Surviving Salespeople
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Surviving Salespeople
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Author : Tasha Hicks
language : en
Publisher:
Release Date : 2020-05-24
Surviving Salespeople written by Tasha Hicks and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-24 with categories.
SURVIVING SALESPEOPLE isn't a book about how wonderful it is to work with salespeople. Rather, it's a guide to help you identify the most common and frustrating salesperson behaviors and learn how to work with them. By understanding the behaviors that cause the most frustration for marketers and by putting tactics in place to anticipate and address them, you'll be better prepared to avoid frustration and get the results you need from your organization's sales team. Most books and articles that discuss the relationship between marketing and sales suggest aligning the two departments in more of a collaborative relationship. However, if you look beyond the team-building platitudes, these place the bulk of the responsibility in achieving this unity on the shoulders of the marketing team. This book is different. It doesn't give you, the marketer, team-building techniques or strategies to improve collaboration between marketing and sales. It doesn't explain what marketing can do to better support sales efforts. Rather, it's a practical survival guide for individuals in marketing who need to work with the sales team and still remain both productive and sane. SURVIVING SALESPEOPLE describes actions and reactions, outlines how you can anticipate frustrating salesperson behaviors, avoid them if possible, address them when they arise, and even use them to gain the upper hand in your working relationships. When reading this book, you'll recognize some of the behaviors, although you may not have put a name to them before. Now you'll be able to recognize and even anticipate them, and you'll have strategies to implement. By following the advice in this book, you'll develop a better relationship with your sales team, save yourself unnecessary work and frustration, and be able to run more successful marketing programs.
The Accidental Sales Manager
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Author : Suzanne Paling
language : en
Publisher: Entrepreneur Press
Release Date : 2010-10-01
The Accidental Sales Manager written by Suzanne Paling and has been published by Entrepreneur Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-10-01 with Business & Economics categories.
•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.
Time Management
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Author : Dave Kahle
language : en
Publisher: Red Wheel/Weiser
Release Date : 2013-08-22
Time Management written by Dave Kahle and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-22 with Business & Economics categories.
The life of a 21st-century salesperson is a battle…with an overwhelming number of things to do, ever-rising expectations, and conflicting pressures. Customers are more sophisticated, more demanding, and harder to see then ever. Voice mail has made it necessary for many salespeople to spend an inordinate amount of time on the phone. Salespeople are being asked to collect more information about their customers, report in ever-more sophisticated ways, use more and more complex computer programs, and take part in more meetings than ever before.
Confessions Of An Accidental Salesman
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Author : Ronald Ziffer
language : en
Publisher: AuthorHouse
Release Date : 2008-12-08
Confessions Of An Accidental Salesman written by Ronald Ziffer and has been published by AuthorHouse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-12-08 with Biography & Autobiography categories.
Ronald Ziffer has been in sales for almost forty years. The book is a concise but tell-all account of all the trials and tribulations and successes and failures of his unintended career in sales. It is a gut level account of all the experiences that formed and shaped his feelings. It is a "must read" for those who are considering a career in sales, as well as those who wish to re-invent their selling skills. Ziffer pulls no punches!
The Sales Rep Survival Guide
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Author : Mike Swedenberg
language : en
Publisher: iUniverse
Release Date : 2001-05-30
The Sales Rep Survival Guide written by Mike Swedenberg and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-05-30 with Business & Economics categories.
PURPOSE OF THIS BOOK: IS SELLING FOR YOU? The scope of this book is to provide a practical guide for the day-to-day operation of a sales representative in a territory. This handbook is useful to all salespeople regardless of experience. It doesn’t matter if you work for a large or small corporation. You could be commissioned, salaried or self-employed. This book can help you.
Introvert Sales Survival Manual
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Author : Red Stafstrom
language : en
Publisher: Broken Salespeople LLC
Release Date : 2022-12-10
Introvert Sales Survival Manual written by Red Stafstrom and has been published by Broken Salespeople LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-12-10 with categories.
INTROVERTS CAN BE BETTER AT SALES THAN EXTROVERTS! You have every right to be skeptical about this claim, but introverts like yourself can be the best salespeople in your organization. Introverts tend to have more talent when it comes to complex problem solving, authentic curiosity, and deep one-on-one conversations. These are the traits in great salespeople. Sadly, the sales profession has been built for extroverts. Many of us are told if we want to double our sales, we should make twice the calls. That doesn't work for introverts. We work in a loud profession, and this makes it harder to stand out amongst our more talkative coworkers. This book will take you less than 2 hours to read and will help you build the sales career that works for you. It is not more cold calling. constant networking, or becoming another cog in a KPI factory.. It is all about using your social battery to its highest potential to make the income you want. It is about using your energy to sell in a way that works for yourself, your customers, and your companies.
Prospecting For New Clients
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Author : Dave Kahle
language : en
Publisher: Red Wheel/Weiser
Release Date : 2013-08-22
Prospecting For New Clients written by Dave Kahle and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-22 with Business & Economics categories.
There is probably no task in the world of sales that causes more sleepless nights, sweaty palms, and frustrated salespeople, sales executives, and business owners than acquiring new customers. The vast majority of salespeople would prefer to never have to call on a prospect. The process is fraught with rejection, frustration, and wasted time and effort.
Insights And Answers
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Author : Dave Kahle
language : en
Publisher:
Release Date : 2005
Insights And Answers written by Dave Kahle and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Distributors (Commerce) categories.
The tool kit of the successful salesman is always open to new additions. Many of these come in the form of questions to be answered - answers given - lessons learned - obstacles overcome - and insights gained from problems solved. This valuable, 190 page volume contains a potent mix of wisdom shared in articles, and related questions answered during personal discussions. Now, for the first time, the best and most useful of these insights and answers have been assembled into a single volume for easy reference and practical inspiration. This is a powerful and timely addition to every sales tool kit that you can read from cover to cover - or use as a daily reference tool for reviewing specific topics that fit your needs for a particular customer or occasion. It''s like putting Dave Kahle''s wisdom inside your head whenever you need it. The topics are specific and right to the point - with questions and answers to complete the learning and support cycle of this dynamic format. * Evaluating Yourself * Dealing with Change * Integrity * Strategic Planning * Relationship Building * Selling Commodities * Dealing with Voicemail * Asking Good Sales Questions * Critical Thinking * Managing Information * Staying Motivated and more... Here''s what readers of advanced copies are saying: "Insights & Answers, what a great book for all sales people but particularly for distributor representatives. I''ve been in the business for 35 years and I found the book to be right on the money in terms of philosophy and mindset. I particularly enjoyed chapter three which dealt with integrity as a sales strategy. Trust is a critical issue in the selling profession and as Dave says it ''the more your customer trusts you, the less risk your customer feels in dealing with you, and the less time necessary to invest in understanding the product, service or program you are offering!''" William A. Fidler, President ~ Brenntag Mid-South, Inc. "Wow! Insights and Answers, what a refreshing and right on book pertaining to professional sales... My twenty five plus years of selling have taught me that the principals that Dave Kahle covers in Insights & Answers should apply to everyone in distribution sales, or for that matter, could apply to all outside sales people." Thomas E. Ehigh, Sales Manager ~ Consolidated Supply Company "Dave Kahle''s new book is a nuts and bolts ''how-to'' guide to become a consultative seller.... Insights & Answers is an excellent coaching tool for sales managers. It is organized in a way that any chapter may be pulled out and used as a stand alone reference tool for a specific coaching situation, like how to position pricing in a competitive commodity situation or how to get beyond voice mail. Or sales managers may want to select a new chapter to be incorporated in every sales meeting. Insights & Answers is another terrific developmental tool from Dave Kahle that presents information concisely and logically. I recommend it for any sales person at any level." John Pirner ~ Powermation "Insights & Answers is a must read for distribution sales and management... Dave begins by reminding us change is absolutely necessary. With a background in distribution sales, Dave presents a complex understanding of the fear associated with change. He then supports the refreshing proposition that sales people need to change their behavior and take responsibility for their own actions. Amazing, I think all society can take a lesson from these pages. As if this were not refreshing enough we then learn the old fashion values of hard work and integrity are the key to building lasting relationships. Dave is an excellent communicator. In these pages he shares many of his experiences using a question and answer format. I will definitely keep a copy of Insights & Answers available at all times." Stan Johnson, VP National Sales ~ SAFEO, Inc. "I don''t know when I have read a better book that covers all the basics of what it takes to be a successful salesperson. The first thing it did was remind me of the many things I had forgotten or taken for granted, assuming others know already all those things. When this book is published it will be in the hands of all my managers to use along with their salespeople. I just don''t know how you could not be successful using it as a guide with your salespeople!" Doug Rathbun, SVP ~ Lumbermen''s Inc. "Dave Kahle''s latest book, Insights & Answers, offer the Kahle faithful a host of new tips and techniques for facing the distribution sales world with new tactics for our every changing sales environment. For those new to the teachings of Mr. Kahle, it will become very clear that the observations outlined in this book along with suggested responses are today''s reality. No matter what business practice or procedure is being discussed, everyone agrees that the pace of change picks up speed every day. Sales managers as well as sales reps need to be keenly aware of the new hurdles and obstacles faced in today''s marketplace and equip themselves with the appropriate tools and resources to adjust to the fast paced changes. This book provides a great basis to arm the sales force with insight into today''s most commonly asked questions along with thought provoking answers." Jim Scarlett ~ Scarlett Machinery, Inc. "Insights & Answers is a virtual ''specification book'' for distributor sales personnel!! Easy to read and understand, Insights & Answers provides answers and guidelines to some of today''s most often asked sales questions. The profession of sales, and more importantly, the needs of customers, continue to change and evolve. Insights & Answers offers several ''specifications'' for becoming important to your customers and ensuring their and your mutual success! Dave''s common sense approach to today''s issues are refreshing and valuable to sales ''rookies'' as well as seasoned veterans." Tom Rosendahl, SVP Sales/Marketing ~ Dakota Supply Group, Inc. "This is definitely a ''Don''t Leave Home Without It'' book for those in the distributor sales profession! Noted sales trainer - and the head genius of distributor sales - Dave Kahle succinctly describes 12 effective sales techniques. Each tip gets a chapter with several nuggets of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn''t matter if you''ve heard some of these common sense ideas before because Kahle''s compilation is so on-target, lively and encouraging. This volume reminds you of leading sales techniques that will build your customer base and increase your sales. If you''re in the business of distributor sales this manual will boost your communications, planning, knowledge, visibility and confidence. Kahle tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to me, given that the author doesn''t only write - he also sells!" Julie Webb, Senior Training & Development Specialist ~ Mohawk Industries
Insurance Sales Survival Guide
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Author : John Jenkins
language : en
Publisher:
Release Date : 2020-07-29
Insurance Sales Survival Guide written by John Jenkins and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-07-29 with categories.
As it pertains to this book so far throughout his life, he has sold hundreds of insurance policies and successfully closed thousands of sales deals ranging from almost any type of in-home sales as well as network marketing sales where it involves people. More importantly he has mastered the art of closing and has decided to share this skill that can be learned by anyone if you apply it. He will be teaching you how to successfully close business on your first appoint. The Do's and the Don'ts. John is unique in that he won't teach you any strategy that he hasn't proven to work successfully in real-life selling situations. One single strategy alone has tripled the sales volume of many listeners. Imagine knowing the words, the lines, the techniques, the closes, and the tactics of the top 5 percent of salespeople in America!* Sixteen words of sales jargon never to use with a potential client* Seven buying signals that tell when someone is ready to buy* A simple strategy for finding qualifying leads rather than wasting time with non-buyers* Five keys to overcoming rejection and becoming fearless* Sixteen word-for-word closes - exactly how to ask for the saleConsidered the number-one resource for mastering closing skills, there's no hype or theory here, just proven, effective how-to and practical selling skills to help you increase your sales volume immediately. The answers to nearly every sales objection are literally in your mind if you have studied and mastered the art of sales.
The Sales Advantage
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Author : J. Oliver Crom
language : en
Publisher: Simon and Schuster
Release Date : 2003-01-08
The Sales Advantage written by J. Oliver Crom 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 2003-01-08 with Business & Economics categories.
Now, for the first time ever, the time-tested, proven techniques perfected by the world-famous Dale Carnegie® sales training program are available in book form. The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amid a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did as recently as ten years ago is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful—a key competitive advantage. The book includes specific advice for each stage of the eleven-stage selling process, such as: • How to find prospects from both existing and new accounts • The importance of doing research before approaching potential customers • How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) • How to reach the decision makers • How to sell beyond questions of price The cutting-edge sales techniques in this book are based on interviews accumulated from the sales experiences of professionals in North America, Europe, Latin America, and Asia. This book, containing more than one hundred examples from successful salespeople representing a wide variety of products and services from around the world, provides practical advice in each chapter to turn real-world challenges into new opportunities. The Sales Advantage is a proven, logical, step-by-step guide from the most recognized name in sales training. It will create mutually beneficial results for salespeople and customers alike.