Sales Guy's 7 Rules for Outselling the Recession PDF Download

Author: Jeb Blount
Publisher: Henry Holt and Company
ISBN: 1429930829
Category : Reference
Languages : en
Pages : 41

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Book Description
Get the crucial guidance you need to thrive during this economic slump with Sales Guy's 7 Rules for Outselling the Recession. Successful selling always involves finding opportunity in obstacles. That's true now more than ever. Jeb Blount, a globally recognized sales expert and host of the top-rated Sales Guy's Quick and Dirty Tips for Getting the Deal Done podcast delivers the seven essential rules for navigating the difficult economic climate and coming out on top. Sales Guy's 7 Rules for Outselling the Recession tells you exactly what you must do right now to stay selling in this recession. While sales professionals all around you go down with the ship, Jeb's seven rules will help you adapt, change, innovate, and use this recession as an opening to build stronger business relationships and close new deals that will benefit you for years to come. Jeb offers indispensable advice on everything from properly evaluating your job security and knowing when to jump ship, to the steps you must take to keep the business you have, to expert tips on how to successfully and aggressively pursue new sales opportunities at a time when clients say they aren't buying. Jeb Blount knows today's sales challenges first hand. His Sales Guy's 7 Rules for Outselling the Recession is chock-full of practical advice that will give you the skills you need to prosper and the renewed motivation you need to succeed.

Author: ZIP Reads
Publisher: ZIP Reads
ISBN:
Category : Business & Economics
Languages : en
Pages : 33

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Book Description
PLEASE NOTE: This is a summary and analysis of the book and not the original book. If you'd like to purchase the original book, please paste this link in your browser: https://amzn.to/2IA5nRG Fanatical Prospecting is one of the best-selling sales books of all time. Blount's wisdom and experience will help you close more deals and keep your pipeline flowing! What does this ZIP Reads Summary Include? Synopsis of the original bookChapter-by-Chapter SummariesKey Takeaways from each chapterActionable steps to keep your pipeline fullTips and tricks and things to avoidSpecific advice on email, texting, and cold-calling leadsEditorial ReviewBackground on the authorAbout the Original Book: Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader. It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount expertly addresses both the person and the techniques. He gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. DISCLAIMER: This book is intended as a companion to, not a replacement for, Fanatical Prospecting. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way.

Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119312574
Category : Business & Economics
Languages : en
Pages : 327

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Book Description
The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144779
Category : Business & Economics
Languages : en
Pages : 304

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Book Description
Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 0470599111
Category : Business & Economics
Languages : en
Pages : 214

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Book Description
The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

Author: Bill Sayers
Publisher:
ISBN: 9781935602002
Category : Business & Economics
Languages : en
Pages : 134

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Book Description
Take a good look at your sales career. Are you successful? At the top of your game? Are you the $1,000,000 a year rep or the $30,000 a year rep? For sales professionals and sales leaders it is becoming increasingly difficult to stay ahead of the pack. Aggressive competitors, savvy buyers, and corporate bureaucracy all conspire to hold even the best of the best back. In Funnels & Forecasts well known sales expert Bill Sayers helps you break through the barriers and achieve the sales success you deserve. His practical advice, tips and exercises wrapped into an easy to read book, that doubles as a handy reference guide, will give you the winning edge in the great game of sales. Endorsements Make this book required reading - once a year, every year! - Clayton Shold, President of Salesopedia.com I don't care if you've been selling for thirty years, or whether this is your first day--there's something in this book for you. "The Technology Trap" all by itself is worth the price of admission. Get this book and devour it at once. You'll be glad you did. - Hank Trisler, Author of No Bull Selling Are you in the top 20% of your sales team, company or industry? Funnels & Forecasts is a practical, no-nonsense guide that will get you there. - Mike Brooks - Mr. Inside Sales, award winning author of The Real Secrets of the Top 20% Funnels & Forecasts is an absolute must have for your sales library. In this book Bill Sayers gives you all the ammunition you need to blow away your competitors. - Jeb Blount, CEO of SalesGravy.com, Author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession Author Bio: One of the world's foremost experts in sales and sales leadership, Bill Sayers has more than 25 years of experience in sales and sales leadership. He started his career as an inside sales rep and worked his way up the corporate ladder to the level of VP of Sales at an IBM company. During that time he worked for Revelstoke Lumber, King Products, Linotype, Ryder Transportation, GE Capital IT Solutions and IBM. He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program. He is also on the faculty of Canadian Professional Sales Association and Canadian Management Centre. Bill is an Associate Member of TEC (The Executive Committee).

Author: Eric Taylor
Publisher: John Wiley & Sons
ISBN: 0470651504
Category : Business & Economics
Languages : en
Pages : 548

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Book Description
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Author: Leanne Hoagland-Smith
Publisher:
ISBN: 9780981800455
Category : Business & Economics
Languages : en
Pages : 148

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Book Description
To win more sales means you must stand out in the overcrowded, highly competitive global marketplace. You need to be the first one noticed so those potential customers are running up to you first, seeking you out, and shoving your competitors to the side. Mixing a practical and direct approach with personal stories and observations, Leanne Hoagland-Smith paints a simple while vivid picture of how sales people can literally be the Red Jacket in a sea of gray suits. In this brilliant new book she hands you the keys that unlock doors that lead to increased sales, loyal customers, and a more fulfilled sales career. You don't have to be "in sales" to appreciate this book - its core principles apply across every personal and business application. - Debra Anthony, Publisher NBIZ Magazine An ideal book for both beginner and advanced sales & marketing professionals. You can open to almost any page and find an instant nugget to feed your brain the kind of mental food that brings more sales in the door by afternoon. - Christopher Knight, CEO EzineArticles.com Be the Red Jacket in a sea of gray suits is a must read for all sales professionals that want to transform themselves to be best of the best. - George Richardson, Chairman Profectus Services Outstanding! One of the best sales books I've read in years. - Jeb Blount, Author of Power Principles and Sales Guy's 7 Rules For Outselling The Recession

Author: Monica Reinagel
Publisher: Macmillan
ISBN: 0312676417
Category : Health & Fitness
Languages : en
Pages : 258

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Book Description
"Have you tried every diet fad but wound up hungrier and no healthier than before? Are you overwhelmed by the sheer number of choices confronting you at the grocery store? In Secrets of a Nutrition Diva, popular podcast host and board-certified nutritionist Monica Reinagel sorts through the latest science to bust food myths and tell you exactly what you need to eat to look and feel fabulous. Organized the way you eat, by meals and snacks, the book will walk you through a typical day with straightforward and practical advice designed to answer your most burning questions, including: How much should you eat for breakfast? Is chicken always healthier than beef? Which organic produce is worth the extra cost? What specific kind of foods--like milk and bread--should you buy? Complete with grocery shopping lists, simple recipes, and a sample meal plan, Secrets of a Nutrition Diva takes the guesswork out of shopping for and preparing a healthy meal. Nutrition Diva's food rules will have you feeling healthier, looking better, and knowing that you're making the smartest food choices for you and your family"--

Author: Jeanette Nyden
Publisher:
ISBN: 9780981800479
Category : Business & Economics
Languages : en
Pages : 186

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Book Description
Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to: Uncover hidden agendasEffectively negotiate price Demand and define tradeoffs Use influence to their advantage Manage power imbalances You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng, Vice President, Netstar Communications, Inc. Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession