfolio

Page : 408 pages

File Size : 27,50 MB

Release : 2004-08-03

Category : Business & Economics

ISBN :

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Book Description

Full of anecdotes, sales scripts, and proven tactics, this fully revised and updated book shows readers how to find the best listing prospects; win over "For Sale by Owner" sellers; earn the seller's trust; and more.



The Language of Sales

Author : Tom Hopkins

Publisher : Made For Success Publishing

Page : 194 pages

File Size : 17,58 MB

Release : 2019-03-26

Category : Business & Economics

ISBN : 1641464097

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Book Description

Have you ever wondered why it’s so easy to talk with some people and not with others? It’s simple—you speak the same language! This doesn’t mean that you both speak English or have a similar dialect. It means that you connect with them on some level. In selling, building trusting relationships is all about understanding people who are different from you and being flexible enough in your communication skills to relate to them. This is a learned skill! In The Language of Sales, veteran sales professionals Tom Hopkins and Andrew Eilers teach you the nuances of how to effectively and powerfully communicate with buyers, associates, and loved ones to build long-term relationships. • Make the most of communication with the proper vocabulary • Improve relationships through the written word • Read (and speak) between the lines with body language skills • Use the language of sales to overcome objections and close more sales • Self-motivate with powerful internal communication If you’re dedicated to a lifelong career in the wonderful world of selling, why not master the skills to make it your dream job? What could be better than helping more client benefit from your products and services through more powerful communication skills?



Investigative Selling

Author : Omar Periu

Publisher : Square One Publishers, Inc.

Page : pages

File Size : 30,22 MB

Release : 2013-09-25

Category : Business & Economics

ISBN : 0757052851

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Book Description

Within each super salesperson is an expert detective as skilled as Sherlock Holmes. Now, Omar Periu, nationally renowned “high energy” sales trainer, provides readers with the secrets of becoming a top sales professional through investigative selling techniques. The author not only details vital skills, but also explains the most effective way to apply these proven techniques to a range of sales activities, from prospecting to presenting to closing.