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Author: Omar Periu Publisher: Square One Publishers, Inc. ISBN: 0757052851 Category : Business & Economics Languages : en Pages :
Book Description
Within each super salesperson is an expert detective as skilled as Sherlock Holmes. Now, Omar Periu, nationally renowned “high energy” sales trainer, provides readers with the secrets of becoming a top sales professional through investigative selling techniques. The author not only details vital skills, but also explains the most effective way to apply these proven techniques to a range of sales activities, from prospecting to presenting to closing.
Author: Omar Periu Publisher: Square One Publishers, Inc. ISBN: 0757052851 Category : Business & Economics Languages : en Pages :
Book Description
Within each super salesperson is an expert detective as skilled as Sherlock Holmes. Now, Omar Periu, nationally renowned “high energy” sales trainer, provides readers with the secrets of becoming a top sales professional through investigative selling techniques. The author not only details vital skills, but also explains the most effective way to apply these proven techniques to a range of sales activities, from prospecting to presenting to closing.
Author: Declan Hill Publisher: McClelland & Stewart ISBN: 077104139X Category : True Crime Languages : en Pages : 418
Book Description
The Fix is the most explosive story of sports corruption in a generation. Intriguing, riveting, and compelling, it tells the story of an investigative journalist who sets out to examine the world of match-fixing in professional soccer. From the Introduction Understand how gambling fixers work to corrupt a soccer game and you will understand how they move into a basketball league, a cricket tournament, or a tennis match (all places, by the way, that criminal fixers have moved into). My views on soccer have changed. I still love the Saturday-morning game between amateurs: the camaraderie and the fresh smell of grass. But the professional game leaves me cold. I hope you will understand why after reading the book. I think you may never look at sport in the same way again.
Author: Neil Rackham Publisher: Taylor & Francis ISBN: 1000111482 Category : Business & Economics Languages : en Pages : 253
Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: United States. Congress. House. Committee on Oversight and Government Reform. Subcommittee on National Security and Foreign Affairs Publisher: ISBN: Category : History Languages : en Pages : 108
Author: Brant Houston Publisher: Macmillan Higher Education ISBN: 1319079652 Category : Language Arts & Disciplines Languages : en Pages : 580
Book Description
Published with Investigative Reporters and Editors, Inc. (IRE), The Investigative Reporters Handbook is the best-selling classroom and newsroom classic. Useful as a textbook in advanced journalism courses and as a reference for professional journalists, this book shows students how to use fundamental news reporting and writing skills like gathering sources, tracking information, and interviewing to pursue investigative stories in a variety of beats from the government and education to healthcare, the environment and real estate. In addition to discussing the latest techniques and challenges in the profession, the fifth edition is now thoroughly streamlined, making it easier to locate the resources that investigative reporters need to get the story.
Author: James R. Youngblood Publisher: CRC Press ISBN: 1315352109 Category : Business & Economics Languages : en Pages : 243
Book Description
Business Theft and Fraud: Detection and Prevention offers a broad perspective on business-related theft, providing a detailed discussion of numerous avenues of theft, including internal and external fraud, organized retail crime, mortgage fraud, cyber fraud, and extortion. Combining current research and the author’s extensive experience with loss prevention and security, this professional text identifies industry trouble areas and offers techniques to combat business theft, such as how to identify sales underreporting, track sales by shifts, and educate employees on computer-related fraud. This publication is critical for those involved with loss prevention, security, or criminal justice. Business Theft and Fraud’s accessible, franchise-oriented scope will help many professionals identify and thwart threats in the evolving business world.
Author: Jim Britt Publisher: Square One Publishers, Inc. ISBN: 075705241X Category : Business & Economics Languages : en Pages : 225
Book Description
Do This. Get Rich! is a straightforward guide that offers twelve simple yet powerful tools for achieving financial success by awaking the entrepreneur within. You will not only gain the skills needed to build and succeed in your own business, but you will win a new sense of direction and confidence that will guide you in reaching your most ambitious goals. You will also have a practical framework from which to handle everyday personal and business challenges, as well as strategies needed in today’s business world.
Author: Nancy Martini Publisher: John Wiley & Sons ISBN: 1118239601 Category : Business & Economics Languages : en Pages : 199
Book Description
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Author: David Hoffeld Publisher: Penguin ISBN: 0143129333 Category : Business & Economics Languages : en Pages : 289
Book Description
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Author: Omar Periu
Author: Omar Periu
Author: Declan Hill
Author: Neil Rackham
Author: 
Author: United States. Congress. House. Committee on Oversight and Government Reform. Subcommittee on National Security and Foreign Affairs
Author: Brant Houston
Author: James R. Youngblood
Author: Jim Britt
Author: Nancy Martini
Author: David Hoffeld