The Science of Sales Success: A Proven System for High Profit, Repeatable Results

Dick Canada; Ebrary, Inc

There's nothing easier, more natural -- or more dangerous -- than to latch on to wrong information. Salespeople do it all the time, as they mistakenly build their sales philosophies on foundations of half-truths and falsehoods, such as "you must be aggressive to succeed in sales" or "lower your price to close the sale."The 24 Sales Traps and How to Avoid Them debunks sales truisms like these. Based on field-tested and scientifically validated research, the book replaces conventional wisdom with hard facts and an updated approach. For example:-- "If you generate sales activity, you'll be successful." Sales managers preach this as gospel, but the research uncovered here shows that it only applies to small, transactional sales, not large, consultative sales.-- "The Internet has changed selling." Not so, readers learn. The Internet has shifted traditional direct marketing to the virtual channel, but not selling.-- "Handling objections helps you meet the prospect's needs." True, but: research shows that the fewer the objections, the more likely the sale will take place.The 24 Sales Traps and How to Avoid Them will appeal to both sales managers and reps searching for a fresh infusion of real-life advice on how to achieve better sales. Leer más…

Cyril Charney

For the sales professional with more energy than experience and more ambition than knowledge, the fast lane to success can be riddled with potholes. But the last thing these go-getters want to do is get bogged down with some huge book of sales techniques. The Instant Sales Pro offers instead a quick yet comprehensive guide to the basics of successful selling: prospecting, getting on the customer's wavelength, dealing with objections, negotiation, closing the sale, and more. Readers will learn every step of the sales process, starting with sales letters and cold calls, as well as how to sell to different personalities, use technology, troubleshoot problems, and plan and manage a territory. The Instant Sales Pro is designed for easy access, with all the information presented in short chapters and bullet points. There's no complicated theory, no magic formula. There are just hundreds of great tips for turning any sales rep into a sales professional — instantly. About the Author: Cy Charney (Thornhill, ON) is president of Charney Associates, a consulting firm that helps organizations and individuals maximize performance. He is the author of The Manager's Tool Kit and The Trainer's Tool Kit . Fortune magazine "Ask Annie": It's [the book] a crash course in cold-calling, closing, managing client relationships and surviving office politics. Leer más…

Mack Hanan

It's the classic sales book that has boosted profits-for salespeople and for their customers-for more than two decades!In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to: make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions apply Consultative Selling strategies to government sales (where profits are irrelevant and there'll always be a lower-price bidder) involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers. Leer más…

William "skip" Miller, Ron Zemke

For salespeople, prospecting is as important as it is difficult. For some, it's downright terrifying - especially the cold calling. Knock Your Socks Off Prospecting shares the hardwon, in-the-trenches prospecting and cold-calling secrets of the most successful salespeople-in the trademark, fun style of the best-selling Knock Your Socks Off series. This practical book gives sales people renewed energy for a critical (yet often dreaded) phase of the sales cycle. Knock Your Socks Off Prospecting shows how to approach prospecting more positively and productively, and how to maximize return on prospecting efforts. Features include: - Practical, logical, and easy-to-use tools- Step-by-step skill-building exercises- A combination of research and "feet on the street" wisdom- Real stories and lively anecdotes that prove the power of Knock Your Socks Off Prospecting" Leer más…

William ''skip'' Miller

Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process7mdash;an approach that can drive customers away. With ProActive Selling, reps have a wide variety of flexible and effective selling tactics to choose from. This enables them to adapt and approach each sales call uniquely and keep the customer at the center of every sales presentation.By learning to think like the customer, sales professionals will learn to shift their own focus from the selling process to the buying process, and how to use the right tool at the right time. Miller's 15 practical selling tools let sales professionals in any industry: * double the number of calls returned from prospective customers * call high (where buying decisions are really made) and stay there * increase the effectiveness of in-person and telephone sales interactions * own the process and own the deal Plus, they'll learn how to speak the right language to buyers at any level, get rid of the "maybes" in the sales funnel, and master the 7 Qualification Questions that keep their efforts focused on only the most worthwhile accounts. Leer más…

Sue A. Hershkowitz-Coore

Power Sales Writing is a brisk, no-nonsense guide to writing sales messages guaranteed to grab and hold a prospect's attention. With this book in hand, everyone from salespeople to marketing managers to business executives will quickly and painlessly master the essence of effective sales writing to win the sale or client. This book includes: Lists of power words and phrases Editing and revision techniques Tips on how to break bad news and achieve desired outcomes Advice on translating sales skills into copy Techniques for getting prospects to act by articulating their needs Leer más…

Mark Marone, Seleste Lunsford

As senior managers at AchieveGlobal, one of the world's leading sales organizations, the authors know what it takes for companies to position themselves for growth. Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels. Sales performance consultants Mark Marone and Seleste Lunsford, and the team at AchieveGlobal , identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, including Marriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox , and TD Waterhouse . Strategies That Win Sales goes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to: * Segment customers. * Align a sales force with today's more sophisticated and knowledgeable customers. * Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling. * Implement e-commerce, customer relationship management, and sales force automation. * Train salespeople to be competitive and grow revenue in this new business environment. The... Leer más…

Robert A. Simpkins

This innovative book shows sales managers how to work together with changing corporate goals without sacrificing the exceptional results they were hired to achieve. Leer más…

Greg Bennett

traditionally Strategies For Closing Sales Have Involved Pressuring Customers, Countering Their Stalling Tactics, And Overcoming Their Objections -- Behaviors That Run In Direct Opposition To The Philosophy Of The Consultative Salesperson. On The Other Hand, Consultative Salespeople, Afraid Of Damaging The Relationship They Ve Nurtured By Appearing Too Aggressive, Hope The Deal Will Close Itself -- Something Which Rarely, If Ever, Happens. Consultative Closing Provides The Solution, Breaking Up The Closing Process Into Small, Actionable Steps That Help The Salesperson Gain Gradual Buy-in And Establish A Long-term Working Relationship With His Or Her Client. The Book Shows Readers How To: * Recognize And Address A No Without Seeming Pushy * Create A Maximization Program That Shows How A Product Or Service Will Address The Clients Problems And Maximize Their Return On Investment * Use Visualization Techniques That Take Clients Past The Moment Of Closing Complete With Effective Closing Phrases And Questions, This Indispensable Guide Gives Readers The Tools They Need To Make The Sale, And Keep Their Customers. Author Biography: Greg Bennett (littleton, Co) Is A Sales Trainer And Consultant Who Has Created Hundreds Of Customized Courses For Clients Including Qwest, Warner Bros., The National Basketball Association, And Many Others. Leer más…

Benjamin Hart

This brilliant book is destined to become a literary classic of the higest regards. This is deep psychological marketing at its best. How would you like to know what emotion to tap in your sales copy that will double your sales? Or what about the most effective way to start your sales letter? How about a money phrase that I have personally used to increase my sales by 20%? It's all packed into this power house of a book. This book goes far beyond just direct mail marketing, which frankly I have little interest in, and taps into something much deeper: the human. Ben shows you how the basic marketing principles on how to exploit human nature go all the way back to Jesus Christ and the Bible. He goes on to make the point that the basic laws of marketing have existed for over 2,000 years and that they will never change because they are based on needs and desires of humans. This flies in the face of college courses that teach culture diversity and that we are all different. Nonsense! Ben shows the doorway to what we all have in common, and then drives a Mac truck right through it with the sample sales copy he provides you. You simply adapt his sales copy to your needs and be prepared to start handling all the orders that come rolling in. Every master marketer needs to have this book. From the author of [[ASIN:1432729543 Internet Marketing Leer más…

William ''skip'' Miller

I really enjoyed this book, as I found it insightful and very well structured. The book is very concise with 5 parts that outline 22 specific common mistakes that sales managers make. You really find yourself nodding in agreement as you read through these mistakes. I think we've all experienced (and made!) at least a few of them. I recommend this book for sales managers and business owners who are willing to identify their areas of weakness in management, learn from common mistake of others, and most importantly learn from their own mistakes. Here are the 22 mistakes. If you find yourself making some of these, pick up the book to find the solutions! * We are a prospecting machine! * It's all about luck * Salespeople are self motivated * I'll focus on my B and C players and make them better * Salespeople are motivated by money * I am the team leader * My management lets me do my job * I'm the boss * Things are always tough at the end of the quarter * It's all about revenue * My team needs me for this important deal * Sell, sell, sell...right? * I'll show them how to do it * I'm superman * It's their territory * I have a sales process...I think * Metrics and dashboards are for rookies * Forecasting to 60 percent accuracy * The stack ranking behind hire and fire decisions * Culture? I already have one, thanks * The more I work,... Leer más…

Peter Green

This practical guide to sales management explains how to retain and develop new accounts, time management, performance monitoring, key account objectives, territory management, and paperwork handling. Leer más…

Steve W Martin, 1960-

Praise for Heavy Hitter Sales Wisdom ''Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets.'' —Gerhard Gschwandtner Founder and Publisher, Selling Power magazine ''Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople.'' —Jay Fulcher, Chief Executive Officer, Agile Software ''This powerful book provides real-world strategies you can use to increase sales immediately!'' —Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way ''Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition.'' —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard ''Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal.'' —Tim... Leer más…

Paul Cherry

"Simply knowing the right questions to ask can make the difference between finalizing a sale or losing it. Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: • Vision Questions: Tap into a customers’ needs and desires for the future • Questions to Uncover Problems: Fix something that’s not working for the client • Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster." Leer más…

Michael J. Nick & Kurt M. Koenig

Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty. While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique ''360 Degree Measurement'' technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangible outcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed by the authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year. Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services. Leer más…

Tom Hopkins, Laura Laaman

If you are a salesperson, you will find yourself in this book. Treat it like your roadmap to success and you will be a professional salesperson. –Willis Turner, CSE President, Sales & Marketing Executives International, Inc. ''This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any salesperson who wants to improve and reach the next level of success.'' –Gerhard Gschwandtner, Founder and Publisher Selling Power magazine ''As a professor teaching MBA students for twenty years, I encourage everyone in management to make this required reading for their sales teams.'' –Dr. Michael Russell, Chairman of the Marketing Dept. St. Bonaventure University ''Each page is full of ideas for instant sales and commissions!'' –Anthony Parinello, author of Secrets of VITO: Think and Sell Like a CEO Leer más…

Patrick Forsyth

Grouped into logical sections, this text details how to get buyers to say yes, understand customer needs, create the right impression and gain commitment. Leer más…