The Art of Selling IT Technology to Large Enterprises PDF Download

Author: Maan Al Saleh
Publisher: Austin Macauley Publishers
ISBN: 9948775481
Category : Business & Economics
Languages : en
Pages : 111

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Book Description
The Art of Selling IT Technology to Large Enterprises is a special educational book for IT salespeople. It is intended to be their reference book to generate more business and to add major value to their trusted customers.

Author: Tom Hopkins
Publisher: Grand Central Pub
ISBN: 9780446386364
Category : Business & Economics
Languages : en
Pages : 292

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Book Description
After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.

Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196

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Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Author: Philip Delves Broughton
Publisher: Penguin
ISBN: 0143122762
Category : Business & Economics
Languages : en
Pages : 306

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Book Description
From the author of Ahead of the Curve, a revelatory look at successful selling and how it can impact everything we do The first book of its kind, The Art of the Sale is the result of a pilgrimage to learn the secrets of the world's foremost sales gurus. Bestselling author Philip Delves Broughton tracked down anyone who could help him understand what it took to achieve greatness in sales, from technology billionaires to the most successful saleswoman in Japan to a cannily observant rug merchant in Morocco. The wisdom and experience Broughton acquired, revealed in this outstanding book, demonstrates as never before the complex alchemy of effective selling and the power it has to overcome challenges we face every day.

Author: Dr. Utpal Chakraborty
Publisher: OrangeBooks Publication
ISBN:
Category : Education
Languages : en
Pages : 335

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Book Description
This book ' Art of selling big' talks about the latest marketing trends and the ways people involved in selling various product and service. This book of marketing can help them and guide them the ways by which they can sell more. This book will help in grooming sales people to have an edge in the area of marketing and sales.

Author: Thomas Freese
Publisher: Sourcebooks, Inc.
ISBN: 1402287534
Category : Business & Economics
Languages : en
Pages : 441

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Book Description
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Author: John Care
Publisher: Artech House
ISBN: 1596933402
Category : Business & Economics
Languages : en
Pages : 360

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Book Description
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.

Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253

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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: Mario Herger
Publisher: Createspace Independent Publishing Platform
ISBN: 9781470000646
Category : Electronic games
Languages : en
Pages : 0

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Book Description
Research shows when people are engaged they are more productive. That's why gamification has caught on in the corporate world. The clever combination of fields such as game design, psychology, motivation theory, neurophysiology, and behaviorism has been shown to benefit stakeholders in surprisingly effective ways. This landmark book examines the prevailing notion that simple rewards and competition are effective means for engaging people, and shows how gamification designs can be applied to support long-term collaboration, creativity, productivity, loyalty, and learning. Based on evidence from many research papers, use cases, and practical examples you will learn how to create effective and fun gamification designs for one or multiple systems in a local or global context. Enterprise Gamification is the most comprehensive and scientifically rigorous book yet written in this exciting new field.

Author: John Warrillow
Publisher: Greenleaf Book Group
ISBN: 1733478167
Category : Business & Economics
Languages : en
Pages : 246

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Book Description
Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confusing, and one wrong step can easily cost you dearly. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top is the last in a trilogy of books by author John Warrillow on building value. The first, Built to Sell, encouraged small business owners to begin thinking about their business as more than just a job. The Automatic Customer tagged recurring revenue as the core element in a valuable company and provided a blueprint for transforming almost any business into one with an ongoing annuity stream. Warrillow completes the set with The Art of Selling Your Business. This essential guide to monetizing a business is based on interviews the author conducted on his podcast, Built to Sell Radio, with hundreds of successfully cashed-out founders. What's the secret for harvesting the value you've created when it's time to sell? The Art of Selling Your Business answers important questions facing any founder, including— • What's your business worth? • When's the best time to sell? • How do you create a bidding war? • How can you position your company to maximize its attractiveness? • Who will pay the most for your business? • What’s the secret for punching above your weight in a negotiation to sell your company? The Art of Selling Your Business provides a sleeves-rolled-up action plan for selling your business at a premium by an author with consummate credibility.