The Connected Salesperson
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The Connected Salesperson
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Author : Benoit Mahe
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2018-04-23
The Connected Salesperson written by Benoit Mahe and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-23 with categories.
Thanks to new technologies, retail has entered in the omnichannel era and faces a huge challenge: to personalize the relationship in store with the customer so that it becomes as efficient as in Internet, with the help of a connected salesperson, able to convey that humanity that screens lack. The salesperson's role is hence revalued: well trained, informed, reactive and charismatic... he is the central piece of the Customer experience, the brand's strategy and it's financial profitability. With the expertise of more than 4.000 coaching sessions delivered in 12 countries since 2009 with his team to retail professionals, Benoit Mahé explains in this book how a store manager or a sales manager should now interact with their teams, how they can enhance the talent of those new "connected salesperson" in the omnichannel strategy of the brand, so that they can marvel the client in store ... In a word: How to restore the French "boulangerie" smile in the omnichannel era.
The Human Sales Factor
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Author : Lance Tyson
language : en
Publisher: Morgan James Publishing
Release Date : 2022-02-08
The Human Sales Factor written by Lance Tyson 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 2022-02-08 with Business & Economics categories.
There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others. Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human.
What Great Salespeople Do The Science Of Selling Through Emotional Connection And The Power Of Story
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Author : Michael T. Bosworth
language : en
Publisher: McGraw Hill Professional
Release Date : 2012-01-13
What Great Salespeople Do The Science Of Selling Through Emotional Connection And The Power Of Story written by Michael T. Bosworth and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-01-13 with Business & Economics categories.
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis IncTM “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
Story Based Selling
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Author : Jeff Bloomfield
language : en
Publisher: SelectBooks, Inc.
Release Date : 2014-06
Story Based Selling written by Jeff Bloomfield and has been published by SelectBooks, Inc. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06 with BUSINESS & ECONOMICS categories.
As a founder of a successful organization that trains and develops sales professionals, Jeff Bloomfield has given a lot of thought to why customers say “yes.” In Story-Based Selling: Create, Connect, and Close, Mr. Bloomfield says it’s really no mystery. People buy from people they trust. They trust people they like, and they like people they connect to. And he believes that storytelling is the best way for salespeople—and all of us—to immediately connect to a customer’s feelings of trust and liking. He thinks teaching sales professionals to close a deal by presenting their product, probing its mutual benefits, and overcoming the customer’s objections and skepticism, is a waste of time. Instead, he urges them to tell a great story. Mr. Bloomfield calls upon the latest research in neuroscience to explain the process of communication. The truth is that during the salesperson’s engagement with clients, people quickly base their decisions on how they feel, not the way they think, so trying to persuade someone by first imparting lifeless facts and figures is self-defeating. In fact, this information goes right to an area of the listener’s brain (the left brain) that drives doubt and skepticism. To make a deal we need to connect with the parts of the customer’s brain that inspire emotions of trust and empathy. By telling a story, we can immediately connect to these good “gut” feelings and drive away the client’s fear of “being sold. Mr. Bloomfield tells his own engaging stories while teaching step-by-step techniques of intentional storytelling—to create a fast connection with the listener, no matter who is buying or what a person wants to sell.
Emotional Intelligence For Sales Success
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Author : Colleen Stanley
language : en
Publisher: AMACOM
Release Date : 2012-11-01
Emotional Intelligence For Sales Success written by Colleen Stanley and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-01 with Business & Economics categories.
Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence. Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters. In Emotional Intelligence for Sales Success, you’ll learn: how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.
Changing The Sales Conversation Connect Collaborate And Close
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Author : Linda Richardson
language : en
Publisher: McGraw Hill Professional
Release Date : 2013-12-27
Changing The Sales Conversation Connect Collaborate And Close written by Linda Richardson and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-12-27 with Business & Economics categories.
The proven new sales strategy from New York Times bestselling author Linda Richardson Learn how to create better, more effective dialogs with customers in today’s hyper digital world In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. The New Sales Conversation helps you use new links and technologies without losing the very reason for making a connection in the first place--a chance to exchange the winning words that lead to a successful close and a loyal customer. Richardson Provides five easy-to-remember keys to bringing value to customers: Futuring (Predictive Preparation), Heat-mapping (New and Emerging Needs), Value-tracking (Proof of Solution), Phasing (Verifiable Outcomes), and Linking (Emotional Connection) Linda Richardson is the founder and Executive Chairwoman of Richardson, a global sales training business. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.
The Trilogy Of Yes
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Author : Andy Olen
language : en
Publisher: North Hall Partners LLC
Release Date : 2017-04-06
The Trilogy Of Yes written by Andy Olen and has been published by North Hall Partners LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-04-06 with categories.
Inspire your customer to say YES to you and your product. Quickly and effectively turn the customer's anxiety at the start of the sales relationship into trust and momentum-building confidence. Build lasting and lucrative customer partnerships. Climb to the top of your company's sales rankings. Leave your competitors in the rearview mirror. Achieve these sales goals and more by mastering The Trilogy of Yes approach. Andy Olen has created a practical and easy-to-use guide for salespeople looking to foster and boost their sales skills. Salespeople who harness the power of the Trilogy's three skills - connection, communication, and cooperation - sell more. The Trilogy of Yes is written for salespeople looking to take their performance to the next level. Whether you are a sales veteran looking to sharpen your skills, or if you are just starting in sales and want to quickly develop your skills, the timeless teachings of The Trilogy of Yes is for you. In addition, the Trilogy offers insights for sales managers looking to become better coaches. It serves as a call to action to human resource leaders who write the job descriptions for salespeople and sales leaders. These pages benefit general managers and executives who run businesses that depend on talented salespeople to represent the company's products. As a seasoned sales leader, Olen has developed winning relationships with customers on five continents. With over 20 years of professional experience, including more than a decade of sales, marketing and commercial leadership success, Olen's Trilogy offers proven strategies direct from real-world customer experiences.
A Seat At The Table
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Author : Marc Miller
language : en
Publisher: Greenleaf Book Group
Release Date : 2009
A Seat At The Table written by Marc Miller and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
This book delivers another critical tool for connecting with decision-makers to make more and bigger sales. The book offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often. Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table -- the place reserved for those select people who guide the strategic direction of an enterprise. The book gives practical advice on how to better connect with executives and decision makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
Stop Selling And Start Leading
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Author : James M. Kouzes
language : en
Publisher: John Wiley & Sons
Release Date : 2018-03-13
Stop Selling And Start Leading written by James M. Kouzes 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 2018-03-13 with Business & Economics categories.
NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
Master The Art Of Selling Winning Ways To Connect With Customers And Achieve Sales Success
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Author : Sachin Naha
language : en
Publisher: BookRix
Release Date : 2023-12-30
Master The Art Of Selling Winning Ways To Connect With Customers And Achieve Sales Success written by Sachin Naha and has been published by BookRix this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-12-30 with Business & Economics categories.
"Feeling exhausted from chasing leads and struggling to close deals? Ever wished you could make every conversation lead to a sale? Well, get ready for a game-changer with 'Master the Art of Selling'! Inside, you'll find straightforward strategies to connect with customers, handle objections, and effortlessly grow your business success. No more aggressive tactics or overused and predictable phrases or expressions that have lost their originality and impact due to frequent use. This book focuses on building real connections and understanding what customers want. Learn to communicate effectively, address their needs, and turn them into satisfied supportive customers. Say goodbye to uncomfortable cold calls and pitches – welcome a natural approach to selling that feels right and brings in significant gains. 'Master the Art of Selling' is your ticket to increasing sales and revenue. It's like having a guide to understanding people, full of practical tips and real-life examples. Whether you're experienced or just starting, this book will enhance your sales skills and have you closing deals like a pro. So, leave your uncertainties behind, grab your copy, and prepare to witness your company's growth through the proven methods of a master salesperson!"