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Jeffrey Gitomer � Sales Bible
Jeffrey Gitomer�s best-selling work, in which he shares his tips on how to be a successful salesperson, has a new edition and is now available on audio. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation.
Written in a breezy manner with short, easy-to-remember suggestions, this audio will be popular with persons just getting started in this field or those needing an inspirational pep talk. In an area where there are literally dozens of works already available, The Sales Bible will prove helpful to anyone who listens to it.
The Instant Sales Pro: More than 600 Tips and Techniques to Accelerate Your Sales Success
For the sales professional with more energy than experience and more ambition than knowledge, the fast lane to success can be riddled with potholes. But the last thing these go-getters want to do is get bogged down with some huge book of sales techniques.
The Instant Sales Pro offers instead a quick yet comprehensive guide to the basics of successful selling: prospecting, getting on the customer �s wavelength, dealing with objections, negotiation, closing the sale, and more. Readers will learn every step of the sales process, starting with sales letters and cold calls, as well as how to sell to different personalities, use technology, troubleshoot problems, and plan and manage a territory.
The Instant Sales Pro is designed for easy access, with all the information presented in short chapters and bullet points. There is no complicated theory, no magic formula. There are just hundreds of great tips for turning any sales rep into a sales professional instantly.
Perfect Phrases for Sales Presentations
THE RIGHT PHRASE FOR THE RIGHT SITUATION??"EVERY TIMEWhen it comes to sales presentations, every word counts??"but who has the time to craft perfect presentations all the time?
You do??"when you have Perfect Phrases for Sales Presentations. This go-to guide is exactly what you need to streamline this critical process. With hundreds of ready-to-use, time-saving phrases for delivering a winning sales presentation, this concise guide provides the ideal language for:
* Making a great fi rst impression
* Finding and cultivating prospective clients
* Grabbing and holding your customer??Ts attention
* Establishing your product??Ts value
* Getting commitment??"and closing the deal
From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
When things don�t go well on a sales call, you probably ask yourself, �Why did I lose that sale?� . . . and then move on.
But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. From a Good Sales Call to a Great Sales Call teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source available�the buyer. You�ll learn how to:
* Approach postdecision prospects using best practices and proper etiquette
* Design a comprehensive �debrief� questionnaire
* Obtain more candid and accurate feedback from prospects
* Identify important patterns in your techniques
* Use what works and improve what doesn�t to close more sales than ever
Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process:
Step 1. Discover the Benefits of Successfully Debriefing with Prospects
Step 2. Understand the Postdecision Mind-Set of the Prospect
Step 3. Recognize How Salespeople Can Inhibit the Feedback Process
Step 4. Design a Prospect Debrief Questionnaire
Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls
Step 6. Identify and Analyze Your Win/Loss Trends
Step 7. Benchmark Your Feedback
Step 8. Implement the Right Techniques to Increase Your Close Rate
Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.
SalesBURST!!: World's Fastest (entrepreneurial) Sales Training
"SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
�Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
�Jeffrey Gitomer, author of Little Red Book of Selling
"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
�Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based Sales effort can make you successful."
�John Calamos, CEO, Calamos Investments
No Lie: Truth Is the Ultimate Sales Tool
A top Fortune 500 sales trainer shows how to transform the ugly truth into beautiful sales No Lie--Truth Is the Ultimate Sales Tool introduces salespeople to a powerful new approach to winning customers' trust instantly and selling more, more, more. Drawing upon his years of experience training sales forces at Xerox, American Express, PepsiCo, Verizon, and other top shops worldwide, guru Barry Maher explains why the most effective salespeople know how to transform their product or service's negatives into positive selling points, or even bragging points. Using fascinating and instructive real-world examples, he describes six proven strategies that let readers: Win customer trust, instantly, by telling the whole truth about a product Use that trust to transform a negative into a powerful selling point Compare a product's shortcomings with a competitor's advantages and come out on top Convince potential customers that a product's negatives translate into greater success and satisfaction.
Transform the ugly truth into beautiful sales
Afraid to talk to your customers about the potential negatives of your product or service? After you read No Lie--Truth Is the Ultimate Sales Tool, you won't be able to keep your mouth shut. This straight-talking primer for sales professionals introduces a powerful new approach to winning customers' trust instantly and selling more, more, more! And not just down the road but right now, in the account today.
Drawing upon his years of experience working with , Verizon, Budget Rent a Car, American Express, PepsiCo, and other top shops worldwide, sales guru Barry Maher shows you how to turn negatives into positive selling points, or even bragging points. Using entertaining, enlightening and even humorous "examples, anecdotes, case studies and pontifications," he details six proven strategies for turning lemons into lemonade. You'll learn how to:
* Win customer trust, instantly, by telling the whole truth about a product
* Transform negatives into powerful selling points
* Compare your product's shortcomings with a competitor's strengths and come out on top
* Prove to your customers how perceived negatives translate into superior performance and greater satisfaction
Think Like Your Customer
The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.
In addition, you receive:
* Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader
* Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers
Sales & Pitch Letters for Busy People
Sales and marketing is a fast-paced environment, and there is never enough time to write good letters--letters that will communicate, convince, and close. Sales & Pitch Letters for Busy People will help salespeople at every level save time and avoid having to produce sales and pitch letters from scratch.
Sales & Pitch Letters for Busy People is a handy, quick-reference guide that not only tells you how to write virtually any kind of sales pitch letter, but includes a wide range of samples that you can easily and quickly adapt and use right now.
This book includes concise, easy-to-use writing tips and resources that get attention--and results! Packed with solid writing advice and useful techniques
Some example letters presented are:
* Sales letters offering special discounts
* Pitch letters introducing a new product or service
* Letters that request referrals
* Referral marketing campaigns
* Pitch letters to the media
* Cold call sales letters
* Marketing campaigns for service businesses
* E-mail pitch and sales letters
* Letters for selling more to existing customers
The letters can be copied, modified, and customized to fit your requirements. Creating and writing compelling and effective sales and pitch letters have never been so easy!
Get Tons of Sales and Umpteen Email Subscribers
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�You can have a most appropriate chunk of Salmon beef though it will be squandered if we don�t know how to prepare it!�
When Customers Talk... Turn What They Tell You into Sales
Survey of more than 100,000 consumers reveals how they want to be treated, and the way they want to buy.
What do customers really want? Not all retailers are in the habit of listening when customers talk. They can do better, according to master customer service speaker, author, and consultant T. Scott Gross. In fact, research shows that unhappy customers talk about negative experiences for an average of 18 months. Once they have a bad experience, it will take 12 positive experiences to make up for it. However, if a complaint is resolved, count on an intensely loyal customer.
In When Customers Talk, the third volume in his customer service series, Gross partners with consumer researcher Joe Pilotta from BIGresearch to draw conclusions for frontline retailers and managers based on the insights of 100,000 retail customers. This approachable, must-have guide offers detailed insights to help retailers learn how to anticipate customer needs and take advantage of emerging trends.
Written in an engaging style, and backed by statistical research, When Customers Talk helps retailers:
* Bridge the disconnect between retailers' and customers' attitudes.
* Ask the right questions to get answers that will make a difference.
* Turn the knowledge of customers' habits into sales.
* Leverage customers' loyalty for a lifetime relationship: heart, mind, and wallet.
* Understand pricing and discounting to maximize profits.
* Tap into technology to avoid being blindsided by changes.
With customer insight "straight from the horse's mouth," retail managers disregard this information at their peril!
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Yanik Silver - Advanced Instant Sales Letters
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