Business : Sales & Selling

Any good talker can have a stimulating discussion, but only a good salesperson can lock in the commitment to do what you have been talking about. And that is the person who earns the commission dollars. Without the sale you are simply, as some call it, a “professional visitor.” Here’s the rub — in their efforts to gain more commit¬ments, many salespeople become “power closers.” These are people whose mantra is “ABC: Always Be Closing.” They put pressure on the buyer from the start to make a commitment, and in many cases they lose the sale by exerting too much pressure. This ebook recommends that you avoid becoming a “Closer” and instead simply learn to “Confirm” each promise the prospect makes. Be gentle and respectful, but be clear about what the intentions are, both for them and for yourself. They expect something from you, and you have the right to expect something from them as well. But you must make it pleasing for them to keep their commitments – otherwise they’ll simply buy from someone they like. more...

Price: $7.95

A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. more...

Price: $19.95

With Wal-Mart on the rampage, and the US food retailing industry consolidating rapidly, there are lessons to be learned from Europe. The great Philip Kotler agrees. He wrote of the book: 'I highly recpmmend this book to US readers interested in future trends in the supermarket industry. The industry is much more consolidated in Europe and our industry is relentlessly moving in the same direction. The stories will provide much inspiration for meeting and mounting the challenges ahead.' The Grocers gives a history of food retailing in the UK, and looks at the rest of Europe and the USA for comparison. It tells the often dramatic and always fascinating stories of how the main UK players - Tesco, Sainsbury, Asda and Safeway got to where they are today, and looks into the future to describe what the new competencies are that supermarkets will need to survive in an increasingly competitive world. more...

Price: $19.75

Praise for Heavy Hitter Sales Wisdom. ''Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets. more...

Price: $24.95

Can you explain the explosion of social activities like text messaging with little or no promotion of the behaviour? How a Mexican wave happens? The emergence of online communities? Or – more sensitively – the steady rise of floral roadside tributes to traffic accident victims from complete strangers? Unless you have a good explanation of mass behaviour, you’ll have little chance of altering it. more...

Price: $45.00