Perfekte Formulierungen F R Deinen Vertriebserfolg
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Perfekte Formulierungen F R Deinen Vertriebserfolg
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Author : Werner F. Hahn
language : de
Publisher: BoD – Books on Demand
Release Date : 2018-09-17
Perfekte Formulierungen F R Deinen Vertriebserfolg written by Werner F. Hahn and has been published by BoD – Books on Demand this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-17 with Business & Economics categories.
671 perfekte Formulierungen für jede Verkaufssituation: Was sagst du ganz konkret in den unterschiedlichen Verkaufssituationen? Bei meiner Begleitung von über 2.153 Verkäufern im Tagesgeschäft habe ich gelernt: - Der überwiegende Teil der Verkäufer ist schlecht vorbereitet, - Sie gehen ohne Ziele in das nächste Verkaufsgespräch, - Ihre Sprache ist negativ, gespickt mit vielen Konjunktiven und fast nur geschlossenen Fragen. Und dann wundern sie sich, dass das Verkaufsgespräch beendet ist, bevor es überhaupt begonnen hat. Konsequenz: Mein Auftrag. Null Umsatz. Schade! Wie du positiv und zielorientiert formulierst, habe ich in diesem Buch beschrieben. Setzt du diese Sätze konsequent um, wirst du mehr qualifizierte Termine und mehr profitable Aufträge bekommen.
Ceo Branding
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Author : Marc Fetscherin
language : en
Publisher: Routledge
Release Date : 2015-06-19
Ceo Branding written by Marc Fetscherin and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-06-19 with Business & Economics categories.
CEO Branding advances our understanding of the importance and impact that CEOs have on companies. In recent years, there has been a growing body of interdisciplinary literature on this powerful aspect of branding, and Fetscherin has invited a leading panel of international scholars and practitioners to contribute original chapters in their area of expertise. The book introduces the concept of the CEO as a brand, and outlines the "4Ps" of this branding mix – the CEO (person), personality, prestige (reputation), and performance. It discusses the CEO branding process, and demonstrates the many ways in which this ‘human brand’ affects the company in financial terms (such as performance, profit, and stock returns), as well as non-financial terms (reputation, trust, and firm strategy). The book also includes ‘lessons learned’ and many examples that illustrate how companies can measure and manage the CEO brand. This comprehensive, authoritative volume will give students, researchers, marketing and communication managers, and CEOs themselves a thorough understanding of all aspects of the CEO brand. A must read for any CEO who is serious about developing, managing and measuring their own brand. For more information, visit www.ceobranding.org
No Is Short For Next Opportunity
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Author : Martin Limbeck
language : en
Publisher: Morgan James Publishing
Release Date : 2014-11-18
No Is Short For Next Opportunity written by Martin Limbeck and has been published by Morgan James Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-11-18 with Business & Economics categories.
“This outstanding book goes straight to the heart of successful selling, showing you how to develop unshakable self-confidence in every sales situation” (Brian Tracy, author of Ultimate Sales Success). “A no does not mean that you should give up,” argues sales maven Martin Limbeck. “On the contrary, a no means you should keep at it.” Selling is easy if you can offer the lowest price or a top brand that everyone wants. But what if you don’t? What if the client says no? In sales, rejection comes with the territory. You will hear no, and you will hear it frequently. It’s normal. What’s important is what you do with that no . . . The right attitude toward selling is your key to success. Passion, pride, and perseverance are your most important assets. No Is Short for Next Opportunity will inspire you to develop the proper mindset for selling and to seal more deals. “This book is not an option for anyone who has ever heard the word “no”—buy it and read it today and start getting ‘yes’ tomorrow.” —Jeffrey Gitomer, author of The Little Red Book of Selling “This book will keep you going and growing throughout your career. I recommend it.” —Mark Sanborn, author of The Fred Factor and You Don’t Need a Title to Be a Leader “This book is bigger than sales. It’s a book about lifelong success. Your success.” —Randy Gage, author of the New York Times–bestseller Risky Is the New Safe “Read Martin Limbeck’s book and you will learn how to get past the no and realize your true potential.” —Ron Karr, author of Lead, Sell or Get Out of the Way “Compelling, complete, and courageous, this book will show you how to sell successfully to others and how to overcome the objections of even your most important client—you. I got new ideas and a new sense of hope from the very first page!” —Monica Wofford, CSP, CEO, Contagious Companies Inc. and author of Make Difficult People Disappear
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
The New Handshake
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Author : Joan C. Curtis
language : en
Publisher: Bloomsbury Publishing USA
Release Date : 2010-08-05
The New Handshake written by Joan C. Curtis and has been published by Bloomsbury Publishing USA this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-05 with Business & Economics categories.
This book offers an up-to-date and definitive explanation of how to build relationships via social media in the sales process and is a guide to encouraging sales people to embrace these revolutionary techniques. With more than 400 million active users on Facebook alone (50 percent of whom log in on any given day), today's social media-oriented climate has redefined the way people communicate and interact. It's also changed the way consumers operate in the marketplace. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology. In The New Handshake: Sales Meets Social Media, coauthors Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. It contains case examples that justify incorporating social media in business. The final chapters of the book describe each social network, explain how they work, and create a road map for a social media sales strategy—including how to empower salespeople to overcome their resistance to change.
The Science Of Selling
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Author : David Hoffeld
language : en
Publisher: Penguin
Release Date : 2016-11-15
The Science Of Selling written by David Hoffeld and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11-15 with Business & Economics categories.
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 Cost Of Bad Behavior
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Author : Christine Pearson
language : en
Publisher: Penguin
Release Date : 2009-07-09
The Cost Of Bad Behavior written by Christine Pearson and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-07-09 with Business & Economics categories.
Why incivility at work is a bigger problem than you suspect In an accessible and informative style, Pearson and Porath examine the toll that bad behavior can have on otherwise well-functioning companies. And they reveal strategies that successful organizations are using to stop incivility before it takes hold. Whether it's a standoffish coworker or an arrogant boss, incivility at the office doesn't just affect the moods of a few employees; it hurts an entire company. Consider these statistics: 12 percent of all employees say they've left jobs because they were treated badly. Fortune 1000 executives spend roughly seven weeks per year resolving employee conflicts. And an astonishing 95 percent of Americans say they've experienced rudeness at work. Christine Pearson and Christine Porath examine the devastating toll that bad behavior can have on otherwise well-functioning companies. Combining their own scientific research with stories from fields as diverse as criminology, education, and psychology, they show how to spot the roots of incivility, rip them out, and create a culture of respect. They urge managers to stop making excuses, set a zero-tolerance policy, and lead by example. Bestsellers like The No Asshole Rule and The Power of Nice have shown the hunger for more civility at work; now The Cost of Bad Behavior shows exactly what to do about it.
Brilliant Selling
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Author : Tom Bird
language : en
Publisher: Pearson UK
Release Date : 2014-12-15
Brilliant Selling written by Tom Bird and has been published by Pearson UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-12-15 with Business & Economics categories.
You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you will receive via email the code and instructions on how to access this product. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.
The Psychology Of Design
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Author : Rajeev Batra
language : en
Publisher: Routledge
Release Date : 2015-07-24
The Psychology Of Design written by Rajeev Batra and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-24 with Business & Economics categories.
Design plays an increasingly larger role today in creating consumer desire for products and liking for commercial messages. However, the psychological processes involved are only partially understood. In addition, design is inherently interdisciplinary, involving (among others) important elements of aesthetics, anthropology, brand strategy, creativity, design science, engineering, graphic design, industrial design, marketing, material science, product design, and several areas within psychology. While researchers and practitioners in all of these fields seek to learn more about how and why "good" design works its magic, they may benefit from each other’s work. The chapters in this edited book bring together organizing frameworks and reviews of the relevant literatures from many of these contributing disciplines, along with recent empirical work. They cover relevant areas such as embodied cognition, processing fluency, experiential marketing, sensory marketing, visual aesthetics, and other research streams related to the impact of design on consumers. Importantly, the primary focus of these chapters is not on product design that creates functional value for the targeted consumer, but rather on how design can create the kind of emotional, experiential, hedonic, and sensory appeal that results in attracting consumers. Each chapter concludes with Implications for a theory of design as well as for designers.
Consultative Selling
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Author : Mack Hanan
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 1970
Consultative Selling written by Mack Hanan and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with Business & Economics categories.
Textbook on consultative salespersonhip - gives an introduction to the principles of consultative selling and describes the business management strategies, the profit planning strategies and Motivation to ' personal negotiation' with clients on which the new role of the salesman is based.