You Re Working Too Hard To Make The Sale
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You Re Working Too Hard To Make The Sale
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Author : William T. Brooks
language : en
Publisher: Irwin Professional Publishing
Release Date : 1995
You Re Working Too Hard To Make The Sale written by William T. Brooks and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1995 with Sales management categories.
Every salesperson must make the sale''--but chatting, networking, even listening to a customer's needs'' will only get them so far. What really spells success in sales is the salesperson's ability to determine the customer's true wants''--and appeal to those wants directly. Armed with feedback from hundreds of decision-makers, buyers, and end-users at various corporations, authors Brooks and Travisano show how customers almost always make a partly emotional buying decision and demonstrate how to: identify the hidden buying motivation'' defined by a customer's wants; use words, phrases, and techniques that work most effectively to uncover customers wants; create a perception in the customer's mind that is favorable--instead of relying on facts and stats.
The Trusted Advisor
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Author : David H. Maister
language : en
Publisher: Simon and Schuster
Release Date : 2001-10-09
The Trusted Advisor written by David H. Maister 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 2001-10-09 with Business & Economics categories.
Publisher Fact Sheet David Maister & two elite consultants deliver a dynamic must-read on how to earn & maintain clients' trust & negotiate successful business relationships in today's economy.
Managing Customer Experience And Relationships
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Author : Don Peppers
language : en
Publisher: John Wiley & Sons
Release Date : 2016-11-14
Managing Customer Experience And Relationships written by Don Peppers 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 2016-11-14 with Business & Economics categories.
Boost profits, margins, and customer loyalty with more effective CRM strategy Managing Customer Experience and Relationships, Third Edition positions the customer as central to long-term strategy, and provides essential guidance toward optimizing that relationship for the long haul. By gaining a deep understanding of this critical dynamic, you'll become better able to build and manage the customer base that drives revenue and generates higher margins. A practical framework for implementing the IDIC model merges theory, case studies, and strategic analysis to provide a ready blueprint for execution, and in-depth discussion of communication, metrics, analytics, and more allows you to optimize the relationship on both sides of the table. This new third edition includes updated examples, case studies, and references, alongside insightful contributions from global industry leaders to give you a well-rounded, broadly-applicable knowledge base and a more effective CRM strategy. Ancillary materials include a sample syllabus, PowerPoints, chapter questions, and a test bank, facilitating use in any classroom or training session. The increased reliance on customer relationship management has revealed a strong need for knowledgeable practitioners who can deploy effective initiatives. This book provides a robust foundation in CRM principles and practices, to help any business achieve higher customer satisfaction. Understand the fundamental principles of the customer relationship Implement the IDIC model to improve CRM ROI Identify essential metrics for CRM evaluation and optimization Increase customer loyalty to drive profits and boost margins Sustainable success comes from the customer. If your company is to meet performance and profitability goals, effective customer relationship management is the biggest weapon in your arsenal—but it must be used appropriately. Managing Customer Experience and Relationships, Third Edition provides the information, practical framework, and expert insight you need to implement winning CRM strategy.
Ask A Manager
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Author : Alison Green
language : en
Publisher: Hachette UK
Release Date : 2018-05-01
Ask A Manager written by Alison Green and has been published by Hachette UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-01 with Business & Economics categories.
'I'm a HUGE fan of Alison Green's "Ask a Manager" column. This book is even better' Robert Sutton, author of The No Asshole Rule and The Asshole Survival Guide 'Ask A Manager is the book I wish I'd had in my desk drawer when I was starting out (or even, let's be honest, fifteen years in)' - Sarah Knight, New York Times bestselling author of The Life-Changing Magic of Not Giving a F*ck A witty, practical guide to navigating 200 difficult professional conversations Ten years as a workplace advice columnist has taught Alison Green that people avoid awkward conversations in the office because they don't know what to say. Thankfully, Alison does. In this incredibly helpful book, she takes on the tough discussions you may need to have during your career. You'll learn what to say when: · colleagues push their work on you - then take credit for it · you accidentally trash-talk someone in an email and hit 'reply all' · you're being micromanaged - or not being managed at all · your boss seems unhappy with your work · you got too drunk at the Christmas party With sharp, sage advice and candid letters from real-life readers, Ask a Manager will help you successfully navigate the stormy seas of office life.
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin
Release Date : 2011-11-10
The Challenger Sale written by Matthew Dixon and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-11-10 with Business & Economics categories.
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
The Complete Book Of Perfect Phrases For High Performing Sales Professionals
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Author : Robert Bacal
language : en
Publisher: McGraw Hill Professional
Release Date : 2009-10-02
The Complete Book Of Perfect Phrases For High Performing Sales Professionals written by Robert Bacal 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 2009-10-02 with Business & Economics categories.
The Right Phrase forEvery Sales Situation A powerful command of words is the number one requirement for succeeding in the field of sales. Whether you’re cold-calling a prospect, presenting to a group of decision makers, or dealing with price objection, the make-or-break point of every transaction lies in sayingthe right thing to the right person at the right time. The CompleteBook of Perfect Phrases for High-Performing Sales Professionals isthe ultimate field guide for speaking and writing your way to salessuccess. You’ll find perfect phrases for: Lead Generation Turn cold calls into profitable relationships Expand your customer base Write engaging letters and e-mails Sales Calls Get access to decision makers Present your product in compelling language Resist objections and stalling tactics Customer Service Develop a rapport with every client Handle the most difficult of customers Close every conversation on a positive note
Mission Possible
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Author : David E. Wright
language : en
Publisher: Insight Publishing Company
Release Date : 2003-10-10
Mission Possible written by David E. Wright and has been published by Insight Publishing Company this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10-10 with Business & Economics categories.
If you are like most people, you may find it hard to diges and implement the lessons of a dozen books from a dozen unique authors. Wouldn't it be great to simply sit down and chat with a group of leaders who have proven that anyone can overcome life's obstacles and to hear the simple unadulterated truths behind their life lessons? Now you can.Mission Possible! should be required reading for anyone wanting to grow and succeed. Reagrdless of which life area you are trying to impact, these twelve personalities offer hope, encouragement, and practical advice that really works! You will feel as if they are all talking right to you, giving you a leg up on the competition and a pat on the back to help you succeed.
Managing Customer Relationships
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Author : Don Peppers
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-30
Managing Customer Relationships written by Don Peppers 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 2010-12-30 with Business & Economics categories.
MANAGING CUSTOMER RELATIONSHIPS A Strategic Framework Praise for the first edition: "Peppers and Rogers do a beautiful job of integrating actionable frameworks, the thinking of other leaders in the field, and best practices from leading-edge companies. "—Dr. Hugh J. Watson, C. Herman and Mary Virginia Terry Chair of Business Administration, Terry College of Business, University of Georgia "Peppers and Rogers have been the vanguard for the developing field of customer relationship management, and in this book, they bring their wealth of experience and knowledge into academic focus. This text successfully centers the development of the field and its theories and methodologies squarely within the broader context of enterprise competitive theory. It is a must-have for educators of customer relationship management and anyone who considers customer-centric marketing the cornerstone of sound corporate strategy." —Dr. Charlotte Mason, Department Head, Director, and Professor, Department of Marketing and Distribution, Terry College of Business, University of Georgia "Don and Martha have done it again! The useful concepts and rich case studies revealed in Managing Customer Relationships remove any excuse for those of us responsible for actually delivering one-to-one customer results. This is the ultimate inside scoop!" —Roy Barnes, Formerly with Marriott, now President, Blue Space Consulting "This is going to become the how-to book on developing a customer-driven enterprise. The marketplace is so much in need of this road map!" —Mike Henry, Leader for Consumer Insights at Acxiom Praise for the second edition: "Every company has customers, and that's why every company needs a reference guide like this. Peppers and Rogers are uniquely qualified to provide us with the top textbook on the subject, and the essential tool for the field they helped to create." —David Reibstein, William Stewart Woodside Professor of Marketing, The Wharton School, University of Pennsylvania
Second Sight
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Author : Kat Green
language : en
Publisher: The Wild Rose Press Inc
Release Date : 2017-06-28
Second Sight written by Kat Green and has been published by The Wild Rose Press Inc this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-06-28 with Fiction categories.
Paranormal real estate agent, Sloane Osborne sells haunted houses. And she's getting quite good at it. But not all hauntings are the same. Some are common manifestations but others are more sinister—dark and evil. Called in to investigate a beach front home in charming Yarmouth, Maine, Sloane envies one couple's happy future whereas hers has been ripped away. These days, she finds more comfort in hunting the dead than being among the living. But this fairy tale New England home has a dark secret: the new owner has gone missing—inside the house. Is Sloane in over her head? When the local ghost hunting team gets involved, they make things worse, waking up a latent evil that refuses to be banished. Some ghosts do more than haunt houses—they fight back to inflict their own torment on the living.
The Man Behind The Sale
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Author : Gary Dunning
language : en
Publisher: WestBow Press
Release Date : 2020-12-10
The Man Behind The Sale written by Gary Dunning and has been published by WestBow Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-12-10 with Religion categories.
Gary Dunning leverages his decades of experience in the car business to address one of the biggest needs in the automotive retail profession: integrity. As a believer in Jesus Christ, his vision statement propels him to teach godly principled truths so others can walk with the Lord on their way to success. Learn how to: • rise above mediocre results to live an elevated life; • manage work time so important tasks get done first; • put the customer at the center of business; • understand the power of words in all areas of life. The author also focuses on five retail pillars that will help automotive dealerships succeed as well as how core values and principles resonate with customers. In the car business—and in all of life—understanding who you are, what you’re supposed to be, what you want to be, and what you do to earn a paycheck are critical. Take actions that align with your faith with the guidance in The Man Behind the Sale.