The New Power Base Selling PDF Download

Author: Jim Holden
Publisher: John Wiley & Sons
ISBN: 1118240944
Category : Business & Economics
Languages : en
Pages : 262

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Book Description
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Author: Jim Holden
Publisher: John Wiley & Sons
ISBN:
Category : Business & Economics
Languages : en
Pages : 244

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Book Description
"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.

Author: Grant Cardone
Publisher: Greenleaf Book Group
ISBN: 1608322904
Category : Business & Economics
Languages : en
Pages : 281

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Book Description
Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.

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: Mike Weinberg
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814431771
Category : Business & Economics
Languages : en
Pages : 242

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Book Description
Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

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: David McKnight
Publisher: Crown Currency
ISBN: 1984823078
Category : Business & Economics
Languages : en
Pages : 162

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Book Description
OVER 300,000 COPIES IN PRINT, WITH A NEW CHAPTER ON THE 2018 TAX CUTS. There's a massive freight train bearing down on the average American investor, and it's coming in the form of higher taxes. The United States Government has made trillions of dollars in unfunded promises for programs like Social Security and Medicare—and the only way to deliver on these promises is to raise taxes. Some experts have even suggested that tax rates will need to double, just to keep our country solvent. Unfortunately, if you're like most Americans, you've saved the majority of your retirement assets in tax-deferred vehicles like 401(k)s and IRAs. If tax rates go up, how much of your hard-earned money will you really get to keep? In The Power of Zero, McKnight provides a concise, step-by-step roadmap on how to get to the 0% tax bracket by the time you retire, effectively eliminating tax rate risk from your retirement picture. Now, in this expanded edition, McKnight has updated the book with a new chapter on the 2017 Tax Cuts and Jobs Act, showing readers how to navigate the new tax law, and how they can extend the life of their retirement savings by taking advantage of it now. The day of reckoning is fast approaching. Are you ready to do what it takes to experience the power of zero?

Author: Steve Chandler
Publisher: Robert Reed Pub
ISBN: 9781931741583
Category : Business & Economics
Languages : en
Pages : 134

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Book Description
The Joy of Selling introduces powerful thinking processes that will help the reader to develop a creative state of mind. Chandler believes this state is essential for achieving extraordinary sales success. At the same time, he shows the reader how to enjoy the sales process. His book captures the same joyful spirit that enlivens his seminars. In concise, reader-friendly chapters, best-selling author Steve Chandler delivers over 50 powerful ideas guaranteed to stimulate fantastic sales success. Drawing on his extensive experience in the field, and using the most up-to-date psychological tools available, Chandler illustrates ways for both the novice and the seasoned pro to reach new heights of business prosperity. The Joy of Selling invites readers to be extraordinary, not only in sales but in all areas of life by making a conscious commitment to innovation, adventure, and clear communication.

Author: Lee B. Salz
Publisher: HarperChristian + ORM
ISBN: 0814439918
Category : Business & Economics
Languages : en
Pages : 209

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Book Description
"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240

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Book Description
Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.