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Selling to the Top
Author: David A. Peoples
Publisher: John Wiley & Sons
ISBN: 0471581054
Pages: 256
Year: 1993-06-11
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Recommends that salespeople target the key decision-makers in a company, and provides advice on identifying, approaching, and appealing successfully to such individuals
Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top
Author: Nicholas A. C. Read, Dr. Stephen J. Bistritz
Publisher: McGraw Hill Professional
ISBN: 0071634630
Pages: 240
Year: 2009-09-25
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It’s the goal of every salesperson: getting access to senior client executives—the C-Level decision makers responsible for approving top-dollar deals. Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves! With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz , Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don’t avoid sales pitches; in fact, they welcome them—provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid. Selling to the C-Suite provides all the insight you need to: Gain access to executives Establish trust and credibility Leverage relationships Create value at the executive level It also reveals when executives personally enter the buying process and sheds light on what role they play. Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible.
20 Days to the Top
Author: Brian Sullivan
Publisher: Sourcebooks, Inc.
ISBN: 1402220529
Pages: 240
Year: 2005-09-01
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The most popular new sales program!
Visionary Selling
Author: Barbara Geraghty
Publisher: Simon and Schuster
ISBN: 0684839857
Pages: 236
Year: 1998
View: 508
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Suggests that sales presentations should be based on bottom line future business results because that is what top company officers are interested in.
Selling to VITO the Very Important Top Officer
Author: Anthony Parinello
Publisher: Simon and Schuster
ISBN: 1440507341
Pages: 256
Year: 2010-06-17
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There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Critical Selling
Author: Nick Kane, Justin Zappulla
Publisher: John Wiley & Sons
ISBN: 1119052580
Pages: 224
Year: 2015-09-28
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Read: 185
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
How to Say It: Business to Business Selling
Author: Geoffrey James
Publisher: Penguin
ISBN: 1101559039
Pages: 208
Year: 2011-12-06
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There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to: Motivate Yourself to Sell Craft an Elevator Pitch Find Hot Sales Leads Make a Cold Call Use Voicemail to Sell Give a Sales Presentation Write a Sales Proposal Give a Product Demo Negotiate the Best Deal Close a Sale Create a Powerful Sales Process Sell to Top Executives Build Sales Partnerships Get a Customer Referral Accelerate Your Sales Cycle With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.
Selling Your Way to the Top
Author: Charlie In
ISBN: 9810422660
Pages: 206
Year: 2000
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Go Set a Watchman
Author: Harper Lee
Publisher: HarperCollins
ISBN: 0062409875
Pages: 288
Year: 2015-07-14
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A historic literary event: the publication of a newly discovered novel, the earliest known work from Harper Lee, the beloved, bestselling author of the Pulitzer Prize-winning classic, To Kill a Mockingbird. Originally written in the mid-1950s, Go Set a Watchman was the novel Harper Lee first submitted to her publishers before To Kill a Mockingbird. Assumed to have been lost, the manuscript was discovered in late 2014. Go Set a Watchman features many of the characters from To Kill a Mockingbird some twenty years later. Returning home to Maycomb to visit her father, Jean Louise Finch—Scout—struggles with issues both personal and political, involving Atticus, society, and the small Alabama town that shaped her. Exploring how the characters from To Kill a Mockingbird are adjusting to the turbulent events transforming mid-1950s America, Go Set a Watchman casts a fascinating new light on Harper Lee’s enduring classic. Moving, funny and compelling, it stands as a magnificent novel in its own right.
Target Opportunity Selling: Top Sales Performers Reveal What Really Works
Author: Nicholas A. C. Read
Publisher: McGraw Hill Professional
ISBN: 0071773231
Pages: 288
Year: 2013-12-27
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A game-changing sales model that targets opportunities in every stage of today's long-lead sale Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale. Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post.
Selling at the top
Author: William J. Birnes, Gary Markman
Publisher: Harpercollins
Pages: 338
Year: 1985
View: 275
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A guide to the most promising sales positions critically assesses the five best companies to sell for in each of twenty basic industries, ranging from automobiles, clothing, sporting goods, and toys, to computers, medical equipment, and publishers
The Greatest Salesman in the World
Author: Og Mandino
Publisher: Bantam
ISBN: 0307780902
Pages: 128
Year: 2011-01-05
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What you are today is not important . . . for in this runaway bestseller you will learn how to change your life by applying the secrets you are about to discover in the ancient scrolls. “I will persist until I succeed. I was not delivered into this world into defeat, nor does failure course in my veins. I am not a sheep waiting to be prodded by my shepherd. I am a lion and I refuse to talk, to walk, to sleep with the sheep. The slaughterhouse of failure is not my destiny. I will persist until I succeed.” —From the ancient scroll marked III in The Greatest Salesman in the World Praise for The Greatest Salesman in the World “The Greatest Salesman in the World is one of the most inspiring, uplifting, and motivating books I have ever read. I can well understand why it has had such a splendid acceptance.”—Norman Vincent Peale “At last! A book on sales and salesmanship that can be read and enjoyed by veteran and recruit alike! I have just completed The Greatest Salesman in the World for the second time—it was too good for just one reading—and in all sincerity, I say that it is the most readable, most constructive and most useful instrument for the teaching of sales as a profession that I have ever read.”—F.W. Errigo, Manager, U. S. Sales Trainer at Parke, Davis & Company “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky “Og Mandino provocatively prods your attention into fascination as he masterfully relates his story. The Greatest Salesman in the World is a book with emotional appeal for millions.”—Roy Garn, Executive Director, Emotional Appeal Institute “There are very few men who have the writing talent with which Og Mandino has been blessed. The thoughts contained in this book symbolize the importance of selling to the entire world’s existence.”—Sol Polk, President, Polk Bros., Inc.
Green Zone Selling
Author: Douglas Smith
Publisher: Author House
ISBN: 1463422504
Pages: 152
Year: 2011-09-01
View: 466
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Why do some salespeople out-sell, out-earn and outlast everyone else? It is because they think, work and approach selling differently than everyone else! A “must read" for every sales professional serious about making more money, Green Zone Selling is a collection of more than 50 best practices and winning approaches used by top salespeople in business today. Unlike other books on selling that are either far too elementary or full of manipulative sales tactics, Green Zone Selling takes you “beyond the basics” and presents intelligent, ethical, authentic and to-the-point advice anyone can easily understand and immediately apply. Imagine having an experienced and proven sales coach working alongside you, putting you on the fast-track to finding more leads, more clients and more! Written in a fast-paced and factual style, the book wastes no time getting right to the point—and pointing you toward how to get where you want to go. Green Zone Selling explores the four critical “zones” for how you can achieve greater success: The Mind Zone ? How your belief system dictates what you do (and don’t do) every day ? Why 20 percent of all salespeople make 80 percent of the money ? Moving your mindset to a more positive way of! The Time Zone ? Time is money; what that really means to commissioned salespeople ? How to identify and concentrate on “high yield” sales activities ? Five easy steps for managing your day and taking control of your time The Contact Zone ? Discovering and practicing the art of “sales speak” ? How to overcome sales call reluctance and a fear of prospecting ? The five most critical selling skills every salesperson needs to master The Future Zone ? Success is pivotal, not progressive; where do you go from here? ? Moving from simply making money to building real wealth ? How to run your business—and your career—from a plan
Secrets of Top Selling Agents
Author: Joe Sesso
ISBN: 1544986157
Pages: 184
Year: 2017-07-31
View: 966
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In this must read book, Joe Sesso shares the top tips and secrets of real estate giants from the webinar series Secrets of Top Selling Agents. Barbara Corcoran, Dave Liniger, Gary Keller, Chris Smith, and others tell you exactly what you need to do to be a top selling agent! Each chapter includes advice and tips from a different real estate superstar. In the Secrets of Top Selling Agents you will learn how: Barbara Corcoran turned her real estate business into an international brand. A devastating illness forced Dave Liniger to rethink his life and change his perspective on the business. Gary Keller and Jay Papasan focus on the one thing to achieve success. Katie Lance leverages social media to bring the real estate industry into the twenty-first century. Chris Smith discovered how you can increase your GCI by 50 percent. Jay Baer created the concept of "youtility." Jimmy Mackin manages multitasking and reaching the elusive "Inbox Zero." Other real estate professionals have adapted to today's challenges. These titans of the industry will change the way you approach your real estate business.
Advanced Selling for Beginners
Author: Alex McMillan
Publisher: Management Books 2000
ISBN: 185252426X
Pages: 160
Year: 2003-03-01
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An examination of the whole process of selling, addressing it in a way that should appeal to newcomers to sales as well as experienced staff and also to anyone in an organization who has to sell as a part of a wider managerial or organizational remit.

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