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Selling as a Systematic Process
by Amar V. Bhide Michael AlterDescribes a systematic approach to selling. The author, a former IBM salesman, believes that selling requires progressing through a series of stages, which culminate in "getting the order." Describes several techniques useful in managing this progression.
Selling from Your Comfort Zone: The Power of Alignment Marketing
by Stacey HallYou don't have to betray yourself or your values to close stellar sales. This book introduces a simple formula for a personalized approach to building connections through alignment and problem-solving.So many salespeople believe that they have to push themselves out of their comfort zones and compromise their values to sell products. But, as Stacey Hall shows, the comfort zone can actually be a power zone that leads to sales, satisfaction, and success. Selling from Your Comfort Zone shifts away from pushy and spammy sales tactics and instead shows how you can bring meaning to your role as a salesperson. Hall teaches how to remain in alignment with your calling, with yourself, with what you are selling, with your prospects, and with what you are saying to your prospects. By being aligned with your core values and personality traits, you will have more confidence, energy, and courage to achieve your goals, which greatly increases the chances of success. Studies reveal that while men generally rely on improving and driving outcomes to close sales, women tend to emphasize building connections, shaping solutions, and collaborating. Hall's Alignment Marketing formula combines both skillsets in an easy-to-follow process for gently expanding your comfort zone to the edge of its safe boundaries. By adopting this approach, you can stay flexible and resilient in the face of problems and objections that all salespeople encounter along the way.
Selling in 4 Weeks: The Complete Guide to Success: Teach Yourself
by Christine Harvey Grant Stewart Di MclanachanWhatever your degree of prior knowledge, this 28-day course will put you on the path to business success. It includes four tried-and-tested bestselling titles - Successful Selling in a Week; Key Account Management in a Week; Successful Customer Care in a Week; Successful Negotiation in a Week. Each day of the course is packed with proven and practical advice, and is rounded off by a quiz which helps you ensure you have understood the key areas.
Selling in Customer Service: Integrating and Coordinating Service and Selling
by Leon Cai"Service" in this book refers to the behaviors and actions of serving customers. "Selling" in this book refers to the behaviors and actions of selling products to customers. Hence, this book is completely different from other books on these subjects—Despite the fact that there are many books on service improvement and many related to selling skills worldwide, there are few books on how service and selling are integrated and coordinated. Primarily, it focuses on the interaction and transition between "the behavior of service" and "the behavior of selling" by sharing methods and skills of how those two are interrelated. This book provides many helpful guidelines and solutions for turning customers’ satisfaction with service into growth in sales. Through many refreshing ideas, the author helps you deeply understand the significance of integration of and conversion between service and selling and the harm of disconnection between service and selling. Many new ideas and viewpoints, which are different from other service books or sales books, are discussed, such as the contention that "over-service and over-selling should be prevented."Instead of: Giving highly complex and abstract definitions of "service" or "selling," this book redefines service and selling with "say YES to customers" and "Make customers say YES" respectively. Insisting that customers’ satisfaction with service will naturally lead to their long-term loyalty, this book emphasizes that customers' satisfaction with service has a shelf lifetime, which will soon fade over time. Taking the achievement of customer satisfaction as the final purpose of service, the author believes that "the end of service is not customer satisfaction, but to create new customer needs and achieve increased sales." Taking "meeting or exceeding customer expectations" as the golden rule, the author insists that "customer expectations need to be reduced first, then satisfied, and upgraded finally." Focusing on the development of customers’ buying needs like other books do, this book focuses oppositely on the research of "why customers have no buying needs."
Selling in Tough Times: Secrets to Selling When No One Is Buying
by Tom HopkinsTough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on. That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances. Now, in his latest book, SELLING IN TOUGH TIMES, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come. Learn how to: * Mine your client list to generate new leads * Keep--and reward--your current customers so that they're loyal for life. * Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears. * Woo clients from your competition with 12 new strategies specially tailored for tough times. Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in SELLING IN TOUGH TIMES today.
Selling in a Crisis: 55 Ways to Stay Motivated and Increase Sales in Volatile Times (Jeb Blount)
by Jeb BlountFind the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don&’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don&’t even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it&’s natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world&’s most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You&’ll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don&’t get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton&’s Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you&’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.
Selling in the Real World: Modern Methods that Develop and Enhance Today's Sales Professional
by Larry SternliebAre you a seasoned salesperson in search of something to take you to the next level? A mid-range seller who could use pointers that really work? Or even someone newly considering sales as a career? If so, then Selling in the Real World is a book you simply must have, read, and put into practice. Filled with 'real world' examples, Selling in the Real World by Top Salesman Larry Sternlieb gives examples that work and provides direction that closes deals and makes sales. Selling in the Real World contains the same well-thought-out, complete, and effective sales program that has been well received and strongly recommended by the participants who attend Larry Sternlieb Seminars. if you only buy one book this year on How to Have a great and Successful Career in Sales, Selling in the Real World should be your hands-down first choice!
Selling is Dead
by Jason Sinkovitz Marc MillerA manifesto for reinventing the sales functionSelling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Selling on Amazon For Dummies
by Joseph Kraynak Deniz OlmezSell on Amazon and Make Them Do the Heavy Lifting Selling on Amazon has become one of the most popular ways to earn income online. In fact, there are over 2 million people selling on Amazon worldwide. Amazon allows any business, no matter how small, to get their products in front of millions of customers and take advantage of the largest fulfillment network in the world. It also allows businesses to leverage their first-class customer service and storage capabilities. Selling on Amazon For Dummies walks owners through the process of building a business on Amazon—a business that can be built almost anywhere in the world, as long as you have access to a computer and the internet. The basics of selling on Amazon Using FBA Getting started Deciding what to sell Conducting product research Finding your way around Seller Central Product sourcing, shipping and returns, Amazon subscription, fees, sales tax, and more How to earn ROIs (Returns on Your Investments) Selling on Amazon provides the strategies, tools, and education you need, including turnkey solutions focused on sales, marketing, branding, and marketplace development to analyze and maximize opportunities.
Selling on Amazon at Tower Paddle Boards
by Thales S. Teixeira David Lopez-LengowskiBy June 2012, Stephan Aarstol felt that he had successfully passed the first critical stage of his ecommerce business. As the founder and CEO of a standup paddleboard (SUP) business, he had built a strong relationship with Asian manufacturers, built a small warehouse and fulfilment center, designed an innovative line of inflatable SUPs, and built an ecommerce website that sold boards and accessories directly to consumers. After the rising trend in interest for the sport provided a strong wave for growth in sales, Aarstol contemplated the next stage at Tower Paddle Boards. Should he partner with Amazon to sell his full line of boards—manufactured under his brand—and accessories—manufactured by other brands? Should he sell to Amazon? Should he sell on Amazon Marketplace? Or should he avoid the powerful online retail giant altogether?
Selling the American People: Advertising, Optimization, and the Origins of Adtech
by Lee McGuiganHow marketers learned to dream of optimization and speak in the idiom of management science well before the widespread use of the Internet.Algorithms, data extraction, digital marketers monetizing "eyeballs": these all seem like such recent features of our lives. And yet, Lee McGuigan tells us in this eye-opening book, digital advertising was well underway before the widespread use of the Internet. Explaining how marketers have brandished the tools of automation and management science to exploit new profit opportunities, Selling the American People traces data-driven surveillance all the way back to the 1950s, when the computerization of the advertising business began to blend science, technology, and calculative cultures in an ideology of optimization. With that ideology came adtech, a major infrastructure of digital capitalism.To help make sense of today's attention merchants and choice architects, McGuigan explores a few key questions: How did technical experts working at the intersection of data processing and management sciences come to command the center of gravity in the advertising and media industries? How did their ambition to remake marketing through mathematical optimization shape and reflect developments in digital technology? In short, where did adtech come from, and how did data-driven marketing come to mediate the daily encounters of people, products, and public spheres? His answers show how the advertising industry's efforts to bend information technologies toward its dream of efficiency and rational management helped to make "surveillance capitalism" one of the defining experiences of public life.
Selling the Amish: The Tourism of Nostalgia (Young Center Books in Anabaptist and Pietist Studies)
by Susan L. TrollingerMore than 19 million tourists flock to Amish Country each year, drawn by the opportunity to glimpse "a better time" and the quaint beauty of picturesque farmland and handcrafted quilts. What they may find, however, are elaborately themed town centers, outlet malls, or even a water park. Susan L. Trollinger explores this puzzling incongruity, showing that Amish tourism is anything but plain and simple.Selling the Amish takes readers on a virtual tour of three such tourist destinations in Ohio’s Amish Country, the world’s largest Amish settlement. Trollinger examines the visual rhetoric of these uniquely themed places—their architecture, interior decor, even their merchandise and souvenirs—and explains how these features create a setting and a story that brings tourists back year after year.This compelling story is, Trollinger argues, in part legitimized by the Amish themselves. To Americans faced with anxieties about modern life, being near the Amish way of life is comforting. The Amish seem to have escaped the rush of contemporary life, the confusion of gender relations, and the loss of ethnic heritage. While the Amish way supports the idealized experience of these tourist destinations, it also raises powerful questions. Tourists may want a life uncomplicated by technology, but would they be willing to drive around in horse-drawn buggies in order to achieve it?Trollinger's answers to important questions in her fascinating study of Amish Country tourism are sure to challenge readers’ understanding of this surprising cultural phenomenon.
Selling the Dream: How to Promote Your Product, Company, or Ideas - And Make A Difference - Using Everyday Evangelism
by Guy KawasakiFormer product manager for Apple Computers, Guy Kawasaki, discusses a new selling technique he names "evangelism."
Selling the Economic Miracle: Economic Reconstruction and Politics in West Germany, 1949-1957 (Monographs in German History #18)
by Mark E. SpickaThrough an examination of election campaign propaganda and various public relations campaigns, reflecting new electioneering techniques borrowed from the United States, this work explores how conservative political and economic groups sought to construct and sell a political meaning of the Social Market Economy and the Economic Miracle in West Germany during the 1950s.The political meaning of economics contributed to conservative electoral success, constructed a new belief in the free market economy within West German society, and provided legitimacy and political stability for the new Federal Republic of Germany.
Selling the Future: Community, Hope, and Crisis in the Early History of Japanese Life Insurance
by Ryan MoranIn Selling the Future, Ryan Moran explains how the life insurance industry in Japan exploited its association with mutuality and community to commodify and govern lives. Covering the years from the start of the industry in 1881 through the end of World War II, Moran describes insurance companies and government officials working together to create a picture of the future as precarious and dangerous. Since it was impossible for individual consumers to deal with every contingency on their own, insurance industry administrators argued that their usage of statistical data enabled them to chart the predictable future for the aggregate. Through insurance, companies and the state thus offered consumers a means to a perfectible future in an era filled with repeated crises. Life insurance functioned as an important modernist technology within Japan and its colonies to instantiate expectations for responsibility, to reconfigure meanings of mutuality, and to normalize new social formations (such as the nuclear family) as essential to life. Life insurance thus offers an important vehicle for examining the confluence of modes of mobilizing and organizing bodies, the expropriation of financial resources, and the action of disciplining workers into a capitalist system.
Selling the Intangible Company
by Thomas MetzIn Selling the Intangible Company, Thomas Metz helps entrepreneurs and venture capitalists to better understand the process of selling a company whose value is strategic. He addresses all the key issues surrounding the sale of a company in which the value is in its technology, its software, and its know-how-but has not yet shown up on its balance sheet. Filled with in-depth insights and expert advice, this book provides essential information for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.
Selling the Invisible: A Field Guide to Modern Marketing
by Harry BeckwithSELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.
Selling the Profession: Focus on Building Relationships
by David Lill Jennifer Lill BrownSelling: The Profession is the roadmap to a rewarding sales career! Today, more than ever, it is all about relationship building in a digital world. In the 8th edition of this field-tested guide to selling, you will learn to: <p><p> • Appreciate that you are selling every day, regardless of your career. <p> • Use social media to connect with potential customers. <p> • Make good first impressions and build rapport. <p> • Recognize social styles and nonverbal signals. <p> • Effectively manage your time. <p> • Uncover needs by asking questions and listening. <p><p> The authors have taken a refreshingly practical and modern approach to professional selling. The 8th edition is divided into two parts: <p><p> • Part 1 explores "Selling Success Fundamentals" by examining the foundational strategy pieces needed for building a long-lasting career. This includes how to manage your time, read nonverbal cues, communicate with others within and outside your company, and recognize what drives people to buy. <p><p> • Part 2 is all about the "Relationship Selling Cycle." The eight-step process will walk you through every interaction with potential customers--from prospecting and pre-approach to the close and extend to the actions needed after the close.
Selling the Sacred: Religion and Marketing from Crossfit to QAnon
by Mara Einstein Sarah McFarland TaylorThere’s religion in my marketing! There’s marketing in my religion! Selling the Sacred explores the religio-cultural and media implications of a two-sided phenomenon: marketing religion as a product and marketing products as religion. What do various forms of religion/marketing collaboration look like in the twenty-first century, and what does this tell us about American culture and society?Social and technological changes rapidly and continuously reframe religious and marketing landscapes. Crossfit is a “cult.” Televangelists use psychographics and data marketing. QAnon is a religion and big business. These are some of the examples highlighted in this collection, which engages themes related to capitalist narratives, issues related to gender and race, and the intersection of religion, politics, and marketing, among other key issues.The innovative contributors examine the phenomenon of selling the sacred, providing a better understanding of how marketing tactics, married with religious content, influence our thinking and everyday lives. These scholars bring to light how political, economic, and ideological agendas infuse the construction and presentation of the “sacred,” via more traditional religious institutions or consumer-product marketing. By examining religion and marketing broadly, this book offers engaging tools to recognize and unpack what gets sold as “sacred,” what’s at stake, and the consequences.A go-to resource for those working in marketing studies, religious studies, and media studies, Selling the Sacred is also a must-read for religious and marketing professionals.
Selling the Sea: An Inside Look at the Cruise Industry
by Bob Dickinson Andy VladimirAn insider's view of how the cruising business operates. "Selling the Sea" offers a complete picture of the cruise line industry along with step-by-step coverage of how to effectively market the cruising experience. This updated "Second Edition" features new coverage of how technology has impacted the industry, new niche markets in cruising, and expanded material on shipbuilding and design. It also includes insightful interviews with today's captains, social directors, food and beverage managers, and cruise line executives who have hands-on experience at the day-to-day workings of a cruise ship. Bob Dickinson is President and CEO of Carnival Cruise Lines and a member of the Board of Directors of the parent company Carnival Corporation. Andy Vladimir is a well-known business and travel writer, a member of the Editorial Board of the FIU Hospitality Review, and contributing editor of Quest magazine.
Selling the Sights: The Invention of the Tourist in American Culture (Early American Places #16)
by Will B. MackintoshA fascinating journey through the origins of American tourismIn the early nineteenth century, thanks to a booming transportation industry, Americans began to journey away from home simply for the sake of traveling, giving rise to a new cultural phenomenon —the tourist.In Selling the Sights, Will B. Mackintosh describes the origins and cultural significance of this new type of traveler and the moment in time when the emerging American market economy began to reshape the availability of geographical knowledge, the material conditions of travel, and the variety of destinations that sought to profit from visitors with money to spend. Entrepreneurs began to transform the critical steps of travel—deciding where to go and how to get there—into commodities that could be produced in volume and sold to a marketplace of consumers. The identities of Americans prosperous enough to afford such commodities were fundamentally changed as they came to define themselves through the consumption of experiences.Mackintosh ultimately demonstrates that the cultural values and market forces surrounding tourism in the early nineteenth century continue to shape our experience of travel to this day.
Selling the Welfare State: The Privatisation of Public Housing (Routledge Revivals)
by Alan Murie Ray ForrestOriginally published in 1988, this book offers the first comprehensive and critical analysis of the privatisation of public housing in Britain. It outlines the historical background to the growth of public housing and the developing political debatea surrounding its disposal. The main emphasis in the book, however, is on the ways in which privatisation in housing links to other key changes in British society. The long trend for British social housing to become a welfare housing sector is related to evidence of growing social polarisation and segregation. Within this overall context, the book explores the uneven spatial and social consequences of the policy.
Selling the Wheel: Choosing the Best Way to Sell For You, Your Company, and Your Customers
by Jeff Cox Howard StevensSelling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.
Selling to Anyone Over the Phone: Connect With Every Customer; Generate Better Leads; Close More Sales
by Renee Walkup Sandra McKeeThis easy-to-follow guide for salespeople trying to generate product excitement over the phone provides quick strategies to help you boost your success rate.As more and more organizations scale back on their in-the-field sales operations, sales pros have had to focus their energy and skills on closing deals over the phone--and doing it faster than ever before. Authors Renee P. Walkup and Sandra McKee have included new chapters on using advanced technology (e.g., webinars and teleconferencing) and selling to customers from other cultures and countries.Selling to Anyone Over the Phone teaches you how to:ensure callbacks,build trust,partner with decision makers,and use personality-matching techniques to build connections with and relate to people they can&’t see face-to-face.Complete with an invaluable appendix on handling customer complaints and new sample call dialogs, Selling to Anyone Over the Phone simplifies an increasingly important facet of the sales role so you can get back to doing what you do best--providing excellent products and services to your customers and exceeding your sales goals.
Selling to China: Stories of Success, Failure, and Constant Change
by Ker D. GibbsThis book, authored by the head of the American Chamber of Commerce in Shanghai during the US-China trade war, is a sobering look at the realities of the intermeshed nature of the Chinese and American economies at a time of increasing political tension. Foreign companies are caught in the middle between compliance with US laws and policies versus doing what’s required to have support in China and access to the world’s largest growth market. Opportunities still exist, but this is a dangerous and complicated time. This book will be of interest to professionals, economists, and scholars of US-China relations.