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 : 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 : THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
Description : Discover the secrets of written persuasion! "The principles of hypnosis, when applied to copywriting, add a new spin to selling. Joe Vitale has taken hypnotic words to set the perfect sales environment and then shows us how to use those words to motivate a prospect to take the action you want. This is truly a new and effective approach to copywriting, which I strongly recommend you learn. It's pure genius." -Joseph Sugarman, author of Triggers "I've read countless book on persuasion, but none come close to this one in showing you exactly how to put your readers into a buying trance that makes whatever you are offering them irresistible." -David Garfinkel, author of Advertising Headlines That Make You Rich "I am a huge fan of Vitale and his books, and Hypnotic Writing (first published more than twenty years ago), is my absolute favorite. Updated with additional text and fresh examples, especially from e-mail writing, Joe's specialty, Hypnotic Writing is the most important book on copywriting (yes, that's really what it is about) to be published in this century. Read it. It will make you a better copywriter, period." -Bob Bly, copywriter and author of The Copywriter's Handbook "I couldn't put this book down. It's eye opening and filled with genuinely new stuff about writing and persuading better. And it communicates it brilliantly and teaches it brilliantly-exemplifying the techniques by the writing of the book itself as you go along." -David Deutsch, author of Think Inside the Box, www.thinkinginside.com "Hypnotic Writing is packed with so much great information it's hard to know where to start. The insights, strategies, and tactics in the book are easy to apply yet deliver one heck of a punch. And in case there's any question how to apply them, the before-and-after case studies drive the points home like nothing else can. Hypnotic Writing is not just about hypnotic writing. It is hypnotic writing. On the count of three, you're going to love it. Just watch and see." -Blair Warren, author of The Forbidden Keys to Persuasion
Description : A new guide from the author of The Sales Bible helps salespeople learn why sales happen, and how it has everything to do with understanding buying motives and taking ethical actions, allowing the readers to make sales for the moment and for the rest of their lives.
Description : One night in October when he was ten years old, Tyler Dupree stood in his back yard and watched the stars go out. They all flared into brilliance at once, then disappeared, replaced by a flat, empty black barrier. He and his best friends, Jason and Diane Lawton, had seen what became known as the Big Blackout. It would shape their lives. The effect is worldwide. The sun is now a featureless disk - a heat source, rather than an astronomical object. The moon is gone, but tides remain. Not only have the world's artificial satellites fallen out of orbit, their recovered remains are pitted and aged, as though they'd been in space far longer than their known lifespans. As Tyler, Jason, and Diane grow up, space probe reveals a bizarre truth: The barrier is artificial, generated by huge alien artifacts. Time is passing faster outside the barrier than inside - more than a hundred million years per day on Earth. At this rate, the death throes of the sun are only about forty years in our future. Jason, now a promising young scientist, devotes his life to working against this slow-moving apocalypse. Diane throws herself into hedonism, marrying a sinister cult leader who's forged a new religion out of the fears of the masses. Earth sends terraforming machines to Mars to let the onrush of time do its work, turning the planet green. Next they send humans...and immediately get back an emissary with thousands of years of stories to tell about the settling of Mars. Then Earth's probes reveal that an identical barrier has appeared around Mars. Jason, desperate, seeds near space with self-replicating machines that will scatter copies of themselves outward from the sun - and report back on what they find. Life on Earth is about to get much, much stranger.
Description : Winner of the Kirkus Prize Named One of the 10 Best Books of the Year by The New York Times Book Review When feminist writer Susan Faludi learned that her seventy-six-year-old father—long estranged and living in Hungary—had undergone sex reassignment surgery, the revelation would launch her on an extraordinary inquiry into the meaning of identity in the modern world and in her own haunted family saga. How was this new parent who identified as “a complete woman now” connected to the silent, explosive, and ultimately violent father she had known, the photographer who’d built his career on the alteration of images? Faludi chases that mystery into the recesses of her suburban childhood and her father’s many previous incarnations: American dad, Alpine mountaineer, swashbuckling adventurer in the Amazon outback, Jewish fugitive in Holocaust Budapest. When the author travels to Hungary to reunite with her father, she drops into a labyrinth of dark histories and dangerous politics in a country hell-bent on repressing its past and constructing a fanciful—and virulent—nationhood. Faludi’s struggle to come to grips with her father’s metamorphosis takes her across borders—historical, political, religious, sexual—to bring her face to face with the question of the age: Is identity something you “choose,” or is it the very thing you can’t escape?
Description : The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.com) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
Description : An updated edition of a best-selling motivational primer by the author of Million Dollar Habits outlines potentially life-changing ideas, strategies and insights in a satirical style that relates his personal experiences with success and failure. Original.
Description : Counsels business professionals on how to achieve success through a combination of focus and discipline strategies, in a guide that advises readers against following trends and taking on too many projects while making recommendations on marketing effectively and perfecting the art of the sale.
Description : A road map for late-life divorce Divorce can be emotionally devastating at any time, but the emotional and financial challenges are even greater for people who divorce later in life and can face complicated issues of blended families, health care concerns, and retirement planning. Attorney Janice Green brings 30-plus years of experience as a divorce lawyer, and in particular her experience counseling clients over 50, to Divorce After 50. She addresses: • Divorce options (including mediation and collaborative divorce) • How to receive the best guidance from lawyers and professional advisers • Dividing marital property fairly • Retirement plan rules • Spousal support (alimony) • How divorce affects estate planning • Keeping good health care (updated to include new rules under the Affordable Care Act) The book also includes divorce survival stories that illustrate your options and provide encouragement. They got through it, and with the help of Divorce After 50, you can, too.
Description : The layman is introduced to modern physics when a personable bank clerk, interested in scientific matters, has fantastic adventures.
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 : Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Description : The information revolution has made for a radically more fluid knowledge environment, and the growth of venture capital has created inexorable pressure towards fast commercialisation of existing technologies Companies that don't use the technologies they develop are likely to lose them. Key features Over the past several years, Hank Chesbrough has done excellent research and writing on the commercialisation of technology and the changing role and context for R&D. This book represents a powerful synthesis of that work in the form of a new paradigm for managing corporate research and bringing new technologies to market Chesbrough impressively articulates his ideas and how they connect to each other, weaving several disparate areas of work R&D, corporate venturing, spinoffs, licensing and intellectual property into a single coherent framework
Description : Defines page layout and design principles and explains how to use space, color, and type to create dynamic-looking documents and Web pages
Description : Two strengths distinguish this textbook from others. One is its presentation of subjects in the contexts where they occur. Students see different perspectives on subjects and learn how complex and dynamic the mergers and acquisitions environment is. The other is its use of current events. Of its 72 case studies, 3/4 are new or have been updated. The implications of Dodd-Frank and US Supreme Court rulings affecting the Sarbanes-Oxley Act, among other regulatory changes, are developed to enhance teaching and learning experiences. Other improvements to the 6th edition have shortened and simplified chapters, increased the numbers and types of pedagogical supplements, and expanded the international appeal of examples. With a renewed focus on empirical and quantitative examples, the 6th edition continues to demonstrate how people work together on mergers and acquisitions and why the actions of specific individuals have far-reaching implications. Presents an integrated approach to the activities involved in mergers, acquisitions, business alliances, and corporate restructurings. All chapters have been revised, updated, and contain new content, and 14 include more extensive changes. Structural revisions make chapters more streamlined, shorter, and less complex. Case studies cover a dozen industries, and 75% are new or have been updated. All include discussion questions and answers.
Description : Maureen Dowd's incendiary takes and takedowns from 2016--the most bizarre, disruptive and divisive Presidential race in modern history. Trapped between two candidates with the highest recorded unfavorables, Americans are plunged into The Year of Voting Dangerously. In this perilous and shocking campaign season, The New York Times columnist traces the psychologies and pathologies in one of the nastiest and most significant battles of the sexes ever. Dowd has covered Donald Trump and Hillary Clinton since the '90s. She was with the real estate mogul when he shyly approached his first Presidential rope line in 1999, and she won a Pulitzer prize that same year for her penetrating columns on the Clinton impeachment follies. Like her bestsellers, Bushworld and Are Men Necessary?, THE YEAR OF VOTING DANGEROUSLY will feature Dowd's trademark cocktail of wry humor and acerbic analysis in dispatches from the political madhouse. If America is on the escalator to hell, then THE YEAR OF VOTING DANGEROUSLY is the perfect guide for this surreal, insane ride.
Description : Two events made September 1st a memorable day for Jesse Cullum. First, he lost a pair of Oakley sunglasses. Second, he saved the life of President Ulysses S. Grant. In the near future of Robert Charles Wilson's Last Year, the technology exists to open doorways into the past--but not our past, not exactly. Each "past" is effectively an alternate world, identical to ours but only up to the date on which we access it. And a given "past" can only be reached once. After a passageway is open, it's the only road to that particular past; once closed, it can't be reopened. A passageway has been opened to a version of late 19th-century Ohio. It's been in operation for most of a decade, but it's no secret, on either side of time. A small city has grown up around it to entertain visitors from our time, and many locals earn a good living catering to them. But like all such operations, it has a shelf life; as the "natives" become more sophisticated, their version of the "past" grows less attractive as a destination. Jesse Cullum is a native. And he knows the passageway will be closing soon. He's fallen in love with a woman from our time, and he means to follow her back--no matter whose secrets he has to expose in order to do it. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
Description : The book that started the Quiet Revolution At least one-third of the people we know are introverts. They are the ones who prefer listening to speaking; who innovate and create but dislike self-promotion; who favor working on their own over working in teams. It is to introverts—Rosa Parks, Chopin, Dr. Seuss, Steve Wozniak—that we owe many of the great contributions to society. In Quiet, Susan Cain argues that we dramatically undervalue introverts and shows how much we lose in doing so. She charts the rise of the Extrovert Ideal throughout the twentieth century and explores how deeply it has come to permeate our culture. She also introduces us to successful introverts—from a witty, high-octane public speaker who recharges in solitude after his talks, to a record-breaking salesman who quietly taps into the power of questions. Passionately argued, superbly researched, and filled with indelible stories of real people, Quiet has the power to permanently change how we see introverts and, equally important, how they see themselves. Now with Extra Libris material, including a reader’s guide and bonus content
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.
Description : This description of the symbiotic relationships among investment banks, hedge funds, and private equity firms shows students how firms simultaneously compete and cooperate. The author has captured the ways these firms are reinventing themselves in the post-crash regulatory environment and, through ten extensive cases, the ways in which they are increasing 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 : Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that. With this proven, hands-on guide, you will learn to: --Penetrate more accounts --Establish greater credibility --Generate more return calls --Prevent and handle objections --Motivate different types of buyers --Develop more internal champions --Close more sales...faster --And much, much more