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Author: Norm Trainor Publisher: John Wiley & Sons ISBN: 1118414268 Category : Business & Economics Languages : en Pages : 190
Book Description
What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential. "Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital." —Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica "Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey." —Steve Stacey, Vice President and Director, Nesbitt Burns Inc. "This book is a must-read for any sales professional who wishes to grow their practice in the future." —A.A. (Art) Schooley, General Manager, Manulife Financial "Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information." —S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America
Author: Norm Trainor Publisher: John Wiley & Sons ISBN: 1118414268 Category : Business & Economics Languages : en Pages : 190
Book Description
What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential. "Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital." —Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica "Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey." —Steve Stacey, Vice President and Director, Nesbitt Burns Inc. "This book is a must-read for any sales professional who wishes to grow their practice in the future." —A.A. (Art) Schooley, General Manager, Manulife Financial "Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information." —S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America
Author: Edward R. Delgaizo Publisher: McGraw Hill Professional ISBN: 9780071423014 Category : Business & Economics Languages : en Pages : 196
Book Description
How today's top sales pros consistently connect with--and close--their best, most lucrative customers Sales pros often focus too much on operational details and forget that the secret to selling is developing strong customer relationships. Secrets of Top-Performing Salespeople reiterates that the customer is key and provides customer-based lessons and techniques based on up-todate studies and examples from hundreds of exceptional salespeople. This dynamic book reveals how average salespeople become exceptional by being responsive to and focused on the customer, both behaviorally and organizationally. Profitable solutions are offered on: Team selling Competitive selling Account management Use of new technologies
Author: David Cowper Publisher: John Wiley and Sons ISBN: 0470739266 Category : Business & Economics Languages : en Pages : 212
Book Description
"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." -Steve Carlson, Publisher and Editor, Marketing Options "David Cowper is not just one of the world's most successful life insurance salespeople, he is one of the cleverest. He thinks his way into giant cases and so can we, if we follow his strategies." -Tony Gordon, Past Chairman, Top of the Table, Bristol, England "David Cowper's book is, by far, the best I have ever read on the art of selling life insurance. Through fascinating storytelling, David reveals the extraordinary scale of thought and passion devoted to his selling opportunities. His book will inspire every reader to add zeros to their sales numbers." -Leon Lewis, Planning Consultant "David Cowper demonstrates how to achieve sales excellence through creativity, intelligence, and the power of stories. This book is required reading for all sales professionals." -Norm L. Trainor, President, The Covenant Group, and Author of The 8 Best Practices of High-Performing Salespeople When David Cowper began his insurance career, he was alone in a new country with no contacts and only forty dollars in his pocket. Three months after entering the business, he still hadn't sold a single policy. But David stuck with it to routinely make million-dollar sales and become one of the top insurance salespeople in the world. More than a rags-to-riches story, Mega-Selling is a first-hand account of the unique strategies David developed to penetrate new markets and close multi-million-dollar sales. With Mega-Selling, any salesperson can learn from the best and become a top performer.
Author: Derek Gatehouse Publisher: Penguin ISBN: 1101191651 Category : Business & Economics Languages : en Pages : 300
Book Description
How any company can build an incredibly effective salesforce by learning from the best in the world Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades. To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team. Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems don’t raise performance in a lasting way. Instead, the world’s greatest sales teams share six simple but critical practices. For instance, they all: Hire for talent, not skill or even experience Blend positive and negative motivators Measure results instead of micromanaging process The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance.
Author: Karen Lee Publisher: FriesenPress ISBN: 1460255976 Category : Business & Economics Languages : en Pages : 138
Book Description
Whether you're just beginning your career or are a seasoned workshop facilitator, THE LINES IN THE SAND contains valuable tips that will enhance your practice. Through a highly readable and entertaining parable, master facilitator Karen Lee shares insider knowledge gleaned from years of experience leading top-notch workshops. Industry leaders contribute helpful hints and real world stories. From perfecting the workshop environment to ensuring that essential knowledge is successfully transferred to participants, THE LINES IN THE SAND thoroughly addresses every aspect of facilitation you can think of, and more, preparing you to excel presenting your next workshop....
Author: Nick Kane Publisher: John Wiley & Sons ISBN: 1119052572 Category : Business & Economics Languages : en Pages : 227
Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
Author: Steve Johnson Publisher: John Wiley & Sons ISBN: 1119685486 Category : Business & Economics Languages : en Pages : 230
Book Description
Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
Author: Mark Hunter, CSP Publisher: HarperCollins Leadership ISBN: 1400215765 Category : Business & Economics Languages : en Pages : 240
Book Description
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
Author: Byron Matthews Publisher: John Wiley & Sons ISBN: 1119440270 Category : Business & Economics Languages : en Pages : 263
Book Description
Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
Author: Norm Trainor
Author: Norm Trainor
Author: Edward R. Delgaizo
Author: David Cowper
Author: Derek Gatehouse
Author: Karen Lee
Author: Nick Kane
Author: Steve Johnson
Author: Joyce M. Wilson
Author: Mark Hunter, CSP
Author: Byron Matthews