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SNAP Selling

Author : Jill Konrath

Publisher : Penguin

Page : 255 pages

File Size : 38,71 MB

Release : 2010-05-27

Category : Business & Economics

ISBN : 1101432950

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Book Description

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.



Agile Selling

Author : Jill Konrath

Publisher : Penguin

Page : 274 pages

File Size : 48,22 MB

Release : 2015-07-07

Category : Business & Economics

ISBN : 1591847915

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Book Description

Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.



More Sales, Less Time

Author : Jill Konrath

Publisher : Penguin

Page : 258 pages

File Size : 40,23 MB

Release : 2016-12-06

Category : Business & Economics

ISBN : 0698155602

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Book Description

"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day. In my entire career, I'd never faced a sales problem of this magnitude." Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away. Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success. In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to: • Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media. • Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers. • Optimize your sales processes to eliminate redundancies and wasted time. • Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game. Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter.



Summary: SNAP Selling

Author : BusinessNews Publishing,

Publisher : Primento

Page : 43 pages

File Size : 41,98 MB

Release : 2014-11-12

Category : Business & Economics

ISBN : 2511022222

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Book Description

The must-read summary of Jill Konrath's book: "SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers". This complete summary of the ideas from Jill Konrath's book "SNAP Selling" shows that most people you try and sell to today will be crazy-busy – frazzled and run off their feet with too much to do. You’ve got to allow for this and change the way you sell to align more with how people make decisions today. In her book, the author presents the SNAP approach to selling, which is designed to help customers make the right decisions and agree to what you propose as a solution. This summary is a must-read for salespeople who want to connect with their customers and make a sale every time. Added-value of this summary: • Save time • Understand key concepts • Expand your sales skills To learn more, read "SNAP Selling" and discover the key to influencing your customers purchasing decisions.



SPIN® -Selling

Author : Neil Rackham

Publisher : Taylor & Francis

Page : 253 pages

File Size : 18,2 MB

Release : 2020-04-28

Category : Business & Economics

ISBN : 1000111482

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Book Description

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.



High-Profit Selling

Author : Mark HUNTER

Publisher : AMACOM Div American Mgmt Assn

Page : 289 pages

File Size : 30,73 MB

Release : 2012-02-14

Category : Business & Economics

ISBN : 0814420095

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Book Description

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.



Insight Selling

Author : Mike Schultz

Publisher : John Wiley & Sons

Page : 263 pages

File Size : 42,91 MB

Release : 2014-04-30

Category : Business & Economics

ISBN : 1118875060

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Book Description

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.



Snappsy the Alligator (Did Not Ask to Be in This Book)

Author : Julie Falatko

Publisher : Penguin

Page : 44 pages

File Size : 20,2 MB

Release : 2016-02-02

Category : Juvenile Fiction

ISBN : 0698154940

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Book Description

Snappsy the alligator is having a normal day when a pesky narrator steps in to spice up the story. Is Snappsy reading a book ... or is he making CRAFTY plans? Is Snappsy on his way to the grocery store ... or is he PROWLING the forest for defenseless birds and fuzzy bunnies? Is Snappsy innocently shopping for a party ... or is he OBSESSED with snack foods that start with the letter P? What's the truth? Snappsy the Alligator (Did Not Ask to Be in This Book) is an irreverent look at storytelling, friendship, and creative differences, perfect for fans of Mo Willems.



Baseline Selling

Author : Dave Kurlan

Publisher : Dave Kurlan

Page : 233 pages

File Size : 38,33 MB

Release : 2005-11

Category : Business & Economics

ISBN : 1420895672

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Book Description

Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested". They'll sell at higher margins by using the "Rule of Ratios". Their closing percentages will improve dramatically as they implement the simple Inoffensive Close". Salespeople selling commodities, struggling to differentiate themselves, will love "Commodity Busters" and every salesperson will be able to shorten their sell cycle by "Taking a Lead". Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the "sales bases" without over-complicating the process.



The Challenger Sale

Author : Matthew Dixon

Publisher : Penguin

Page : 242 pages

File Size : 31,92 MB

Release : 2011-11-10

Category : Business & Economics

ISBN : 1101545895

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Book Description

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.