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Little Red Book of Selling: The 12.5 Principles of Sales Greatness: How to Make Sales Forever
Jeffrey H. Gitomer
1885167601
September 2004
Hardcover
·
 
From Publishers Weekly
If salespeople are worried about how to sell, Gitomer (The Sales Bible) believes they are missing out on the more important aspect of sales: why people buy. This, he says, is "all that matters," and his latest book aims to demystify buying principles for salespeople. From the red cloth cover to the small trim size to the amusing (but not cloying) cartoons on almost every page, this is an appealing and accessible book. The author is obviously enthusiastic, if not manic, about sales, and though some of his mantras verge on hokey, much of his prose is straightforward and realistic. Each chapter includes a mini table of contents, pull quotes and takeaway sound bites, examples of typical whines from salespeople (e.g., "the client said they spent their whole budget") paired with a positive response (e.g., "Decision...


Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
Thomas A. Freese
1570715882
November 2000
Paperback
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From Booklist
Freese has uncovered a new twist on an old adage. If you walk in your customer's shoes, you'll be better able to sell to him or her. Using that philosophy, he wields the power of questions, from introductory telephone gambits to the final presentation, inserting a query into virtually every contact with the prospect. Instead of the same old blah, blah, blah at the beginning of a conversation, he recommends a simple "credentialing"--name, company, product, service--that ends with "Did I catch you at a bad time?" The process gets better. There's a detailed description of every stage--curiosity, credibility, needs development, present solutions, and commitment. There are sample dialogues, what-ifs, and rules to remember. Most of all, his "revolutionary" approach is, as he himself will admit, based on great common sense; why...


Integrity Selling for the 21st Century
Ron Willingham
0385509561
June 2003
Hardcover
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Review
“Powerful, insightful, and practical. Integrity Selling for the 21st Century dispels outdated methods and techniques and replaces them with a dynamic six-step process for success… A must-read for any sales professional.”
—Alex Perriello, president and CEO, Coldwell Banker Real Estate Corporation

“Integrity Selling® is a wonderful tool that analyzes what makes people buy, and breaks down the process into simple and usable bites.”
—Dennis Manning, president and CEO, Guardian Life Insurance Company of America

“Ron Willingham’s new book helps salespeople realize that customers are not persuaded so much by what they say but by who they are and how they relate to others. It’s a refreshing book that peels back the artificial layers of...


Ultimate Lead Generation Plan: Discover a Proven, but Little-Known System to Tap into Your Niche Market, Bring in More Leads, Sell More Product and Explode Your Internet Sales
Matt Bacak
1933596481
December 2005
Paperback
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Book Description
The million dollar skill in business is learning how to generate quality leads for your business. Unfortunately, we all hear stories of a motivated individuals starting a business, getting all excited, and then 6 months down the road, they ask, "How do I generate leads, how do I get clients?" The lack of knowledge and training in this area destroys so many entrepreneurial lives. Here's some good news though. You are holding in your hands a book that could dramatically change your business life. You're about to start learning proven tactics that you could immediately start applying in your business that could quickly start to raise your income. Also, what's exciting about discovering these secrets, is you'll be able to make more money, working less hours. Matt Bacak has helped thousands of businesses increase their...


How to Become a Rainmaker
Jeffrey J. Fox
0786865954
May 2000
Hardcover
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From Booklist
This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome...


The Psychology of Selling
Brian Tracy
0785212000
Apr 2005
Hardcover
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From Publishers Weekly
With his 300-odd video and audio courses (sales at one mil.), and 30 books, Tracy has built a strong motivational sales and marketing brand. This latest installment shapes pop psychological constructs to fit Tracy's existing paradigms: "Your subconscious does not think or decide. It merely obeys your mental commands." Tell that to Dr. Freud, one might retort, but the point here is not fidelity to psychology theory, but efficacy in getting readers to change the way they bring themselves to a sale. Visualization techniques, concrete sales advice and motivational pep talks make up chapters like "The Inner Game of Selling" and "The Power of Suggestion." The "Getting More Appointments" chapter recapitulates sound but Willy Lohman-esque advice like "Sidestep the Excuse" or "Don't Be Put Off"; the book as a whole feels...


How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee
Lawrence L. Steinmetz
0471744832
October 2005
Hardcover
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Book Description
Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople."
--Bill Scales, CEO, Scales Industrial Technologies, Inc.

"As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'"
--John K. Harris, CEO, JK Harris & Company, LLC
...


Spin Selling
Neil Rackham
0070511136
Jan 1988
Hardcover
·
 
Journal Of Marketing Management
"Essential for everyone involved in selling or managing the sales function." --This text refers to the Audio Cassette edition.

Book Description
no description


Selling 101: What Every Successful Sales Professional Needs to Know
Zig Ziglar
0785264817
March 2003
Hardcover
·
 
Book Description

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

About the Author
Zig Ziglar, one of the most sought-after...



Swim with the Sharks Without Being Eaten Alive
Harvey MacKay
006074281X
Jan 2005
Paperback
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From Library Journal
First-time author Mackay has produced a "how-to" book that is different. Offering a series of lessons with titles like, "If You Don't Have a Destination, You'll Never Get There," or "Make Decisions with Your Heart and What You'll End Up with Is Heart Disease," he tells parables that make the point more by example than by just giving advice. How Mackay got Morrow to print 100,000 copies of his book and give himan unknown writera six-figure advance and a $150,000 promotion budget is as interesting as how he outflanked Calvin Griffith to keep the Twins in Minnesota. Highly recommended for most public and academic libraries. Michael D. Kathman, St. John's Univ. Lib., Collegeville, Minn.Copyright 1988 Reed Business Information, Inc.

From AudioFile
Bestselling author and envelope...


The Psychology Of Selling: The Art of Closing Sales
Brian S. Tracy
0743520696
March 2002
Compact Disc
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Book Description
Find The Keys To Sales Success! The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic. The Unsuccessful Salesperson says, "the other guy has the best territory." The Successful Salesperson says, "every territory is the best one." The Unsuccessful Salesperson says, ""that company will never buy." The Successful Salesperson says, "I can make that company buy." Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including: The two major "motivating"...


Customers for Life
Carl Sewell
0385504454
Nov 2002
Paperback
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Review
Stanley Marcus If you don't learn from this book, it's your fault. --This text refers to an out of print or unavailable edition of this title.

Book Description
In this completely revised and updated edition of the customer service classic (more than 600,000 copies sold), Carl Sewell enhances his time-tested advice with fresh ideas and new examples and explains how the groundbreaking “Ten Commandments of Customer Service” apply to today’s world.

Drawing on his incredible success in transforming his Dallas Cadillac dealership into the second largest in America, Carl Sewell revealed the secret of getting customers to return again and again in the original Customers for Life. A lively, down-to-earth narrative, it set the standard for customer service...


Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
Linda Richardson
0070525587
September 1997
Paperback
·
 
Book Description
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.

Download Description
Stop Telling, Start Selling has become a leading textbook for sales training -- used by more than...


The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies. Revised and Updated for the 21th Century
Robert B. Miller
044669519X
April 2005
Paperback
·
 
Book Info
Confronts the rapidly evolving world of businessto-business sales with new real-world examples, new strategies for confronting competition, & a special section featuring the most commonly asked questions from the Miller Heiman workshops. DLC: Selling.


Selling is Dead: Moving Beyond Traditional Sales Roles & Practices to Revitalize Growth
Marc Miller
0471721115
May 2005
Hardcover
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Book Description
A manifesto for reinventing the sales function
Selling 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....


Mr. Shmooze
Richard Abraham
0974199605
Sept 2005
Hardcover
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Kevin Cushing, President, Progressive Partners
"Of all the advisors brought to our marketing and sales efforts, these folks have by far the biggest impact!"

Beth Treacy, President, Treacy Marketing Group
"This is a first-rate educational book for everyone in business--from those just beginning to seasoned professionals."

See all Editorial Reviews


The Sales Bible
Jeffrey H. Gitomer
0471456292
Aug 2003
(Paperback) - Revised Ed.
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From Library Journal
Gitomer, a former salesman who is now a consultant and journalist, shares his tips on how to be a successful salesperson. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation. Written in a breezy manner with short, easy-to-remember suggestions, this book should prove popular with persons just getting started in this field or those needing an inspirational pep talk. In an area where there are literally dozens of works already available, this isn't an essential purchase, but it will prove helpful to anyone who reads it. It is accompanied by flash cards and a computer disc on sales techniques. Recommended for larger public libraries.Robert Logsdon, Indiana State Lib., IndianapolisCopyright 1994 Reed Business Information, Inc. --This text refers to...


The One Minute Sales Person: The Quickest Way to Sell People on Yourself, Your Services, Products, or Ideas--at Work and in Life
Spencer Johnson
0060514922
October 2002
Hardcover
·
 
From Publishers Weekly
The nameless protagonist of this slender motivational parable originally published in 1984 suffers from the existential predicament of the salesman: "the quiet fear of rejection" caused by the nagging suspicion that "the customer did not want to buy the product." From a succession of sales gurus he learns the One Minute secret-it's not selling, it's "helping people...to feel good about what they buy." Johnson, author of the business mega-seller Who Moved My Cheese?, offers practical suggestions ranging from sensible (treat customers like people, listen carefully to their needs, use after-sale calls to generate good will and referrals) to questionable (use one-minute positive-thinking rituals to visualize successful sales calls) to sort of depressing (paste sales goals beside your shaving mirror). The...

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