Professional Selling In The 21st Century
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Professional Selling In The 21st Century
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Author :
language : en
Publisher:
Release Date : 2019
Professional Selling In The 21st Century written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with categories.
Soft Selling In The 21st Century
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Author : Linda Mcdonald
language : en
Publisher: Page Publishing Inc
Release Date : 2021-03-09
Soft Selling In The 21st Century written by Linda Mcdonald and has been published by Page Publishing Inc this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-03-09 with Business & Economics categories.
Linda McDonald has extracted the essential gems from her renowned sales training seminars and concentrated them all in one pure diamond of a book. Soft Selling in the 21st Century is an easy-to-follow prescription for sure-fire sales success. Linda covers essential preparation to sell, from goal-setting to eliminating the competition. Then she lays out a clear "Blueprint of Sales" that will guide any reader, from beginner to seasoned professional, to foolproof closings. Throughout she emphasizes the new musts for 21st-century sales: educating the client and stellar service.
Personal Selling
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Author : Hock-Hwa
language : en
Publisher:
Release Date : 2017-10-15
Personal Selling written by Hock-Hwa and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-10-15 with Sales presentations categories.
The book Personal selling is pegged as the primary selling enablement text; dedicated to the development of Sales Professionals of the 21st century. The publication introduces Personal selling as the fundamental approach usually practiced by salespeople during the execution of exchanges in business transactions. Research has shown that the level of success in Personal Selling is in the first instance, dependent on the ability of the seller in selling the seller's personal SPECS (S= Spirit, P= Practice, E= Engagement, C= Close, S= Satisfaction). With seller's SPECS led transactional success continually reinforced in this manner, a salesperson life time career in Professional Selling is then capable of being steadily advanced as the SPECS factors of the seller are increasingly preferred by the buyer with each exchange accomplished.
21st Century Selling
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Author : Steve Harrington
language : en
Publisher:
Release Date : 2014-06-15
21st Century Selling written by Steve Harrington and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-15 with Business & Economics categories.
The art of sales has changed as the demands of your audience have changed. This book gives you the skills you need to be the best. In his new book Steve covers all the detail you need to know to get ahead of your competitors and win more deals. He covers the education selling process, from start to finish, which sets you apart from the rest. You will learn • The most effective ways to get in front of the right contact • How to map out exactly what you need to tell them to get their attention • How to get away from selling on price • How to satisfy all the requirements of your prospects and their business • How to create the most effective presentations • The top 5 things you need to develop to be the most effective sales person you can be • The top hints and tips from the best Steve really encapsulates the essence of what it takes to be the best. If you are a professional sales person then this book will take you to the next level.
Integrity Selling For The 21st Century
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Author : Ron Willingham
language : en
Publisher: Currency
Release Date : 2003-06-17
Integrity Selling For The 21st Century written by Ron Willingham and has been published by Currency this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-06-17 with Business & Economics categories.
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Sales Pro Success Secrets
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Author : Brian Lambert
language : en
Publisher: Lulu.com
Release Date : 2006-10-01
Sales Pro Success Secrets written by Brian Lambert and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-10-01 with Business & Economics categories.
This book will arm you with a solid understanding of what professional selling entails. It will explain the various selling environments, the way sales teams are organized, and provide an explanation of what it takes to succeed. Would a Doctor begin operating on a patient without an understanding of the circulatory system, digestive system, or other important definitions of human anatomy? Absolutely not! Just as every profession provides an explanation of what it takes to succeed while providing a common language of understanding, so too should every new salesperson understand "what" selling is, before you begin to learn "how" to sell. The authors provide a conversational real-world explanation of what selling is while sharing important insights one what helped them succeed as top performing sales representatives at Hewlett Packard and Dun & Bradstreet and various other selling environments.
Action Research For Professional Selling
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Author : Mr Peter McDonnell
language : en
Publisher: Gower Publishing, Ltd.
Release Date : 2014-07-28
Action Research For Professional Selling written by Mr Peter McDonnell and has been published by Gower Publishing, Ltd. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-28 with Business & Economics categories.
Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.
The 21 Irrefutable Rules For Selling In The 21st Century
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Author : Joe Kirday
language : en
Publisher: Author House
Release Date : 2011-05-24
The 21 Irrefutable Rules For Selling In The 21st Century written by Joe Kirday and has been published by Author House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-05-24 with Business & Economics categories.
During the years I served as a senior officer and then Chairman and CEO of ServiceMaster, I had the privilege and opportunity of working with Joe Kirday and seeing him grow as a manager, salesperson, and executive. He knows what it means to make the sale and to develop meaningful relationships of trust with customers. This book reflects the wisdom of someone who not only has the knowledge of selling, but also one who has made it happen. C. William Pollard Chairman and CEO (Ret) The ServiceMaster Company Over the past 25 years I have had the privilege to work with Joe Kirday. Joe has always been an executive within our ServiceMaster organization who can get results and make the sale. In this book, you will learn about the ways that Joes sells with his hands, head and heart. It is a great book that will give you an opportunity to learn some very powerful tools to make the sale. Mike Isakson President and COO ServiceMaster Franchise Group Even though I am not officially a sales person, still I learned a lot about the basic principles of selling through reading Joe's delightful book. I believe the principles he puts forward are irrefutable. Selflessness and a desire to meet the needs of others are basic for all jobs and professions. I heartily recommend this book to all who would like to improve their lives and their bottom line. Dr. David King (Th.D.) Pastor and Southern Baptist Missionary to Lebanon Show More Show Less
Integrity Selling For The 21st Century
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Author : Ron Willingham
language : en
Publisher: National Geographic Books
Release Date : 2003-06-17
Integrity Selling For The 21st Century written by Ron Willingham and has been published by National Geographic Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-06-17 with Business & Economics categories.
“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
How To Develop Professional Selling Skills Techniques Based On Common Sense Ethics
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Author : Anthony J. Danna
language : en
Publisher: Trafford Publishing
Release Date : 2005
How To Develop Professional Selling Skills Techniques Based On Common Sense Ethics written by Anthony J. Danna and has been published by Trafford Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Business & Economics categories.
The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.