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New Sales Speak

Author : Terri L. Sjodin

Publisher : John Wiley & Sons

Page : 257 pages

File Size : 18,18 MB

Release : 2001-05-10

Category : Business & Economics

ISBN : 0471436968

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Book Description

A nationally recognized presentation coach offers her prescription for giving persuasive presentations This valuable primer was written for managers and selling professionals who give one-to-one presentations. Terri Sjodin pinpoints the nine biggest mistakes presenters make– including lack of preparation, providing too much information, being boring, an over reliance on visual aids, quirky body language, and inappropriate dress– and shows them how to avoid making them. More importantly, she provides priceless pointers on how to build a persuasive case and to deliver it with savvy, and how to find the energy, enthusiasm, and creativity needed to complete the sale. The book features a unique focus on how to develop and deliver persuasive messages. Plus, it provides step-by-step guidance on developing and employing the communications skills needed to be a successful presenter.



New Sales Speak

Author : Terri L. Sjodin

Publisher : Wiley

Page : 292 pages

File Size : 30,76 MB

Release : 2006-01-27

Category : Business & Economics

ISBN : 9780471755654

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Book Description

"New Sales Speak is the first book on the vital marriage of persuasive selling techniques and crucial speaking skills." -Harvey Mackay, author of the New York Times bestseller Swim with the Sharks Without Being Eaten Alive "An incredible book on sales effectiveness! You can learn how to release your brakes and step on your accelerator toward higher sales." -Brian Tracy, Brian Tracy International "Terri Sjodin is one of the country's top sales trainers, and her book, New Sales Speak, is a must-read for anyone in sales or sales management. Now, the Second Edition is here and it's even bigger and better! I highly recommend it." -Roger Dawson, author of Secrets of Power Negotiating "This book gives you real-world knowledge that you can apply every day. The new chapter on elevator speeches alone is worth the investment." -Eric Worre, cofounder, Better Life Media Written for anyone who gives presentations, New Sales Speak, Second Edition identifies the nine most common mistakes people make when presenting and shows you how to avoid them. Inside, you'll learn how to: Build and deliver a presentation that is persuasive rather than just informative Make the best use of your allotted time and craft interest-generating elevator speeches Just say "No!" to boring PowerPoint presentations Transform fear into energy-and more!



New Sales

Author : Mike Weinberg

Publisher : AMACOM Div American Mgmt Assn

Page : 242 pages

File Size : 21,33 MB

Release : 2013

Category : Business & Economics

ISBN : 0814431771

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Book Description

Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.



How to Say It: Business to Business Selling

Author : Geoffrey James

Publisher : Penguin

Page : 173 pages

File Size : 39,3 MB

Release : 2011-12-06

Category : Business & Economics

ISBN : 1101559039

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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.



Sales Truth

Author : Mike Weinberg

Publisher : HarperCollins Leadership

Page : 256 pages

File Size : 50,29 MB

Release : 2019-06-11

Category : Business & Economics

ISBN : 1595557547

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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.



Speak With Confidence Sell With Authority

Author : Jane M Powers

Publisher : Jane M Powers Pllc

Page : 230 pages

File Size : 37,69 MB

Release : 2018-05-04

Category : Language Arts & Disciplines

ISBN : 9780999367506

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Book Description

A favorite among entrepreneurs, Speak with Confidence, Sell with Authority is a book for those who both hate and love sales. With over 30 years experience, Jane M Powers uses her straightforward, big-hearted style to guide thousands in transforming their message to money from any platform, with her "Speak to Profit" Formula. After decades of successful speaking, coaching, and perhaps most of all, her real-life experience founding and running multi-million dollar businesses, Jane appreciates that success is truly about the power of your message. Learn to speak with confidence and sell with authority from any platform, whether it is video, podcasts, the big stage, webinars, or networking events. Turn your message to money with big impact and generate big income, whether it is an audience of 1 or 1,000 for 7 seconds or 7 hours. Deliver a powerful, heartfelt, influential message in just 17.5 seconds that will have the audience sit up and pay attention like never before. Learn to influence others and mobilize your ideal clients to take action with a simple formula. Discover how to connect, capture, and close your ideal client, time and time again with authenticity and confidence. Many people are not closing the sale because they cannot speak the buyer's language. Speak with Confidence, Sell with Authority shows you how to identify not only your C.O.R.E. Code, but the C.O.R.E. Code of your buyer. Being able to speak the right language of your ideal clients will close them time and time again. Understand how to overcome the toughest of objections and get them to their YES!



The Lost Art of Closing

Author : Anthony Iannarino

Publisher : Penguin

Page : 241 pages

File Size : 46,24 MB

Release : 2017-08-08

Category : Business & Economics

ISBN : 0735211701

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Book Description

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\



Mastering the World of Selling

Author : Eric Taylor

Publisher : John Wiley & Sons

Page : 548 pages

File Size : 44,97 MB

Release : 2010-07-30

Category : Business & Economics

ISBN : 0470651504

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Book Description

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar



The Transparency Sale

Author : Todd Caponi

Publisher : IdeaPress Publishing

Page : 0 pages

File Size : 45,60 MB

Release : 2020-06-02

Category : Business & Economics

ISBN : 9781646870226

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Book Description

The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.



Fanatical Prospecting

Author : Jeb Blount

Publisher : John Wiley & Sons

Page : 311 pages

File Size : 45,60 MB

Release : 2015-09-29

Category : Business & Economics

ISBN : 1119144760

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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!