Selling From Why
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Selling From Why
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Author : Andrew James
language : en
Publisher:
Release Date : 2019-01-29
Selling From Why written by Andrew James and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-29 with categories.
Sales training and development in the PEO industry has lagged behind the industry's evolution for far too long. 'Selling from WHY' attempts to shed new light on a methodology and process intended to shorten the timeline to success for new salespeople entering the industry as well as help improve the efforts of those more tenured. By upsending the sales methodology and moving traditional training of PEO away from product knowledge and towards value and process, Andrew James has created a book that will redefine sales in the industry.His experience working within the PEO landscape for over twelve years helping design the modern sales method employed by a number of regional and national professional employers has given him the necessary voice to help train the next generation of PEO professionals. Regardless of your tenure, if you are looking to improve your sales efforts, learn how to master the complexities of the sale, or simply gain some additional insight into how best to position yourself competitively, this book is for you.
Selling From Why
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Author : Andrew James
language : en
Publisher:
Release Date : 2018-10-30
Selling From Why written by Andrew James and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-10-30 with categories.
Sales training and development in the PEO industry has lagged behind the industry's evolution for far too long. 'Selling from WHY' attempts to shed new light on a methodology and process intended to shorten the timeline to success for new salespeople entering the industry as well as help improve the efforts of those more tenured. By upsending the sales methodology and moving traditional training of PEO away from product knowledge and towards value and process, Andrew James has created a book that will redefine sales in the industry.His experience working within the PEO landscape for over twelve years helping design the modern sales method employed by a number of regional and national professional employers has given him the necessary voice to help train the next generation of PEO professionals. Regardless of your tenure, if you are looking to improve your sales efforts, learn how to master the complexities of the sale, or simply gain some additional insight into how best to position yourself competitively, this book is for you.
Focus On Buyers
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Author : Rebecca Fritzson
language : en
Publisher: iUniverse
Release Date : 2003-10
Focus On Buyers written by Rebecca Fritzson and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10 with Business & Economics categories.
Bookstores are full of books about how to sell. From prospecting to closing, sales people are searching for ways to be more successful. Very few focus on the most important element in a sale-the buyer. Focus on Buyers turns the sales process upside down and begins with the end. If you understand how buyers buy, you will sell more effectively. Whether you're in sales, marketing, or customer service, you may find yourself wondering: · Why are my prospects behaving this way? · How do I move someone forward in the sales cycle? · How can I influence my prospects so they believe my product will solve their problem? Jeff and Rebecca Fritzson teach these concepts to sales people worldwide. They find that once sales people understand their buyer's perspective, they increase their personal sales and develop better customer relationships. Focus on Buyers will take you on a journey of discovery through your buyer's thought processes. Beginning with change, the starting point of any buying process, and continuing through the individual buying states people navigate on their way to making a purchase, Focus on Buyers provides the map that will help you find your way to increased sales.
Selling With Noble Purpose
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Author : Lisa Earle McLeod
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-09
Selling With Noble Purpose written by Lisa Earle McLeod 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 2020-09-09 with Business & Economics categories.
Don’t let anyone tell you that you have to choose between making money and making a difference. Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas. Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers. This new edition covers: How firms overcome ferocious competition and how you can do the same Why sales organizations with a clear NSP outperform traditional sales teams How to avoid the trap of behaving like a transactional salesperson Why well-intended leaders often unknowingly erode purpose and differentiation How to use your NSP to increase customer engagement Why an NSP gives you clarity during times of uncertainty In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.
Jeffrey Gitomer S Little Red Book Of Selling
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Author : Jeffrey Gitomer
language : en
Publisher: Sound Wisdom
Release Date : 2023-06-20
Jeffrey Gitomer S Little Red Book Of Selling written by Jeffrey Gitomer and has been published by Sound Wisdom this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-06-20 with Business & Economics categories.
How can this book help you make more sales right now? Jeffrey Gitomer’s Little Red Book of Selling became the all-time bestselling Classic because it’s the only sales book that focuses on BOTH “how to sell” and the unknown secret of selling, “why people buy.” Answers that every salesperson wants and needs. This classic edition also tells the never-before published backstory of how the Little Red Book came about, and includes bonus content of Jeffrey’s best ideas and thoughts. Making every bestseller list including the coveted New York Times, the Little Red Book made the Wall Street Journal list a record-setting 103 straight weeks. Sales leaders are saying, “I give it to every new salesperson.” “A MUST READ and IMPLEMENT!” “You hit the nail on the head with regards to what works and why it works.” “Bite-size chunks of sales GOLD you can absorb and use the same minute.” With self-tests and easy to grasp, real world information, the Little Red Book of Selling gives you the insight and strategies to understand why sales happen. The book includes Jeffrey’s 12.5 Principles of Sales Greatness and strategies and answers from a lifetime of selling that will teach you how to make sales. And by mastering the principles that Jeffrey Gitomer gives you, you’ll make sales happen for yourself… forever.
Selling Is Dead
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Author : Marc Miller
language : en
Publisher: John Wiley & Sons
Release Date : 2012-06-29
Selling Is Dead written by Marc Miller 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 2012-06-29 with Business & Economics categories.
A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Insight Selling
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Author : Mike Schultz
language : en
Publisher: John Wiley & Sons
Release Date : 2014-05-05
Insight Selling written by Mike Schultz 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 2014-05-05 with Business & Economics categories.
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.
Sell The Way You Buy
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Author : David Priemer
language : en
Publisher: Page Two
Release Date : 2020-04-07
Sell The Way You Buy written by David Priemer and has been published by Page Two this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-07 with Business & Economics categories.
While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.
Championship Selling
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Author : Tom Blake
language : en
Publisher: John Wiley & Sons
Release Date : 2005-09-06
Championship Selling written by Tom Blake 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 2005-09-06 with Business & Economics categories.
This book offers a powerful, yet remarkably simple, vidion of what it means to sell, as well as innovative approaches and tools for establishing mutually productive relationships with customers.
The Pirate S Guide To Sales
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Author : Tyler Menke
language : en
Publisher:
Release Date : 2019-11-03
The Pirate S Guide To Sales written by Tyler Menke and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-11-03 with categories.
"A modern-day 'How to Win Friends and Influence People' that will help you sell the right way." - Ryan Zimmer "Finally a sales book for medical sales!!"- Aaron Wozniak "It's 170 pages of all the best ideas wrapped up in 'story' with messages for life and business!! - Nick Fasulo "The Pirate's Guide to Sales is a great read for anyone who is looking to show up more authentically in a sales conversation. Pulling from many great resources and years of experience, Tyler Menke has written a book that is a valuable resource for anyone, but especially someone who is not accustomed to or afraid of selling. He lays the foundation for building the "right" relationship by saying, 'Trust is number one in buying, so you better get this right from word one is selling.' As a coach, I found this book particularly helpful in building that level of trust with my clients as I grow my practice. This is a book I'll always keep nearby." - John Neral Professional Business Coach Ever notice how no one likes to be sold, but most of us enjoy buying stuff? Where is the disconnect? In a business world that rapidly and exponentially adapts to change, our selling methods fail to keep up with human expectations. The problem with most sales books is they're written by either behavioral researchers with no real-world selling experience, or are first-hand accounts from top sales professionals and contain little to no supporting data. The Pirate's Guide to Sales uniquely blends years of selling concepts with real-world experience in a framework anyone can learn. We'd like you to think of it as a "pirate's guide" as it distills all the best research and real-world sales experiences in one easy, "how-to" book with lessons from only the best! The book will take you on a journey filled with stories for business and life. It starts with voyage prep where you'll learn strategy from the likes of Simon Sinek, Robert Cialdini, Ray Dalio, Peter Shankman, Daniel Kahneman, and more. Then you'll analyze the sale itself in, "The Six Points of Sail," and hear from other top professionals that have mastered their selling craft. Lastly, we'll spend some time learning how to sustain and grow your business as we culminate the book and voyage to a riveting finale in the "Burning of the Boats!" We hope you enjoy all the tips and tricks! As Steve Jobs said, "It's more fun to be a pirate than join the Navy." What will you learn and from whom? -Story-Selling concepts from Chip and Dan Heath -Decision making from Daniel Kahneman -Organization strategy from Peter Shankman -Human behavior and behavior change from Charles Duhigg, Jeni Cross, Will Durant, Ray Dalio, and more -Influence and persuasion from Dr. Robert Cialdini-Self Branding from Mark Manson, Matthew Dixon, and more -Uncovering "the why" from Lean/Six Sigma principles and Simon Sinek -6 points of sale with selling systems from interviews of top medical sales professionals with 30 PCLUB wins -Growing and sustaining business from Lean/Six Sigma strategy and much much more. How it's organized? Salespeople and business people like to be engaged and generally don't love reading boring research books. That is precisely why this book is different. Every chapter opens with a great anecdotal story that ties to the chapter concepts with the pirated tips in the middle, and a chapter ending