Emotional Selling: Using Emotional Selling to Get Sales

EBook Description: Emotional Selling is a very practical book that is, easy to read, informative, and will provide anyone that reads it exactly what they need to know to sell successfully. It gets right to the point and will help any one interested in selling to focus on what is important. Not only does the book provide the keys to success but it also provides quick summary charts to allow you to use the book as a quick reference before any sales call or meeting. It has been estimated that 80% of all buying decisions are based on emotion. The key to successful sales is making the right connection with the customer, and extracting the right emotional response. The book sets out a tried and tested technique to achieve this objective by thinking, acting and responding on the basis of emotion. This book will enable readers dramatically to improve their sales performance, and enjoy it at the same time... David Yule has created a dynamic guide to using "emotional intelligence" in selling. The book shows how these groundbreaking new principles can be applied to create rapport and achieve sales with even the most difficult of customers. If you want to improve your own or your organizations sales performance then this book. Not only will you see immediate results, but you'll have fun along the way.

by Barnum, P. T.
in category Business Finance/Sales And Marketing

Cases And Problems In Marketing Research

by Blankertz, Donald F.
in category Business Finance/Sales And Marketing

Cases In Marketing

by Lockley, Lawrence C.
in category Business Finance/Sales And Marketing

Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company�s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

Rethinking the Sales Cycle

Align your selling methods with their buying habits for a win-win relationship!�The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.�
�Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world�s leading sales training firms, has dramatically changed how selling is viewed�from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don�t want salespeople telling them what they want or need; they�ve already gone online and informed themselves�which makes the job of selling more difficult than ever.

10 Steps To Sales Success

Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires � providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author�s �Ten-Step Model of Sequential Selling,� comprising:

* Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up.

Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous �how-to� examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence.

Mastering Technical Sales: The Sales Engineer's Handbook

Take your career to new heights by adding powerhouse sales and presentation skills to your technical background. This newly revised and expanded edition of Mastering Technical Sales: The Sales Engineer's Handbook offers invaluable insights and tips for every stage of the selling process, explained step-by-step by a pair of technical sales pros with decades of eye-popping, industry-giant success under their belt. The second edition features nearly 40% new material, including how to make the most of Webcasts and remote demonstrations, how to give impressive "snap" demonstrations, and how to use CRM/SFA systems effectively.

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 -- including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.

The Ultimate Sales Letter 3rd Edition

A powerful sales letter is the ultimate marketing tool for all types of business owners, sales reps, and advertising professionals. However, most sales letters end up getting tossed in the junk mail pile. The Ultimate Sales Letter, 3rd Edition shows you how to write letters that get read, generate leads, and make money.
Coverage includes:
The twelve best headline formulas Strategies for building a customer base Sales letters for Web sites and online use This guide teaches you a step-by-step system for writing sales letters any business can use--designed by the most successful and highly paid professional direct-response copywriter in the country.

Selling and Sales Management

Selling and Sales Management 8/e is essential reading for all marketing and management students and practitioners, in particular those with specific interests in the world of sales. The text is split into five logical parts: Sales Perspective, Sales Technique, Sales Environment, Sales Management and Sales Control. This edition places emphasis on international aspects of selling and sales management whilst also covering all of the important elements of the marketing mix. Topics covered include Sales Strategies, Key Account Management, Sales Forecasting and Budgeting, and the Role of Selling in Marketing.

501 Killer Marketing Tactics to Increase Sales, Maximize Profits, and Stomp Your Competition

A few years back, marketing super-guru Tom Feltenstein in rewrote the book on
high-impact marketing that works. Fast-forward to today and new technologies,
more sophisticated consumers/competitors, and a whole new media landscape have
changed all the rules. In response, Feltenstein has upped his game, and in,
he delivers even MORE sure-fire marketing strategies and tactics that let
you outwit, outthink, and outsell the other guy.
Based on case studies of clients ranging from small nonprofits to giants
like Coca-Cola and McDonald's, this book delivers tips and tricks on a
range of hot topics:
Planning the Battle--and Choosing the Right Tactics
eMarketing, Digital Media/Social Networking
Grand Opening/Reopening and Holidays
Four Walls Marketing
Direct Mail and Ads, Coupons and Tear-outs, Event Tie-ins, and Gift Certificates
Marketing Measurement
No matter what your budget is, you can still wage cutting-edge marketing and
promotional campaigns that get the word out about your business, cement the
loyalty of your existing customers--and win more new customers than you can
handle.

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