Mastering Selling Skills

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Mastering Selling Skills

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Author : Hassan El-Zein
language : en
Publisher: Hassan El-Zein
Release Date : 2021-01-21

Mastering Selling Skills written by Hassan El-Zein and has been published by Hassan El-Zein this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-01-21 with Business & Economics categories.

Introduction Selling is a process that proceeds from devising into prospecting, encountering, and then closing. Questions that are related to these four stages must be catered to: · What technological tools must the salespeople be empowered with? · Should a salesperson interact more with existing customers or new customers? · What are the right questions that salespeople should use in addressing prospects? · What are the tactics or strategies to close the sale? After understanding all the critical elements in the selling process, one should have a deeper insight into the essentials of service, communication, and negotiation, without overlooking the importance of cultural and emotional intelligence. Service is all about consistency and catering to the needs of the customers. One of the major needs of the customer is the competitive price. What are the other major needs? What additional needs must be fulfilled for each service or business one is in? Tenacity is a major skill needed by both salespeople and customer service personnel. What are the other necessary skills? What is customer relationship management? Surely, we will answer all of this in a highly concise communicative style! Communication is all about listening, body language, proper usage, and skills of both e-mail and telephone operations, as well as presentation skills such as PowerPoint. This book has a section called “Helicopter View” that will concisely explain CRM sales and service as well as major useful shortcuts in PowerPoint. Communication must also be clear, concise, and complete. Based on this, this eBook is built! Negotiation is all about planning and anticipating. One must be well prepared to overcome impasses, know his or her reservation prices, master the major negotiation tactics, and counter them meticulously. This is not all! What happens if you have to sell something abroad? Do you have the necessary cultural intelligence? How much knowledge do you have of various cultures? What is your level of adaptation? And is that motivating enough to you? In addition to the cultural quotient, we will also cover the criticality of the emotional and adversity quotients. As you can see, selling requires a lot of skills. Yet if you attain them all as this eBook will guide you, it is guaranteed you can sell any good product or service!

Investigative Selling

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Author : Omar Periu
language : en
Publisher: Rowman & Littlefield
Release Date : 2013-09-25

Investigative Selling written by Omar Periu and has been published by Rowman & Littlefield this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-09-25 with Business & Economics categories.

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.

The Inner Game Of Selling

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Author : Ron Willingham
language : en
Publisher: Simon and Schuster
Release Date : 2011-10-25

The Inner Game Of Selling written by Ron Willingham and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-25 with Business & Economics categories.

Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Today's consumers are wise to the old-fashioned gimmicks, extremely informed about their options, and very particular about what they want. The old tricks simply do not work anymore. Willingham, author of Integrity Service and CEO of Integrity Systems, opens your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs about themselves, about what it is possible for them to sell and earn, and about what they deserve to achieve. These beliefs set the boundaries of their self-image and ultimately determine their success or failure. Willingham has synthesized his decades of experience, field-tested research, and a career-long dedication to ethical and passionate salesmanship to arrive at the groundbreaking insight that you will sell at your highest level only when you achieve emotional and spiritual alignment. Your sense of your own self-worth combined with a belief in your product will inspire that crucial ingredient in potential customers: trust. The Inner Game of Selling shows you how to overcome self-limiting beliefs and move on to a new relationship with your customers and, more important, a new relationship with yourself. Your new inner strengths will truly benefit you and your customers in any sales situation. Willingham is at the leading edge of a values shift in sales culture, from product-focus to personal empowerment. The Inner Game of Selling establishes a groundbreaking new paradigm that will utterly transform the philosophy and practice of selling.

Technical Selling Skills A Sales Engineers Master Guide To Selling Successfully

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Author : Gerard Assey
language : en
Publisher: Gerard Assey
Release Date : 2023-07-01

Technical Selling Skills A Sales Engineers Master Guide To Selling Successfully written by Gerard Assey and has been published by Gerard Assey this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-07-01 with Computers categories.

'Technical Selling Skills: A Sales Engineers Master Guide to Selling Successfully' is a Comprehensive & Powerful Practical Guide designed for Sales Engineers seeking to excel as Champions in the complex world of technical selling. It covers a Unique 8 Step Champion Sales Model: P.A.N.O.R.A.M.A. to equip you- enabling you to have a panoramic view of the entire sales process: the customer, market, industry, and competition, so you as the technical sales professional will be able to effectively tailor your approach, address customer needs, leverage market trends, offer value, differentiate your products & close successfully while empowering you to engage customers in meaningful conversations, provide valuable insights, and position your offering as the optimal solution, ultimately enhancing your ability to build trust, win business, and achieve sales success. Whether you are a seasoned professional or just starting your career, this master-book will provide you with valuable insights, practical strategies, and real-world examples to stand out as a Champion.

Secrets Of A Master Closer

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Author : Mike Kaplan
language : en
Publisher:
Release Date : 2012-06-12

Secrets Of A Master Closer written by Mike Kaplan and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-12 with Negotiation in business categories.

If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book. Here's the deal: At its core, selling isn't a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals. True salesmanship follows very specific laws, has very specific steps and stages, and leaves a customer feeling happy and helped. It's honest, respectful, enlightening, friendly, and done with real care. It's the type of selling that wins you not only customers, but fans. Not coincidentally, this is the type of selling that truly great salespeople have mastered. This is the type of selling that keeps pipelines full and moving, and that builds a strong, loyal customer base that continues to give back to you in the form of customer loyalty, reorders, and referrals. Well, that's what this book is all about. It will give you a crystal-clear picture of the exact steps that every sale must move through and why, and how to methodically take any prospect through each, and eventually to the close. And how to do it with integrity and pride. In this book, you'll learn things like... . The eight precise steps of every sale. Leave any out, and you will struggle. Use them all correctly, and you will be able to close unlimited sales. . How to easily discover which prospects can use and pay for your product/service, and which can't. Time is your most valuable commodity as a salesperson, and if wasted, it costs you money. . The true purpose of the presentation and the crucial, often-missing steps that need to be taken first. If you're making the same presentation mistakes as most other salespeople, this chapter alone could double your sales. . Learn how to smoothly create an abundance of closing opportunities, and know when to act on them and close. This is the hallmark of every master closer. Learn it, use it, and profit. . Why it's a myth that you need to know multiple ways to close deals. Learn this one, simple method, and you'll be able to use it to close all of your sales. . Simple formulas to turn any objection into a closing opportunity. Use them and never fear hearing a prospect's objection ever again. . And a whole lot more! This is more than a just a book, really. It's a step-by-step sales training course. Each chapter ends with precise exercises that will help you master each technique taught and each step of the sales process. If you are new to sales, make this book the first one you read, and you will greatly increase your chances for quick success. If you are a seasoned veteran and are looking for ways to improve your numbers, this book will help you make your sales goals a reality. SPECIAL BONUS FOR READERS! With this book you'll also get a free "Road Map" from the author that lays out, in a PDF chart, every step and key principles taught in the book. Print it out and keep it handy because it makes for a great "cheat sheet" to use while selling, or just to refresh on what you've learned. Scroll up, click the "Buy" button now, learn the secrets of master closers, and use them to sell more, sell easier, and sell faster!"

Spin Selling

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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28

Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.

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.

The Psychology Of Selling

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Author : Brian Tracy
language : en
Publisher: HarperCollins Leadership
Release Date : 2006-07-16

The Psychology Of Selling written by Brian Tracy and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-07-16 with Business & Economics categories.

Based on the Bestselling Audio Series, OVER ONE MILLION SOLD How To Double and Triple Your Sales in Any Market. Understanding the "psychology of selling" is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again. In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves more effective. You'll learn: "The inner game of sales and selling." How to eliminate the fear of rejection. How to build unshakeable confidence. The psychology of why people buy and how to leverage it. The Psychology of Selling quickly gives you a series of ideas, methods, strategies, and techniques that you can use right away to make more sales, faster and easier than ever before. More salespeople have become millionaires by listening to and applying these ideas than from any other sales training process ever developed.

Mastering The Complex Sale

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Author : Jeff Thull
language : en
Publisher: John Wiley and Sons
Release Date : 2010-03-10

Mastering The Complex Sale written by Jeff Thull and has been published by John Wiley and Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-03-10 with Business & Economics categories.

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Mastering The World Of Selling

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Author : Eric Taylor
language : en
Publisher: John Wiley & Sons
Release Date : 2010-07-30

Mastering The World Of Selling written by Eric Taylor and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-07-30 with Business & Economics categories.

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

Mastering Major Account Selling

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Author : Richard Ruff
language : en
Publisher: eBookIt.com
Release Date : 2013-05-26

Mastering Major Account Selling written by Richard Ruff and has been published by eBookIt.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-05-26 with Business & Economics categories.

Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. Three core sales performance skills are addressed in Chapter 1 a asking questions, active listening and positioning your capabilities. Best practices for five business development competencies are explored in Chapter 2: identifying leads, qualifying leads, preparing for calls, handling objections, and obtaining commitment.