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Author: Paul C. Darley
Publisher:
ISBN: 9781945389849
Category : Emotional intelligence
Languages : en
Pages : 0
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Book Description
We are all salesmen. Whether we sell goods and services for a living or sell ourselves to future employers or spouses, the skills we use to build relationships, close deals and get ahead are the same. That's the premise behind Paul Darley's Sold! The Art of Relationship Sales. Darley lays out a theory that companies run by CEOs with a sales background outperform peer companies with CEOs who come up through other disciplines. To reach this conclusion, he interviewed top sales producers from numerous companies, analyzed his own person experiences growing a 100-plus-year-old family business, and documented processes and concepts that were successful. Sold! not only offers the results of Darley's findings but explains how to build effective sales relationships through a combination of emotional intelligence and authenticity. He shares the 50 Ps of relationship sales; shows how to establish a solid sales foundation (build relationships, solve a pain, follow a process); and reveals time-tested methods for overcoming objections and getting to "yes." Darley also dispels the long-held myth that salesmen are not to be trusted, providing strong evidence that when you hone your relationship skills by employing emotional intelligence and authentic leadership, you will not just become a better salesman but you'll also be better prepared to rise through the corporate ranks.
Author: Paul C. Darley
Publisher:
ISBN: 9781945389849
Category : Emotional intelligence
Languages : en
Pages : 0
Get Book
Book Description
We are all salesmen. Whether we sell goods and services for a living or sell ourselves to future employers or spouses, the skills we use to build relationships, close deals and get ahead are the same. That's the premise behind Paul Darley's Sold! The Art of Relationship Sales. Darley lays out a theory that companies run by CEOs with a sales background outperform peer companies with CEOs who come up through other disciplines. To reach this conclusion, he interviewed top sales producers from numerous companies, analyzed his own person experiences growing a 100-plus-year-old family business, and documented processes and concepts that were successful. Sold! not only offers the results of Darley's findings but explains how to build effective sales relationships through a combination of emotional intelligence and authenticity. He shares the 50 Ps of relationship sales; shows how to establish a solid sales foundation (build relationships, solve a pain, follow a process); and reveals time-tested methods for overcoming objections and getting to "yes." Darley also dispels the long-held myth that salesmen are not to be trusted, providing strong evidence that when you hone your relationship skills by employing emotional intelligence and authentic leadership, you will not just become a better salesman but you'll also be better prepared to rise through the corporate ranks.
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: Tammy Lynch
Publisher: Builderbooks
ISBN: 9780867186536
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
A how-to guide for developing the self-awareness, knowledge, and skills needed to succeed in the competitive field of new home sales, "Think Sold!" covers everything from the home-buying process to strategies for making better sales presentations.
Author: Anthony Solimini
Publisher: Lulu.com
ISBN: 1300551887
Category : Business & Economics
Languages : en
Pages : 155
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Book Description
Do you want to sell more? Sell with less stress? Build better relationships? Communicate more effectively? Learn Anthony Solimini's secrets of sales success with three easy words: TRUST, COMFORT, and CONFIDENCE. Sales professional Anthony Solimini is passionate about effective communication and its power to increase sales. "Before people can make a buying decision, they need to trust you, like you, and want to bearound you," he believes. He consults with and trains executives in major companies across Asia to 1. Build successful teams and communicate effectively, using the DISC profile and NLP tools. 2.Become compelling public speakers and presenters by using body language, humor, and powerful words. 3.Be highly motivated and achieve outstanding results as managers, leaders, salespeople, and negotiators.
Author: Michael T. Bosworth
Publisher: McGraw-Hill Companies
ISBN:
Category : Business & Economics
Languages : en
Pages : 278
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Book Description
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Author: Jill Konrath
Publisher: Penguin
ISBN: 1101432950
Category : Business & Economics
Languages : en
Pages : 248
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Book Description
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Author: Lee B. Salz
Publisher: HarperCollins Leadership
ISBN: 1400222516
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.
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: Daniel Alef
Publisher: Titans of Fortune Publishing
ISBN: 1608043126
Category : Biography & Autobiography
Languages : en
Pages : 40
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Book Description
Robert Louis Stevenson said, "Everyone lives by selling something." It is the principal force driving all commercial transactions and activities, from the executive suite of suits and ties to the trenches of open collar and rolled-up sleeves. Given the relative importance of selling in our quest for achievement and success, it is critical to develop selling skills, to hone and perfect them to the best of our abilities. Lots of books have been written about this subject, giving us tips, rules, comments, anecdotes and suggestions, and many more will be written in the future. After all, according to the Bureau of Labor Statistics there are more than 14 million people employed in sales and related occupations. And every one of them would like to improve their ability to close sales. "SOLD! HOW AMERICA'S GREATEST SALES AND MARKETING TITANS PULLED IT OFF" takes a different tack. Instead of listing rules or techniques, it lets you study, embrace and emulate the best salesmen/entrepreneurs who ever lived in America. Olympic skier Jean-Claude Killy once said: "The best and fastest way to learn a sport is to watch and imitate a champion." Cadets at the West Point Military Academy study the strategies of the great military leaders of the past to acquire the skills they will need in future combat. Chess players study the strategies employed by the grand chess masters to develop and improve their game. Improving sales techniques and capabilities is no different. Learning how America's super salesmen and saleswomen achieved their success is immensely instructive, all with a view to providing the reader with insight into what made these men and women so successful "Sold!" is the story of 35 titans, from Henry J. Heinz and William Wrigley, Jr., to Steve Jobs, Mary Kay Ash and Jeff Bezos, men and women who created industries, giant corporations, new products, and did it by selling--pitching their ideas and companies to investors and banks, and their products to the public.
Author: Phil M. Jones
Publisher: John Wiley & Sons
ISBN: 1119473454
Category : Business & Economics
Languages : en
Pages : 183
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Book Description
The sales guide for non-sales professionals Exactly How to Sell walks you through a tried and true process that draws on time tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product or your services) this simple read is certain to provide you actionable strategies to deliver you more of the sales results you are looking for. Inside, Phil M. Jones writes from experience and explains how to get more customers and keep them all happy—while they’re spending more money, more often. Using simple, practical, and easy-to-implement methods in line with the modern business landscape, Phil educates and guides you, giving you the confidence you need to develop the skills you need to win more business. Boost your salesmanship to support your core profession Create intent in a buyer and scenarios where everybody wins Choose your words wisely and present like a pro Overcome the indecision in your customers and close more sales Manage your customer base and have them coming back for more If you want to up your sales game, Exactly How to Sell shows you how.
