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Author: Jeff Cox Publisher: ISBN: 9780671033101 Category : Selling Languages : en Pages : 256
Book Description
Once upon a time, there was a guy named Max. One night, Max has a brilliant idea. He set to work and after years of trial and error, he invents the Wheel. But how can he sell it? Human beings have been getting along very well without the Wheel for thousands of years and when Max tries to sell them the Wheel they laugh. Max refuses to give up, and with the help of Ozzie the Oracle, Max and his wife Minnie discover each of four essential selling styles: Closer, Wizard, Builder and Captain & Crew. Each style is suited to a different type of salesperson and matched to what customers value the most at a particular phase of the market's development. In the end the Wheel is more than the product used as an example in the story; it is also a symbol of market cycle. As the market evolves, then so also must selling style and strategy change. There is no right way - and no one company can be all things to all customers.
Author: Jeff Cox Publisher: ISBN: 9780671033101 Category : Selling Languages : en Pages : 256
Book Description
Once upon a time, there was a guy named Max. One night, Max has a brilliant idea. He set to work and after years of trial and error, he invents the Wheel. But how can he sell it? Human beings have been getting along very well without the Wheel for thousands of years and when Max tries to sell them the Wheel they laugh. Max refuses to give up, and with the help of Ozzie the Oracle, Max and his wife Minnie discover each of four essential selling styles: Closer, Wizard, Builder and Captain & Crew. Each style is suited to a different type of salesperson and matched to what customers value the most at a particular phase of the market's development. In the end the Wheel is more than the product used as an example in the story; it is also a symbol of market cycle. As the market evolves, then so also must selling style and strategy change. There is no right way - and no one company can be all things to all customers.
Author: Jeff Cox Publisher: Simon and Schuster ISBN: 0743204743 Category : Business & Economics Languages : en Pages : 250
Book Description
Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.
Author: Jeff Cox Publisher: Touchstone ISBN: 9780684856018 Category : Business & Economics Languages : en Pages : 0
Book Description
Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal. Now, in collaboration with sales and marketing guru Howard Stevens, CEO of the H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully. Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.
Author: Publisher: Barefoot Books ISBN: 1782856919 Category : Juvenile Fiction Languages : en Pages : 28
Book Description
Come along on an exciting bus ride from a Guatemalan village to a market town with this fresh take on a favourite song. Features Latin-inspired singalong and endnotes about life in Guatemala. Enhanced CD includes audio singalong and video animation.
Author: Jane Cabrera Publisher: Holiday House ISBN: 0823444805 Category : Juvenile Fiction Languages : en Pages : 33
Book Description
The wheels on the bus go round and round on the way to the watering hole. But who's on the bus? A lion roars, flamingos flap, and a hyena laughs a big ha-ho-hee as they travel on the bus with their animal friends. Don't forget to watch out for the crocodile too, whose jaws go snap! Together, a simple trip becomes a raucous adventure that young readers can sing and move along with at any story hour, family reading time, or energy-filled morning. Jane Cabrera's Story Time celebrates children's best-loved read along nursery rhymes and songs. These interactive favorites are given a new twist by award-winning artist Jane Cabrera and feature her bold, bright, kid-friendly illustrations. Other titles in the series include Ten in the Bed, Old Mother Hubbard, and Old MacDonald Had a Farm.
Author: Michael Livingston Publisher: Tor Books ISBN: 1250860547 Category : Literary Criticism Languages : en Pages : 167
Book Description
“Jordan has come to dominate the world Tolkien began to reveal.” —The New York Times on The Wheel of Time® series Explore never-before-seen insights into the Wheel of Time, including: - A brand-new, redrawn world map by Ellisa Mitchell using change requests discovered in Robert Jordan's unpublished notes - An alternate scene from an early draft of The Eye of the World - The long-awaited backstory of Nakomi - 8 page, full color photo insert Take a deep dive into the real-world history and mythology that inspired the world of Robert Jordan's The Wheel of Time®. Origins of The Wheel of Time is written by Michael Livingston, Secretary-General of the United States Commission on Military History and professor of medieval literature at The Citadel, with a Foreword by Harriet McDougal, Robert Jordan's editor, widow, and executor of his estate. This companion to the internationally bestselling series delves into the creation of Robert Jordan’s masterpiece, drawing from interviews and an unprecedented examination of his unpublished notes. Michael Livingston tells the behind-the-scenes story of who Jordan was, how he worked, and why he holds such an important place in modern literature. The second part of the book is a glossary to the “real world” in The Wheel of Time. King Arthur is in The Wheel of Time. Merlin, too. But so are Alexander the Great and the Apollo Space Program, the Norse gods and Napoleon’s greatest defeat—and so much more. Origins of The Wheel of Time provides exciting knowledge and insights to both new and longtime fans looking to either expand their understanding of the series or unearth the real-life influences that Jordan utilized in his world building—all in one, accessible text. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
Author: Neil Rackham Publisher: Routledge ISBN: 1000154572 Category : Business & Economics Languages : en Pages : 180
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: Wayne Vanwyck Publisher: Bellingham, WA ; North Vancouver, BC : Self-Counsel Press ISBN: 9781551800639 Category : Business & Economics Languages : en Pages : 226
Book Description
Become a more confident and effective salesperson Create partnerships with your customers Meet the challenges of today's marketplace More people earn more than $50,000 a year in sales than in any other field. To achieve such high career and salary goals, the new sales rep needs the right skills and knowledge to be confident and effective.This guide leads the reader through the selling process, from cold calling to closing a sale, with a special emphasis on establishing a professional relationship with the customer. Includes the six trust factors that help you close larger sales in a shorter time, the seven key questions you need answered before you make your sales presentation, and the six steps to answering clients' objections.
Author: Jeff Thull Publisher: Wiley + ORM ISBN: 1118038886 Category : Business & Economics Languages : en Pages : 229
Book Description
Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.
Author: Jeff Cox
Author: Jeff Cox
Author: Jeff Cox
Author: Jeff Cox
Author: 
Author: Jane Cabrera
Author: Michael Livingston
Author: Neil Rackham
Author: Wayne Vanwyck
Author: Jeff Thull
Author: John Glavin