Business : Sales & Selling

52 Weeks of Sales Success , 2nd edition is based on Roberts' series of popular weekly sales seminars originally offered to his staff. Ralph now delivers the same energy and sales-generating wisdom and closing tools to everyone who is committed to achieving his or her full potential. In this second edition, Ralph has expanded and updated the material to address issues important to today's salespeople and reveals his field-proven strategies for selling in the 21st Century:.:.; Stop thinking like an employee and start thinking like an entrepreneur.; Surround yourself with positive people.; Develop systems and procedures.; Hire an assistant, so you can concentrate on clients.; Know your product, yourself, and your client.; Under-promise, over-deliver.; Turn problems into opportunities. more...

Price: $18.95

A guide to all the tricks salespeople need to turn ''no'' into ''yes''! Covert Persuasion synthesizes the latest research in the field of influence with the extensive experience of psychologist and public speaker Kevin Hogan to produce an unbeatable guide to the psychological tricks that win sales battles. more...

Price: $21.95

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING. The program that is revolutionizing highend selling, by showing companies how to ''clone'' their top sales performers. CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling TM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric Selling TM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals:.:.; Transform sales calls into interactive conversations.; Position their offerings in relation to buyer needs.; Facilitate a more consistent customer experience.; Achieve shorter sales cycles.; Integrate sales and marketing into a cooperative, cross-functional team. CustomerCentric Selling TM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level. more...

Price: $29.95

A business parable that breaks down the vital characteristics of successful salespeople. During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel–or don’t. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next-level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success. Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking. more...

Price: $22.95

Inside the Customer Universe reveals how an organization can become ahead of the game by focusing a its strategy on predicting customer needs rather than following them. This book provides a unique contribution to the field of customer management with a departure from current practice towards understanding customers as 'multi-individuals' and hence solving current confusions surrounding customer behaviour. Inside the Customer Universe's easy to implement tools, models and strategies provide the reader with the ability to create stable and sustainable customer understanding and, therefore, sustainable business growth. "CUBEical Thinking is a great concept for developing business and the concept of customer types is intriguing as it provides great insights into the drivers behind true customer loyalty.". Niels Henrik Hansen, Director SAS Corporate Sales, Scandinavian Airlines, Denmark. "CUBEical Thinking has given us the platform for developing an effective sales and key account management organization which has delivered significant top and bottom line results based on targeted up and cross sales.". Henrik Hubner, Vice President Sales, Sanist?l. "CUBEical Thinking has provided us with great customer insights on which we are benefiting in our daily operations and it has helped our organization focus activities and resources.". Carsten Hetling, Nordic Marketing Manager, Zyxel Communications more...

Price: $49.95