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books tagged “sales”
books tagged “sales”
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The 25 Sales Habits of Highly Successful Salespeopleby Stephan SchiffmanISBN 1558503919 (1-55850-391-9)
Softcover, Adams Media Corp
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› Find signed collectible books: 'The 25 Sales Habits of Highly Successful Salespeople'Book summary:The author of The 25 Most Common Sales Mistakes . . . And How to Avoid Them teaches salespeople how to demonstrate trustworthiness, turn a customer's objection around, and 23 other proven habits for sales success. [via]
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The 7 Habits of Highly Effective People: Powerful Lessons in Personal Changeby Stephen R. CoveyISBN 0743272455 (0-7432-7245-5)
Hardcover, Simon & Schuster
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› Find signed collectible books: 'The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change'Book summary:Amazon.co.uk Review According to Steven R. Covey, to live with security and wisdom, and to have the power to take advantages of the opportunities that change creates, we need fairness, integrity, honesty and human dignity. Quite a tall order when you consider that most of us live our lives in a permanent state of flux, questioning our ideals and values and fighting a daily battle with the lack of self-confidence that stops us from taking risks of any kind. But, in The Seven Habits of Highly Effective People, Covey manages to make it sound as if changing the way we look at ourselves and the world around us so that we can become more successful both personally and professionally an absolute doddle. He defines the "habits" as "the intersection of knowledge, skill and desire" and states that the "Seven Habits" of the title are not mutually exclusive, but rather when developed together help to form a well-rounded, sensitive, confident and effective human being. As with many self-help books, much of what you read here is based on basic common sense and can at times be irritatingly obvious. However, what Covey manages to do so successfully is to break down the barriers which prevent all of us from taking a long hard look at ourselves, and then gradually introduces new rules which allow us to move first from dependence to independence and then towards the ultimate goal of interdependence. But of course, the only real way to test the value of The Habits--be proactive, begin with the end in mind, put first things first, think "win/win", seek first to understand and then to be understood, synergise, sharpen the saw-- is to work on them. This book is as good as any place to start on the road to self-awareness and self-improvement in the workplace and in the home without becoming too irritatingly smug and self-satisfied. --Susan Harrison [via]
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The 7 Habits of Highly Effective People: Restoring the Character Ethicby Stephen R. CoveyISBN 1417656646 (1-4176-5664-6)
Hardcover, Bt Bound
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› Find signed collectible books: 'The 7 Habits of Highly Effective People: Restoring the Character Ethic'Book summary:Amazon.co.uk Review According to Steven R. Covey, to live with security and wisdom, and to have the power to take advantages of the opportunities that change creates, we need fairness, integrity, honesty and human dignity. Quite a tall order when you consider that most of us live our lives in a permanent state of flux, questioning our ideals and values and fighting a daily battle with the lack of self-confidence that stops us from taking risks of any kind. But, in The Seven Habits of Highly Effective People, Covey manages to make it sound as if changing the way we look at ourselves and the world around us so that we can become more successful both personally and professionally an absolute doddle. He defines the "habits" as "the intersection of knowledge, skill and desire" and states that the "Seven Habits" of the title are not mutually exclusive, but rather when developed together help to form a well-rounded, sensitive, confident and effective human being. As with many self-help books, much of what you read here is based on basic common sense and can at times be irritatingly obvious. However, what Covey manages to do so successfully is to break down the barriers which prevent all of us from taking a long hard look at ourselves, and then gradually introduces new rules which allow us to move first from dependence to independence and then towards the ultimate goal of interdependence. But of course, the only real way to test the value of The Habits--be proactive, begin with the end in mind, put first things first, think "win/win", seek first to understand and then to be understood, synergise, sharpen the saw-- is to work on them. This book is as good as any place to start on the road to self-awareness and self-improvement in the workplace and in the home without becoming too irritatingly smug and self-satisfied. --Susan Harrison [via]
More editions of The 7 Habits of Highly Effective People: Restoring the Character Ethic:
Be a Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Marketsby Brian TracyISBN 1576752739 (1-57675-273-9)
Softcover, Ingram Pub Services
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Closing Techniques: (That Really Work!)by Stephan SchiffmanISBN 1580628575 (1-58062-857-5)
Softcover, Adams Media Corp
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› Find signed collectible books: 'Closing Techniques: (That Really Work!)'Book summary:Closing the sale is the part of the job nearly every salesperson dreads, yet it can actually be the easiest part of the sales cycle. Sales trainer Stephan Schiffman's innovative system makes manipulative tricks and high-pressure techniques obsolete. He shows you how to integrate the closing process into a productive, professional sales cycle -- and turn prospects into allies, not adversaries. [via]
More editions of Closing Techniques: (That Really Work!):
- Closing Techniques: (That Really Work!): ISBN 1558504109 (1-55850-410-9)
Softcover, Adams Media Corp - Closing Techniques: (That Really Work!): ISBN 1580621724 (1-58062-172-4)
Softcover, Adams Media Corp - Closing Techniques: (That Really Work!): ISBN 1580628575 (1-58062-857-5)
Softcover, Adams Media Corp
- Closing Techniques: (That Really Work!): ISBN 1558504109 (1-55850-410-9)
Cold Calling Techniques: (That Really Work!)by Stephan SchiffmanISBN 1558508600 (1-55850-860-0)
Softcover, Adams Media Corp
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› Find signed collectible books: 'Cold Calling Techniques: (That Really Work!)'More editions of Cold Calling Techniques: (That Really Work!):
- Cold Calling Techniques (That Really Work!): ISBN 1580620760 (1-58062-076-0)
Softcover, Adams Media Corp - Cold Calling Techniques: (That Really Work!): ISBN 1580628567 (1-58062-856-7)
Softcover, Adams Media Corp - Cold Calling Techniques (That Really Work!): ISBN 0937860573 (0-937860-57-3)
Softcover, Bob Adams, Inc. - Cold Calling Techniques: (That Really Work!): ISBN 1558508600 (1-55850-860-0)
Softcover, Adams Media Corp
- Cold Calling Techniques (That Really Work!): ISBN 1580620760 (1-58062-076-0)
Consultative Sellingby MacK Hanan, James J. Cribbin, Herman C. HeiserISBN 0814453287 (0-8144-5328-7)
Hardcover, AMACOM
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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levelsby MacK HananISBN 081447215X (0-8144-7215-X)
Hardcover, Amacom Books
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› Find signed collectible books: 'Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels'Book summary:Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors. [via]
More editions of Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels:
- Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels: ISBN 0814403034 (0-8144-0303-4)
Hardcover, Amacom Books - Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels: ISBN 0814405037 (0-8144-0503-7)
Hardcover, Amacom Books - Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels: ISBN 081445013X (0-8144-5013-X)
Hardcover, Amacom Books - Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels: ISBN 081447215X (0-8144-7215-X)
Hardcover, Amacom Books
- Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels: ISBN 0814403034 (0-8144-0303-4)
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Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless: How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Knowby Jeffrey GitomerISBN 188516730X (1-885167-30-X)
Hardcover, Bard
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› Find signed collectible books: 'Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless: How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Know'Book summary:To longtime sales and customer-service pro Jeffrey Gitomer, boasting about a near-perfect customer-satisfaction rating of 97.5 percent is a major mistake. "That means 2.5 percent of your customers are mad and they're telling everyone. And 97.5 percent of your customers will shop anyplace the next time they go to market for your product or service." Based on a philosophy that's been developed through his syndicated business columns and the more than 150 seminars that he gives each year to companies such as Radisson, Sony, NationsBank, and Time Warner Cable, the book outlines his formula for making customers so faithful they "will fight before they switch--and they will proactively refer people to buy from you." Regularly employing oversized type in screaming bold fonts to grab the reader's attention, Gitomer breathlessly recounts his start-to-finish approach to becoming "memorable" to consumers along with illustrative tales of his own encounters with particularly egregious examples of poor service. All of this is bolstered by an ongoing sampling of his inspirational quips and a variety of self-evaluating quizzes designed to pinpoint individual strengths and weaknesses. Take a deep breath, read it straight through, and prepare to delight thy customer! --Howard Rothman [via]
More editions of Customer Satisfaction Is Worthless, Customer Loyalty Is Priceless: How to Make Customers Love You, Keep Them Coming Back and Tell Everyone They Know:
Customers for Life: How to Turn That One-Time Buyer into a Customer for Lifeby Paul B. Brown, Carl SewellISBN 0385415036 (0-385-41503-6)
Hardcover, Bantam Dell Pub Group
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Customers for Life: How to Turn That One-Time Buyer into a Lifetime Customerby Paul B. Brown, Carl SewellISBN 0385504454 (0-385-50445-4)
Softcover, Doubleday
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› Find signed collectible books: 'Customers for Life: How to Turn That One-Time Buyer into a Lifetime Customer'Book summary:The art of developing the long-term customer relationships that are the lifeblood of every successful enterprise.
"Sewell's fundamentals are to an entrepreneur what the three R's are to a teacher...required reading." -- Harvey Mackay, author of "Swim With The Sharks" [via]More editions of Customers for Life: How to Turn That One-Time Buyer into a Lifetime Customer:
- Customers for Life: How to Turn That One-Time Buyer into a Lifelong Customer: ISBN 067102101X (0-671-02101-X)
Softcover, Pocket Books - Customers for Life: How to Turn That One-Time Buyer into a Lifetime Customer: ISBN 0671747959 (0-671-74795-9)
Softcover, Pocket Books - Customers for Life: How to Turn That One-Time Buyer into a Lifetime Customer: ISBN 0385504454 (0-385-50445-4)
Softcover, Doubleday
- Customers for Life: How to Turn That One-Time Buyer into a Lifelong Customer: ISBN 067102101X (0-671-02101-X)
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El Vendedor Mas Grande Del Mundo/Greatest Salesman on Earthby Og MandinoISBN 9681308042 (968-13-0804-2)
Softcover, Editorial Diana S.A. De C.V.
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› Find signed collectible books: 'El Vendedor Mas Grande Del Mundo/Greatest Salesman on Earth'Book summary:RustyRiver offers fast daily shipping and 100% customer satisfaction GUARANTEED! This book is in good condition! Writing on some pages. [via]
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Get Clients Now!: A 28-Day Marketing Program for Professionals and Consultantsby C. J. HaydenISBN 0814473741 (0-8144-7374-1)
Softcover, Amacom Books
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› Find signed collectible books: 'Get Clients Now!: A 28-day Marketing Program for Professionals, Consultants, And Coaches'Book summary:Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants, by business coach C.J. Hayden, lays out a very precise marketing and sales system actually designed to be completely customized for optimal effectiveness by anyone in the service industry. Employing a "cookbook model" to help readers create this individualized action plan, it first shows how to determine which ingredients are missing from current marketing and sales activities and then suggests the specific tools and tactics that will immediately get a successful effort underway. The truly unique part of this book, however, begins in chapter 6, which breaks down Hayden's explicit four-week system into 28 separate sections that are meant to be read and acted upon one day at a time. The volume's final part, called "The Strategies," then outlines a collection of practical "marketing recipes" that correspond to various plans of attack determined earlier in the process. Each offers realistic tips (on topics such as direct contact and follow-up, networking and referral building, and writing and publicity) that directly correspond to the personal goals, strengths, and weaknesses readers already have identified. Further advice and inspirational anecdotes from recognized experts, along with additional resources, are also interspersed throughout the text. --Howard Rothman [via]
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The Greatest Salesman in the Worldby Og MandinoISBN 055327757X (0-553-27757-X)
Softcover, Bantam Books
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› Find signed collectible books: 'The Greatest Salesman in the World'Book summary:The Greatest Salesman in the World is a tiny book, and it is a treasure. First published in 1968, Og Mandino's classic remains an invaluable guide to a philosophy of salesmanship. Mandino's clear, simple writing style supports his purpose: to make the principles of sales known to a wide audience. A parable set in the time just prior to Christianity, The Greatest Salesman in the World weaves mythology with spirituality into a much needed message of inspiration in this culture of self-promotion. Mandino believes that to be a good salesperson, you must believe in yourself and the work you are doing. It is a simple but profound spiritual philosophy about how to succeed in the world's marketplace, easily understood and easy to take to heart. --Jodie Buller [via]
More editions of The Greatest Salesman in the World:
- The Greatest Salesman in the World: ISBN 0883910330 (0-88391-033-0)
Hardcover, Frederick Fell Pub - The Greatest Salesman in the World: ISBN 0802725570 (0-8027-2557-0)
Softcover, Walker Large Print - The Greatest Salesman in the World: ISBN 0811900673 (0-8119-0067-3)
Hardcover, Kensington Pub Corp - The Greatest Salesman in the World: ISBN 055327757X (0-553-27757-X)
Softcover, Bantam Books
- The Greatest Salesman in the World: ISBN 0883910330 (0-88391-033-0)
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Greatest Salesman in the World Part II: The End of the Storyby Og MandinoISBN 0553276999 (0-553-27699-9)
Softcover, Bantam Books
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› Find signed collectible books: 'Greatest Salesman in the World Part II: The End of the Story'Book summary:What you are today is not important... for in this runaway bestseller you will learn how to change your life by applying the secrets you are about to discover in the ancient scrolls.
From the Paperback edition. [via]More editions of Greatest Salesman in the World Part II: The End of the Story:
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The Greatest Secret in the Worldby Og MandinoISBN 0553280384 (0-553-28038-4)
Softcover, Bantam Books
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› Find signed collectible books: 'The Greatest Secret in the World'Book summary:Mandino offers an explanation of his famous Ten Greatest Scrolls of Success. [via]
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High Trust Selling: Make More Money in Less Time With Less Stressby Todd DuncanISBN 0785288597 (0-7852-8859-7)
Softcover, Thomas Nelson Inc
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› Find signed collectible books: 'High Trust Selling: Make More Money in Less Time With Less Stress'Book summary:Hardcover: 240 pages Publisher: Nelson Books (January 7, 2003) ISBN: 0785263934 Product Dimensions: 9.3 x 6.3 x 1.1 inches This book gives a fresh understanding of the ?laws? that govern the sales profession. The first section includes the laws that deal with the attitudes, aptitudes, and abilities that are required for any salesperson to be successful. The second section deals with the laws concerning the communication, courtship, camaraderie and commitments between a successful salesperson and his or her clients. Each law provides a description of a practical application.If you?ve ever held a sales position you know that being successful takes more than a smile, a Rolodex and a ?can do? attitude. This book provides the ?more? you will need to come out on top and stay there. [via]
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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Saleby Rick PageISBN 0966910249 (0-9669102-4-9)
Hardcover, Nautilus Pr
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How I Raised Myself from Failure to Success in Sellingby Frank BettgerISBN 067179437X (0-671-79437-X)
Softcover, Fireside
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› Find signed collectible books: 'How I Raised Myself from Failure to Success in Selling'More editions of How I Raised Myself from Failure to Success in Selling:
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How to Become a Rainmaker: The People Who Get and Keep Customersby Jeffrey J. FoxISBN 0786865954 (0-7868-6595-4)
Hardcover, Hyperion Books
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› Find signed collectible books: 'How to Become a Rainmaker: The People Who Get and Keep Customers'Book summary:Filled with smart tips given in the Fox signature style, counter- intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field. [via]
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How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clientsby Jeffrey J. FoxISBN 0786885122 (0-7868-8512-2)
Softcover, Hyperion Books
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› Find signed collectible books: 'How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients'More editions of How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients:
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How to Master the Art of Sellingby Tom Hopkins, J. Douglas EdwardsISBN 0446386367 (0-446-38636-7)
Softcover, Grand Central Publishing
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› Find signed collectible books: 'How to Master the Art of Selling'Book summary:A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently [via]
More editions of How to Master the Art of Selling:
- How To Master The Art Of Selling: ISBN 0446692743 (0-446-69274-3)
Softcover, Grand Central Pub - How to Master the Art of Selling: ISBN 0446374946 (0-446-37494-6)
Softcover, Warner Books Inc - How to Master the Art of Selling: ISBN 0938636030 (0-938636-03-0)
Hardcover, Tom Hopkins Intl - How to Master the Art of Selling: ISBN 0446386367 (0-446-38636-7)
Softcover, Grand Central Publishing
- How To Master The Art Of Selling: ISBN 0446692743 (0-446-69274-3)
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Influenceby Robert B. CialdiniISBN 006124189X (0-06-124189-X)
Softcover, Collins
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› Find signed collectible books: 'Influence'Book summary:Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them. [via]
More editions of Influence:
- Influence: ISBN 0321011473 (0-321-01147-3)
Softcover, Allyn & Bacon - Influence: The Psychology of Persuasion: ISBN 0688128165 (0-688-12816-5)
Softcover, HarperCollins Publishers - Influence: ISBN 0673155145 (0-673-15514-5)
Softcover, Scott, Foresman - Influence: ISBN 0673189422 (0-673-18942-2)
Softcover, Scott, Foresman - Influence: ISBN 0673467511 (0-673-46751-1)
Softcover, Addison-Wesley - Influence: ISBN 0688041078 (0-688-04107-8)
Softcover, Quill - Influence: How and Why People Agree to Things: ISBN 0688015603 (0-688-01560-3)
Hardcover, Harpercollins - Influence: ISBN 006124189X (0-06-124189-X)
Softcover, Collins
- Influence: ISBN 0321011473 (0-321-01147-3)
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The Irresistible Offer: How To Sell Your Product Or Service In 3 Seconds Or Lessby Mark JoynerISBN 0471738948 (0-471-73894-8)
Hardcover, John Wiley & Sons Inc
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› Find signed collectible books: 'The Irresistible Offer: How To Sell Your Product Or Service In 3 Seconds Or Less'Book summary:Your customers are going to give you three seconds to make the sale.
Do you know what to say in those three seconds?
The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than "old" marketing. This new way is The Irresistible Offer.
"The Irresistible Offer is the missing link in many marketing books."
Joe Sugarman, Chairman, BluBlocker Corporation"The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."
John Du Cane, CEO, Dragon Door Publications, Inc."As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point."
Howard Berg, "The World's Fastest Reader""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."
Dr. Joe Vitale, author of The Attractor Factor"If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."
Randy Gilbert, a.k.a. "Dr. Proactive" host of The Inside Success Show [via]More editions of The Irresistible Offer: How To Sell Your Product Or Service In 3 Seconds Or Less:
Jeffrey Gitomer's Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationshipsby Jeffrey H. GitomerISBN 1885167660 (1-885167-66-0)
Hardcover, Bard
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› Find signed collectible books: 'Jeffrey Gitomer's Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships'More editions of Jeffrey Gitomer's Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships:
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Jeffrey Gitomer's Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Moneyby Jeffrey H. GitomerISBN 0131735365 (0-13-173536-5)
Hardcover, Pearson P T R
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› Find signed collectible books: 'Jeffrey Gitomer's Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money'Book summary:The Collection was produced over 30 years,43 states and 95% of all the images are "gone forever!" from consumer and corporate culture...billy tucker,curator Signs are truly a universal language and general appeal to readers. The Signs of the Times Collection Is Now Available to the Public,Galleries,Museums,Publishers,Curators and Private Collectors An historic fine art,photo realism anthology,the documentary Collection preserves American life and expressionism "gone forever" from American culture. The entertaining and extraordinary Collection presents,and preserves a one-of-a-kind documentation of: American expressionism Consumer culture Commercial folk art Corporate culture; icons,billboards,advertising Neon,urban & street art Route 66 Americana:1972-2010 Humor & signspotting The human condition ArtSpan was recently selected to introduce The Signs of the Times. Billy Tucker, the collection chief photographer and curator said: "We are pleased to present the imagery from this unprecedented documentary collection from American life,consumer culture,commercial folkart and Americana." Tucker's work may be more expansive than Walker Evans,Diane Arbus,Bourke-White,Bill Owens,Chuck Close,Bourke-White,Man Ray,Cartier-Breson,Bernice Abbott and other fine art photographers. His imagery is unique in that it reflects many forms of art styles and artistic expression including: abstracts cubism still life rococo pop art impressionism modernism photo realism [via]
More editions of Jeffrey Gitomer's Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money:
Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles of Sales Greatness How to Make Sales Foreverby Jeffrey H. GitomerISBN 1885167601 (1-885167-60-1)
Hardcover, Bard
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› Find signed collectible books: 'Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles of Sales Greatness How to Make Sales Forever'More editions of Jeffrey Gitomer's Little Red Book of Selling: 12.5 Principles of Sales Greatness How to Make Sales Forever:
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Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeedby Mahan KhalsaISBN 1883219507 (1-883219-50-7)
Softcover, Franklin Covey Co
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› Find signed collectible books: 'Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed'Book summary:The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.[via]
Too often, the sales process is all about fear.
Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren?t, both lose. It?s no longer sufficient to get clients to buy?a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:
? Start new business from scratch in a way both salespeople and clients can feel good about
? Ask hard questions in a soft way
? Close the deal by opening mindsMore editions of Let's Get Real or Let's Not Play: The Demise of 20th Century Selling and the Advent of Helping Clients Succeed:
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Los 7 Habitos De La Gente Altamente Efectivaby Stephen CoveyISBN 8475098355 (84-7509-835-5)
Softcover, Paidos Iberica Ediciones S A
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› Find signed collectible books: 'Los 7 Habitos De La Gente Altamente Efectiva'Book summary:Desde 1991 en la lista semanal de libros mas vendidos del Publishers Weekly (y a menudo encabezandola), este indiscutible best-seller se merecia una puesta al dia, y eso es lo que ha hecho su autor con esta nueva edicion: la estructura general no cambia -hubiera resultado absurdo, dado su alto grado de efectividad-, solo se amplia, se extiende hacia nuevos temas y detalles que el lector sin duda agradecera. El punto de partida general, pues, sigue siendo el mismo: el hecho ineludible de que casi todo el mundo intuye que su comportamiento en la empresa podria mejorar en muchos aspectos, pero pocos saben como conseguirlo. A partir de ahi, Stephen Covey, el llamado Socrates americano, no da consejos paternalistas ni se dedica a sermonear sin ton ni son. Su metodo es claro, certero y eficiente: casi un cursillo dividido en siete etapas que el lector debera asimilar y poner en practica por su propia cuenta, adaptandolas a su personalidad y aplicandolas libremente en todos los ambitos de la vida empresarial. Para ello, el autor se sirve de anecdotas penetrantes y significativas destinadas a hacernos reflexionar sobre cada uno de nuestros actos y sobre el modo de acceder al cambio, a la verdadera efectividad: desde la vision personal hasta la autorrenovacion equilibrada, pasando por el liderazgo personal, la administracion personal, el liderazgo interpersonal, la comunicacion empatica y la cooperacion creativa. Teniendo en cuenta todo esto, y a traves del desarrollo de ciertos conceptos, el lector acaba comprendiendo que todo lo que hagamos debera estar de acuerdo con lo que realmente veamos. Es decir que, si queremos cambiar la situacion, deberemos cambiarnos a nosotros mismos con eficacia, en primer termino tendremos que cambiar nuestras percepciones. El resultado es la construccion de una autoconfianza a prueba de bomba a traves del desarrollo del propio caracter, de la integridad, la honestidad y la dignidad humana necesarias para transformar nuestro universo laboral en algo autentico e intransferible. [via]
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Major Account Sales Strategyby Neil RackhamISBN 0070511144 (0-07-051114-4)
Hardcover, McGraw-Hill
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› Find signed collectible books: 'Major Account Sales Strategy'Book summary:An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success
Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.
Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .
- Tailor your selling strategy to match each step in the client's decision-making process.
- Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
- Gain entry to accounts through many different windows of opportunity.
- Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
- Handle negotiations, concessions on price, and term agreements skillfully and effectively.
- Offer the ongoing technical and maintenance support that keeps your major accounts yours.
From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
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No B. S. Sales Success: The Ultimate No Holds Barred Kick Butt Take No Prisoners and Make Tons of Money Guideby Dan Kennedy, Tom HopkinsISBN 1932156895 (1-932156-89-5)
Softcover, McGraw-Hill
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![Johnson, Spencer: The One Minute [s]ales Person: The Quickest Way to More Sales with Less Stress](http://ecx.images-amazon.com/images/P/0688039464.01._SL160_SCLZZZZZZZ__.jpg "Johnson, Spencer: The One Minute [s]ales Person: The Quickest Way to More Sales with Less Stress")
The One Minute [s]ales Person: The Quickest Way to More Sales with Less Stressby Spencer Johnson, Larry WilsonISBN 0688039464 (0-688-03946-4)
Hardcover, W. Morrow
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The One Minute Sales Personby Spencer Johnson, Larry WilsonISBN 0380701510 (0-380-70151-0)
Softcover, HarperCollins Publishers
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› Find signed collectible books: 'The One Minute Sales Person'Book summary:In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills.
In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need.
The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being.
In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.
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Persuasion Engineeringby Richard Bandler, John LA ValleISBN 0916990362 (0-916990-36-2)
Hardcover, Meta Pubns
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Persuasive Business Proposals: Writing to Win Customers, Clients, and Contractsby Tom SantISBN 0814471536 (0-8144-7153-6)
Softcover, Amacom Books
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› Find signed collectible books: 'Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts'Book summary:"With over 40,000 copies sold, the first edition of "Persuasive Business Proposals" helped many readers construct dynamic, effective proposals. Now in paperback, this fully-revised second edition still gives readers simple, effective techniques for organizing, writing, and delivering proposals while updating the author's winning strategies for today's global business environment. By cutting through the confusion, and providing dozens of real-world examples, this updated version provides step-by-step instructions for crafting value-centered, recipient-specific proposal packages, with all-new discussions on: how to increase business using new communication channels from e-mail and electronic submissions to PDF, HTML, and others; and, the Seven Worst Proposal Mistakes illustrated with real-world examples. This is an essential book for anyone seeking to win contracts and sell projects". [via]
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The Sales Bibleby Jeffrey H. GitomerISBN 0688133649 (0-688-13364-9)
Hardcover, Harpercollins
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The Sales Bible: The Ultimate Sales Resourceby Jeffrey H. GitomerISBN 0471456292 (0-471-45629-2)
Softcover, John Wiley & Sons Inc
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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coachby Linda RichardsonISBN 0070523827 (0-07-052382-7)
Hardcover, McGraw-Hill
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Resultsby Thomas A. FreeseISBN 1570715882 (1-57071-588-2)
Softcover, Sourcebooks Inc
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- Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results: ISBN 1570716587 (1-57071-658-7)
Hardcover, Sourcebooks Inc - Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results: ISBN 1570715882 (1-57071-588-2)
Softcover, Sourcebooks Inc
- Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results: ISBN 1570716587 (1-57071-658-7)
Secrets of Successful Telephone Selling: How to Generate More Leads, Sales, Repeat Business, and Referrals by Phoneby Robert W. BlyISBN 0805040986 (0-8050-4098-6)
Softcover, Henry Holt & Co
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› Find signed collectible books: 'Secrets of Successful Telephone Selling: How to Generate More Leads, Sales, Repeat Business, and Referrals by Phone'More editions of Secrets of Successful Telephone Selling: How to Generate More Leads, Sales, Repeat Business, and Referrals by Phone:
Selling by Phone: How to Reach and Sell Customers in the Ninetiesby Linda RichardsonISBN 0070523398 (0-07-052339-8)
Hardcover, McGraw-Hill
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Selling by Phone: How to Reach and Sell to Customersby Linda RichardsonISBN 0070523762 (0-07-052376-2)
Softcover, McGraw-Hill
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Selling for Dummiesby Tom HopkinsISBN 1568843895 (1-56884-389-5)
Softcover, John Wiley & Sons Inc
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› Find signed collectible books: 'Selling for Dummies'Book summary:Tom Hopkins, bestselling author of How to Master the Art of Selling, now brings his 27 years of experience in the field to the ."..for Dummies" series. His fun and easy guide focuses on getting the answer "yes," handling setbacks and rejection, giving presentations and demonstrations, building networks, and becoming a selling champion in all areas of life! [via]
Selling to Big Companiesby Jill KonrathISBN 1419515624 (1-4195-1562-4)
Softcover, Kaplan
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Selling to Vito: The Very Important Top Officerby Anthony ParinelloISBN 1580622240 (1-58062-224-0)
Softcover, Adams Media Corp
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› Find signed collectible books: 'Selling to Vito: The Very Important Top Officer'Book summary:Everyone tells you to sell at the top -- but no one has been able to tell you how. Until now. [via]
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The Seven Habits of Highly Effective People: Restoring the Character Ethicby Stephen R. CoveyISBN 0783881150 (0-7838-8115-0)
Hardcover, Thorndike Pr
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› Find signed collectible books: 'The Seven Habits of Highly Effective People: Restoring the Character Ethic'Book summary:Amazon.co.uk Review According to Steven R. Covey, to live with security and wisdom, and to have the power to take advantages of the opportunities that change creates, we need fairness, integrity, honesty and human dignity. Quite a tall order when you consider that most of us live our lives in a permanent state of flux, questioning our ideals and values and fighting a daily battle with the lack of self-confidence that stops us from taking risks of any kind. But, in The Seven Habits of Highly Effective People, Covey manages to make it sound as if changing the way we look at ourselves and the world around us so that we can become more successful both personally and professionally an absolute doddle. He defines the "habits" as "the intersection of knowledge, skill and desire" and states that the "Seven Habits" of the title are not mutually exclusive, but rather when developed together help to form a well-rounded, sensitive, confident and effective human being. As with many self-help books, much of what you read here is based on basic common sense and can at times be irritatingly obvious. However, what Covey manages to do so successfully is to break down the barriers which prevent all of us from taking a long hard look at ourselves, and then gradually introduces new rules which allow us to move first from dependence to independence and then towards the ultimate goal of interdependence. But of course, the only real way to test the value of The Habits--be proactive, begin with the end in mind, put first things first, think "win/win", seek first to understand and then to be understood, synergise, sharpen the saw-- is to work on them. This book is as good as any place to start on the road to self-awareness and self-improvement in the workplace and in the home without becoming too irritatingly smug and self-satisfied. --Susan Harrison [via]
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Solution Selling: Creating Buyers in Difficult Selling Marketsby Michael T. BosworthISBN 0786303158 (0-7863-0315-8)
Hardcover, McGraw-Hill
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› Find signed collectible books: 'Solution Selling: Creating Buyers in Difficult Selling Markets'Book summary:``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems. [via]
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Spin Sellingby Neil RackhamISBN 0566076896 (0-566-07689-6)
Softcover, Ashgate Pub Co
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› Find signed collectible books: 'Spin Selling'Book summary:Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as What makes success in major sales and Why do techniques like closing work in small sales but fail in larger ones?
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
[via]
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Salesby Linda RichardsonISBN 0070525587 (0-07-052558-7)
Softcover, McGraw-Hill
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Successful Selling With Nlp: The Way Forward in the New Bazaarby Robin Prior, Joseph O'ConnorISBN 0722529783 (0-7225-2978-3)
Softcover, Thorsons Element
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Swim with the Sharks Without Being Eaten Alive : Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competitionby Harvey MackayISBN 0804104263 (0-8041-0426-3)
Softcover, Random House Publishing Group
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› Find signed collectible books: 'Swim with the Sharks Without Being Eaten Alive : Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition'Book summary:"Harvey has a knack for expressing some very profound and important notions in an amusing and interesting way. Serious students of management and leadership can learn a lot by studying this book."
Harvey Golub
President and CEO, IDS Financial Services, Inc.
Success can be yours with this straight-from-the-hip handbook by self-made Minnesota millioniare Harvey Mackay. This one-of-a-kind book by a business man who has been there, can show you how to get there too. You will learn to: Outsell, Outmanage, Outmotivate, and Outnegotiate your competitors with sure-fire action-oriented techniques and advice. [via]More editions of Swim with the Sharks Without Being Eaten Alive : Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition:
To Beirut And Back: An American in the Middle Eastby Abe F. MarchISBN 1424138531 (1-4241-3853-1)
Softcover, Publishamerica Inc
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Top Performance: How to Develop Excellence in Yourself and Othersby Jim Savage, Zig Ziglar, Krish Dhanam, Bryan FlanaganISBN 0800759745 (0-8007-5974-5)
Softcover, Baker Pub Group
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Top Performance : How to Develop Excellence in Yourself and Othersby Zig Ziglar, Krish Dhanam, Bryan Flanagan, Jim SavageISBN 0800718283 (0-8007-1828-3)
Hardcover, Revell
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› Find signed collectible books: 'Top Performance : How to Develop Excellence in Yourself and Others'Book summary:Expert advice on developing people management skills that lead to top performance professionally and personally and that motivate others to excel. [via]
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The Ultimate Sales Letter: Attract New Customers. Boost Your Salesby Dan KennedyISBN 1593374992 (1-59337-499-2)
Softcover, Adams Media Corp
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The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniquesby Daniel S. KennedyISBN 1558509488 (1-55850-948-8)
Softcover, Adams Media Corp
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› Find signed collectible books: 'The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniques'Book summary:A 28-step system for crafting sales letters, complete with examples of highly successful letters written for very visible companies, often by the author. Of broad interest for sales reps, business owners, and advertising people. [via]
More editions of The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniques:
- The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniques: ISBN 1580622577 (1-58062-257-7)
Softcover, Adams Media Corp - The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniques: ISBN 1558509488 (1-55850-948-8)
Softcover, Adams Media Corp
- The Ultimate Sales Letter: Boost Your Sales With Powerful Sales Letters, Based on Madison Avenue Techniques: ISBN 1580622577 (1-58062-257-7)
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Zig Ziglar's Secrets of Closing the Saleby Zig ZiglarISBN 0425081028 (0-425-08102-8)
Softcover, Berkley Pub Group
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› Find signed collectible books: 'Zig Ziglar's Secrets of Closing the Sale'Book summary:Doctors, housewives, ministers, parents, teachers & everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the salehow to make them say "Yes, I will!"[via]Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:
- Over 100 successful closings for every kind of persuasion
- Over 700 questions that will open your eyes to new possibilities you may have overlooked
- How to paint word pictures and use your imagination to get results
- Professional tips from America's 100 most succesful salespeople
Do what millions of Americans have already doneopen this book and start learning from Zig Ziglar's Secrets of Closing the Sale!
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Los 7 Habitos De La Gente Altamente Efectivaby Stephen CoveyISBN 8449304326 (84-493-0432-6)
Softcover, Paidos Iberica Ediciones S A
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› Find signed collectible books: 'Los 7 Habitos De La Gente Altamente Efectiva'Book summary:Desde 1991 en la lista semanal de libros mas vendidos del Publishers Weekly (y a menudo encabezandola), este indiscutible best-seller se merecia una puesta al dia, y eso es lo que ha hecho su autor con esta nueva edicion: la estructura general no cambia -hubiera resultado absurdo, dado su alto grado de efectividad-, solo se amplia, se extiende hacia nuevos temas y detalles que el lector sin duda agradecera. El punto de partida general, pues, sigue siendo el mismo: el hecho ineludible de que casi todo el mundo intuye que su comportamiento en la empresa podria mejorar en muchos aspectos, pero pocos saben como conseguirlo. A partir de ahi, Stephen Covey, el llamado Socrates americano, no da consejos paternalistas ni se dedica a sermonear sin ton ni son. Su metodo es claro, certero y eficiente: casi un cursillo dividido en siete etapas que el lector debera asimilar y poner en practica por su propia cuenta, adaptandolas a su personalidad y aplicandolas libremente en todos los ambitos de la vida empresarial. Para ello, el autor se sirve de anecdotas penetrantes y significativas destinadas a hacernos reflexionar sobre cada uno de nuestros actos y sobre el modo de acceder al cambio, a la verdadera efectividad: desde la vision personal hasta la autorrenovacion equilibrada, pasando por el liderazgo personal, la administracion personal, el liderazgo interpersonal, la comunicacion empatica y la cooperacion creativa. Teniendo en cuenta todo esto, y a traves del desarrollo de ciertos conceptos, el lector acaba comprendiendo que todo lo que hagamos debera estar de acuerdo con lo que realmente veamos. Es decir que, si queremos cambiar la situacion, deberemos cambiarnos a nosotros mismos con eficacia, en primer termino tendremos que cambiar nuestras percepciones. El resultado es la construccion de una autoconfianza a prueba de bomba a traves del desarrollo del propio caracter, de la integridad, la honestidad y la dignidad humana necesarias para transformar nuestro universo laboral en algo autentico e intransferible. [via]
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El Vendedor Mas Grande Del Mundo/ Greatest Salesmanby Og MandinoISBN 8425320739 (84-253-2073-9)
Softcover, Random House Mondadori
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