Description : True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where SPIN® describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of todayâe(tm)s leading companies with dramatic improvements to their sales performance.
Description : Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Description : What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Description : The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"
Description : 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.
Description : “A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.” – Selling Magazine Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on: Creating a two-tiered sales model to separate consultative sales from commodity sales • Building and using consultative databases for value propositions and proof of performance • Studying your customers’ cash flows to win proposals • Using consultative selling strategies on the Web • Coping with—and reversing—the inevitable “no” Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.
Description : From one of the most provocative entrepreneurs of our time, Marc Ecko reveals his formula for building an authentic brand or business in a compelling how-to guide that’s perfect to “educate the next generation of dreamers” (Kirkus Reviews). As instructive as it is innovative, Unlabel empowers you to channel your creativity, find the courage to defy convention, and summon the confidence to act and compete in any environment. This visual blueprint teaches you how to grow both creatively and commercially by testing your personal brand against the principles of the Authenticity Formula. Marc Ecko shares the bruising mistakes and remarkable triumphs that reveal the truth behind his success, growing from a misfit kid airbrushing T-shirts in his parents’ garage to the bold creator of two hugely successful branded platforms—Ecko Unltd. and Complex Media. As Ecko explains, it’s not enough to simply merge your inner artist with business savvy, you must understand the anatomy of a brand, starting with its authentic spine. With Unlabel, you will discover your own voice by overcoming fear, take action and deliver on your promises, understand why failure is essential, learn how your product or service makes people feel, and recognize if your nostalgia for the past is hampering your ability to envision your future. Unlabel provides a bold and honest approach to building an authentic personal brand, and a roadmap for growing a bootstrap start-up into a sustainable business.
Description : From USA Today bestselling author Meghan March comes a sexy new duet. We've all had the bad boys, now it's time for a Real Good Man. Fall for a woman over text messages? No way in hell. Reality can never be as good at the fantasy, right? Wrong. It’s better. Banner Regent is smart, funny, and she’s so far out of my league, she might as well be royalty. I’m a mechanic from Kentucky. She’s a New York City party girl. We were never supposed to meet, but one text started something neither of us saw coming. How do you seduce the woman who already has everything? Show her what it’s like to be with a real good man.
Description : Chet Holmes has been called "one of the top 20 change experts in the country." He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement—one at a time—and practice them over and over with pigheaded discipline. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area. Holmes offers proven strategies for: Management: Teach your people how to work smarter, not harder Marketing: Get more bang from your Web site, advertising, trade shows, and public relations Sales: Perfect every sales interaction by working on sales, not just in sales The Ultimate Sales Machine will put you and your company on a path to success and help you stay there!
Description : A lot of people have made up their minds about Rachel Doležal. But none of them know her real story. In June 2015, the media “outed” Rachel Doležal as a white woman who had knowingly been “passing” as Black. When asked if she were African American during an interview about the hate crimes directed at her and her family, she hesitated before ending the interview and walking away. Some interpreted her reluctance to respond and hasty departure as dishonesty, while others assumed she lacked a reasonable explanation for the almost unprecedented way she identified herself. What determines your race? Is it your DNA? The community in which you were raised? The way others see you or the way you see yourself? With In Full Color, Rachel Doležal describes the path that led her from being a child of white evangelical parents to an NAACP chapter president and respected educator and activist who identifies as Black. Along the way, she recounts the deep emotional bond she formed with her four adopted Black siblings, the sense of belonging she felt while living in Black communities in Jackson, Mississippi, and Washington, DC, and the experiences that have shaped her along the way. Her story is nuanced and complex, and in the process of telling it, she forces us to consider race in an entirely new light—not as a biological imperative, but as a function of the experiences we have, the culture we embrace, and, ultimately, the identity we choose.
Description : Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.
Description : In 2005, Joel Greenblatt published a book that is already considered one of the classics of finance literature. In The Little Book that Beats the Market—a New York Times bestseller with 300,000 copies in print—Greenblatt explained how investors can outperform the popular market averages by simply and systematically applying a formula that seeks out good businesses when they are available at bargain prices. Now, with a new Introduction and Afterword for 2010, The Little Book that Still Beats the Market updates and expands upon the research findings from the original book. Included are data and analysis covering the recent financial crisis and model performance through the end of 2009. In a straightforward and accessible style, the book explores the basic principles of successful stock market investing and then reveals the author’s time-tested formula that makes buying above average companies at below average prices automatic. Though the formula has been extensively tested and is a breakthrough in the academic and professional world, Greenblatt explains it using 6th grade math, plain language and humor. He shows how to use his method to beat both the market and professional managers by a wide margin. You’ll also learn why success eludes almost all individual and professional investors, and why the formula will continue to work even after everyone “knows” it. While the formula may be simple, understanding why the formula works is the true key to success for investors. The book will take readers on a step-by-step journey so that they can learn the principles of value investing in a way that will provide them with a long term strategy that they can understand and stick with through both good and bad periods for the stock market. As the Wall Street Journal stated about the original edition, “Mr. Greenblatt…says his goal was to provide advice that, while sophisticated, could be understood and followed by his five children, ages 6 to 15. They are in luck. His ‘Little Book’ is one of the best, clearest guides to value investing out there.”
Description : Sparks of Divinity is a collection of the teachings of yoga master B. K. S. Iyengar first published in a French-English bilingual edition in 1976. The material for this book was gathered and compiled by Noëlle Perez-Christiaens from class notes and correspondence during the formative years of Iyengar’s international career. The entries cover the period from the late 1950s, when Iyengar was invited by Yehudi Menuin to teach in Gstaad, Switzerland, to the year following the death of Iyengar’s wife and the opening of the Ramamani Iyengar Memorial Yoga Institute in Pune, India. When Noëlle first studied with Iyengar in Pune in 1959, Iyengar was still teaching his pupils one-on-one at his home. During her stay in India, Noëlle was regarded virtually as one of the household, and this intimacy continued in their subsequent letters, where Iyengar wrote to her more as a colleague and friend than as a teacher. We are fortunate to include Noëlle’s Indian Journal for 1959 and her Early Life of B. K. S. Iyengar, translated into English especially for this edition, for the intimate glimpses they give of Iyengar’s personal life and family. Sparks of Divinity is also a testament to the deep bond between teacher and student. In an afterword about Noëlle, we learn how an early suggestion from Iyengar moved her in a completely new direction, and how she attributes her discoveries about Aplomb (natural balance) to Iyengar’s ongoing inspiration.
Description : For much of the twentieth century, Europe dominated global attention. Two world wars were won and lost on its battle fields, and the great ideological struggles of the Cold War were played out in its cities. The Atlantic Ocean was the locus of international power. This is no longer the case, as bestselling author Robert D. Kaplan deftly proves in Monsoon. He shows how the rise of India, Pakistan, China, Indonesia, Burma and Oman, among others, represents a crucial shift in the global balance of power. It is in 'Monsoon Asia' that the fight for democracy, energy independence and religious freedom will be lost or won. It is here that European interests are being replaced by Chinese and Indian influences, and where the often tense dialogue is taking place between Islam and the West. It is towards this region that global powers need to shift their focus if they are to remain dominant in the new century.
Description : From the NYT bestselling author of the Fixed Trilogy... I wasn’t supposed to be working the night I met JC. Before him, I’d been content with the daily grind, managing one of NYC’s top nightclubs. So what if my life didn’t have a happily ever after? I didn’t believe in that anyway. Then JC showed up. Sexy, rich and smooth-talking, JC is nothing more than a distraction. I’m not interested in a night-in-shining latex so it’s easy to push the playboy away. Or it is until my life spins unexpectedly out-of-control. Then he’s there for me, offering a new method of survival, one based on following primal urges and desires that requires me to abandon my constant need for control. His no-strings-attached lessons obliterate my carefully built walls. And as I discover freedom, I start to feel things for him that I shouldn’t. Things that make me fear for my newly vulnerable heart. Because JC has secrets of his own, and his secrets don’t want to set him free. BOOK ONE OF TWO. This series can be read alone or with the Fixed Trilogy.
Description : The world's bestselling guide to negotiation. Getting to Yes has been in print for over thirty years, and in that time has helped millions of people secure win-win agreements both at work and in their private lives. Including principles such as: Don't bargain over positions Separate the people from the problem and Insist on objective criteria Getting to Yes simplifies the whole negotation process, offering a highly effective framework that will ensure success.
Description : Spin ended with the alien Hypotheticals setting a vast Arch over the Indian Ocean. Those who sailed under it found themselves on Equatoria, another planet entirely. In Axis, a secretive Equatorian community of Fourths - humans who've had their lives extended by illegal Martian technology - raised a boy, Isaac Dvali, to communicate with the Hypotheticals. Interstellar clouds of tiny fragmented Hypothetical nanomachines rained down on Equatoria, an some began to grow. Isaac and Turk Findley, a tough bush pilot an former drifter, were absorbed by a vast concatenation of those growths. Now, Turk Findley has awakened ten thousand years later, to be collected by the people of Vox - an Equatorian group that's obsessed with the Hypotheticals. The Vox have been waiting for Turn and Isaac for a very long time. Meanwhile, the story of Turk and Isaac among the people of Vox is being scrawled in notebooks by a disturbed man in a hospital on twenty-first-century Earth, in the years following the Spin . . .
Description : The dynamic environment of investment banks, hedge funds, and private equity firms comes to life in David Stowell’s introduction to the ways they challenge and sustain each other. Capturing their reshaped business plans in the wake of the 2007-2009 global meltdown, his book reveals their key functions, compensation systems, unique roles in wealth creation and risk management, and epic battles for investor funds and corporate influence. Its combination of perspectives—drawn from his industry and academic backgrounds—delivers insights that illuminate the post-2009 reinvention and acclimation processes. Through a broad view of the ways these financial institutions affect corporations, governments, and individuals, Professor Stowell shows us how and why they will continue to project their power and influence. Emphasizes the needs for capital, sources of capital, and the process of getting capital to those who need it. Integrates into the chapters ten cases about recent transactions, along with case notes and questions Accompanies cases with spreadsheets for readers to create their own analytical frameworks and consider choices and opportunities.
Description : From Catherine Coulter, the #1 New York Times-bestselling author of the FBI Thriller series, and J.T. Ellison, bestselling author and ITW Award winner, comes the first book in a brilliant new international thriller series featuring a new hero: American-born, UK-raised Nicholas Drummond. Scotland Yard’s new chief inspector Nicholas Drummond is on the first flight to New York when he learns his colleague, Elaine York, the “minder” of the Crown Jewels for the “Jewel of the Lion” exhibit at the Metropolitan Museum of Art, was found murdered. Then the centerpiece of the exhibit, the infamous Koh-i-Noor Diamond, is stolen from the Queen Mother’s crown. Drummond, American-born but raised in the UK, is a dark, dangerous, fast-rising star in the Yard who never backs down. And this case is no exception. Special Agents Lacey Sherlock and Dillon Savich from Coulter’s bestselling FBI series don’t hesitate to help Drummond find the cunning international thief known as the Fox. Nonstop action and high stakes intensify as the chase gets deadly. The Fox will stop at nothing to deliver the Koh-i-Noor to the man who believes in its deadly prophecy. Nicholas Drummond, along with his partner, FBI Special Agent Mike Caine, lay it on the line to retrieve the diamond for Queen and country.
Description : How do you move on when he's every song you sing? After Laurelyn walks away from Jack, she returns to Nashville to pursue the only dream she has left, and immerses herself in her music. An unforeseen opportunity sends her on a rocket ride straight to the top where Laurelyn finds the success she's always dreamed of. Meanwhile, Jack is searching for Laurelyn, but the woman he finds isn't the same one who drifted away without a goodbye. Can he make her visualize a life beyond the glitz and glamour ... a life that includes him?
Description : From the founders of the trailblazing software company 37signals, here is a different kind of business book - one that explores a new reality. Today, anyone can be in business. Tools that used to be out of reach are now easily accessible. Technology that cost thousands is now just a few pounds or even free. Stuff that was impossible just a few years ago is now simple. That means anyone can start a business. And you can do it without working miserable 80-hour weeks or depleting your life savings. You can start it on the side while your day job provides all the cash flow you need. Forget about business plans, meetings, office space - you don't need them. With its straightforward language and easy-is-better approach, Rework is the perfect playbook for anyone who's ever dreamed of doing it on their own. Hardcore entrepreneurs, small-business owners, people stuck in day jobs who want to get out, and artists who don't want to starve anymore will all find valuable inspiration and guidance in these pages. It's time to rework work.