How to Sell when Selling is Tough PDF Download

Author: Elmer Wheeler
Publisher:
ISBN:
Category : Sales personnel
Languages : en
Pages : 108

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Author: Kevin Tumlinson
Publisher: Happy Pants Books
ISBN:
Category : Fiction
Languages : en
Pages : 350

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Book Description
WINNER 2016 SHELF UNBOUND AWARD The adventure begins in the first Dan Kotler archaeological thriller! An ancient medallion is unearthed in Pueblo, Colorado, revealing a secret that will rewrite the history of North America—the Vikings somehow made it to the continent's interior, centuries before Columbus made landfall, and there they built a city of gold. But today the COELHO MEDALLION has been stolen, and a linguist and researcher has been abducted in connection with the crime. Could the abductors be after the fabled city of gold? Or do they have a more sinister plot in mind? DAN KOTLER is an independent researcher who often finds himself in more trouble than he was expecting. But when his colleague is abducted he finds himself being investigated by the FBI, he must use all of his brilliance and expertise to find her and absolve himself. ANWAR ADHAM has plans for a terrorist action on U.S. soil, and information from the Pueblo research site can give him everything he needs to put his plans in motion. Unless Adham is stopped, thousands and possibly millions will die. Whoever wins this contest of wits and wills will hold the fate of thousands in his hands, and will also lay claim to the fabled city of gold. It's an adventure that can redefine the history of America as we know it. Kotler finds himself facing off against both the FBI and Adham's terrorist network as he struggles to solve the mystery of Vikings in Colorado, to rescue Evelyn and stop Adham's plans before it's too late. “Kevin has crashed onto the action-thriller scene as only an action-thriller author can: with provocative plot lines, unforgettable characters, and enough adrenaline to keep you awake all night.” —Nick Thacker, author of 'The Enigma Strain' — HERE'S WHAT READERS ARE SAYING ABOUT KEVIN TUMLINSON'S BOOKS: ★★★★★ “[Kevin Tumlinson] is what every writer should be—entertaining and thought-provoking.” — Shana Tehan, Press Secretary, U.S. House of Representatives ★★★★★ “There was something so fascinating about [Citadel] and the cast of characters [Kevin Tumlinson] put together.” — Leah Petersen, Author of Fighting Gravity ★★★★★ "I discovered Kevin Tumlinson from The Creative Penn podcast and immediately got his novel, Evergreen. I read it in like 3 seconds. It's the most fast paced story I've encountered." —R.D. Holland, Independent Reviewer ★★★★★ "[Sawyer Jackson and the Long Land] was a great read! I love these style of books—magic, science fiction, alternate reality. I couldn't put it down." —S., Independent Reviewer

Author: William T. Brooks
Publisher: Irwin Professional Publishing
ISBN: 9780786303953
Category : Sales management
Languages : en
Pages : 0

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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.

Author: E. Thomas Behr
Publisher:
ISBN:
Category : Selling
Languages : en
Pages : 169

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Author: Michael T. Bosworth
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 278

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In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.

Author: Dave Lakhani
Publisher: John Wiley & Sons
ISBN: 0470504897
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

Author: Robert L. Shook
Publisher: Piatkus Books
ISBN: 9780749911317
Category : Selling
Languages : en
Pages : 224

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Book Description
Teaches high pressure sales techniques that are compatible with professionalism and having the customer's best interests at heart. It aims to inspire salespeople to dare to be different, to master the aggressive but subtle approach of hard selling without resorting to intimidation or manipulation.

Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242

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Book Description
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.

Author: John Hoover
Publisher: John Wiley & Sons
ISBN: 0471718548
Category : Business & Economics
Languages : en
Pages : 229

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Book Description
HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospecting far more effective Use idiot-speak to connect with prospects and gather vital information that makes selling easy Spice up your sales pitch for faster closings and larger sales Wring referrals out of clients like water from a sponge And much more! "Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves." —Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation "How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor." —Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company "How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!" —Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening

Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263

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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.