The Sales Process Uncovered
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The Sales Process Uncovered
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Author : Kevin Sidebottom
language : en
Publisher:
Release Date : 2018-11-30
The Sales Process Uncovered written by Kevin Sidebottom and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-11-30 with Business & Economics categories.
THE SALES PROCESS UNCOVERED is a deep dive into the 10 simple steps any salesperson can follow to repeatedly see success. In his book, based on his powerful keynotes, Kevin Sidebottom distills his personal sales process for you, and explains the 5 buying decisions every customer makes before committing to purchasing a product or service. THIS BOOK WILL ELEVATE YOUR CRAFT AS A SALESPERSON! - Sell products with replicable results - Learn how to better pitch your services as an entrepreneur - Successfully direct your team towards your vision Whether you're a sole proprietor, a corporate salesperson or anyone in between, Kevin's strategy will help you reliably make sales and grow your business! Push aside your fears of modern obstacles, like language, demographics and technology, and learn how to take advantage of these things to build new, profi table relationships. Learn how to shift the focus away from dollar value and onto your customer's needs through Sidebottom's innovative and proven sales tactics. Become a leader in your industry, confi dent in your abilities, and learn how to structure your sales through this easy-to-follow, replicable process!
Sales What A Concept A Guidebook For Sales Process Performance Improvement
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Author : Henry C. (Sandy) Waters III
language : en
Publisher: Lulu.com
Release Date : 2011-10-29
Sales What A Concept A Guidebook For Sales Process Performance Improvement written by Henry C. (Sandy) Waters III and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-29 with Business & Economics categories.
Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.
Sales Process Excellence
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Author : Michael Webb
language : en
Publisher:
Release Date : 2023-11
Sales Process Excellence written by Michael Webb and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-11 with categories.
Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.
Unlimited Sales Success
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Author : Brian Tracy
language : en
Publisher: AMACOM
Release Date : 2013-10-20
Unlimited Sales Success written by Brian Tracy and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-10-20 with Business & Economics categories.
While there is no secret to being an elite sales professional, there is a set of consistently successful selling techniques that most companies don’t reach their salespeople, and which most entrepreneurs think they don’t have the time to learn. If there were a single “secret” to finding untold sales success, everyone in sales would be enjoying ridiculous amounts of success. However, some things in life are too important to not take the time to learn, and this is certainly one of them! In Unlimited Sales Success, you will discover practical, time-tested principles that can be learned and utilized by anyone, including: The psychology of selling: your own mindset is just as important as your customer’s Personal sales planning and time management Prospecting power: get more and better appointments Consultative and relationship selling: position yourself as a partner with the account Identifying needs accurately: you’ll know how to arouse their interest and overcome objections Influencing customer behavior: learn what triggers quick buying decisions Closing the sale: the five best methods ever discovered, and more! Loaded with eye-popping facts, extremely beneficial exercises, and exhilarating stories of great selling techniques in action, Unlimited Sales Success will provide a use-it-now approach that will set you up for becoming a top sales professional in your industry today.
Personal Selling
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Author : M. C. Cant
language : en
Publisher: Juta and Company Ltd
Release Date : 2005-09
Personal Selling written by M. C. Cant and has been published by Juta and Company Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-09 with Business & Economics categories.
Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.
Jeffrey Gitomer S The Sales Bible
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Author : Jeffrey Gitomer
language : en
Publisher: Sound Wisdom
Release Date : 2023-11-07
Jeffrey Gitomer S The Sales Bible 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 2023-11-07 with Business & Economics categories.
Global sales authority Jeffrey Gitomer’s bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods, strategies and techniques that really work — every day, in today’s real-world selling situations. The Sales Bible is a gold mine of practical, hands-on information for sales professionals with Master Class content that includes: • The 10.5 Commandments of Sales Success. • The 39.5 ways to Sales Mastery. • Top-Down Selling-the real secret to finding the Decision Maker. • 25.5 ways to Get The Appointment that has eluded you • 19.5 Buying Signals-how to recognize them, and • Real-world advice on working a room and Building your Network • How to fill your sales pipeline with Prospects that are ready to buy • How to ask the Right Questions to make more sales in half the time • 10 great cold-call Opening lines • How to find the Hot Button and push it once you find it • When and how to CLOSE THE SALE. Hundreds of techniques and sales methods . . . to help you get the toughest buyer to say “yes.” Now at last, Jeffrey Gitomer has taken the title that began it all, and has completely updated and revised it. The Sales Bible is totally reworked to fit into his library of bestselling sales titles. It’s sure to be THE must-have title for sales professionals worldwide who've already come to know and trust Jeffrey's inventive, irreverent sales wisdom.
Lean Selling
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Author : Robert J. Pryor
language : en
Publisher: AuthorHouse
Release Date : 2015-01-29
Lean Selling written by Robert J. Pryor and has been published by AuthorHouse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-29 with Business & Economics categories.
Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.” Al Davidson President, Strategic Sales & Marketing, Inc. “Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.” Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting “Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.” Ake Persson Retired CEO, Ericsson Wireless Communications, Inc. “Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ” J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation “Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company. Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals Complete quotations start on page 1 of this book.
The Multiplier Model
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Author : Mark Sibert
language : en
Publisher: Entrepreneur Press
Release Date : 2021-07-27
The Multiplier Model written by Mark Sibert and has been published by Entrepreneur Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-07-27 with Business & Economics categories.
Create a Business that Runs Itself Going from small business to successful startup to scalable growth takes more than just good luck, it takes a system. Over the last 34 years franchising consultant and growth expert Mark Siebert has been sought out by more than 70,000 executives looking to expanding their company. Out of those 70,000 only 5,000 had the right systems in place to go from successful to scalable. What do these companies have in common? 1. They are good at what they do. Being good at the core of your business that you continue to see a healthy return on your investment. 2. They have a system in place and a manual on hand. Their process is documented and routinely integrated into every aspect of their business, so if someone follows the system the business can virtually run itself.
The Lost Art Of Closing
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Author : Anthony Iannarino
language : en
Publisher: Penguin
Release Date : 2017-08-08
The Lost Art Of Closing written by Anthony Iannarino and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-08-08 with Business & Economics categories.
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
The Mark
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Author : Bryan J. Seck
language : en
Publisher: Author House
Release Date : 2011-06-09
The Mark written by Bryan J. Seck and has been published by Author House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-06-09 with Business & Economics categories.
The Mark, A Real Sales Guy Approach To Selling Corporate Accounts is a raw, gritty, real life example of sales at the highest level. Bryan Seck, the author gives you a real assessment of what sales truly is and shows creative and innovative ways to penetrate the C-Suite and make an impact. This is an up to date book written by someone who is still selling today. The book was written because Bryan didn't feel other sales books had people selling a service or product outside of their own book in todays competitive market. With his cutting edge and unique perspective, you are sure to understand true sales from the street up to the executive office. This is a must have for all sales people!