Kategoria BISAC: Business & Economics >> Sales & Selling - General

This strategy can help any company create an emotional bond with customers for a competitive advantage in the marketplace. Emotion Marketing will reveal:
- How emotion works to cement customer loyalty
- The 3...

Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmares--and closing the sale

Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at hand--completing the sale.

More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives...

Breakthrough ideas that won't break the bank--the super-selling secrets behind Chicken Soup and other success stories

"To be leading edge, you must be shameless. This book will show you how."
--Mark Victor Hansen, cocreator of the Chicken Soup for the Soul series

How did Mark Victor Hansen build his Chicken Soup series into a multimillion-dollar empire? How did Jim Cathcart grow a successful business out of The Acorn Principle? This practical handbook offers a wealth of low-cost, step-by-step strategies for Internet marketing, direct mail, networking,...

Stay on top of the sales game with strategies from the world's biggest leaders

The art and science of selling has never been more complex, demanding, or potentially lucrative. As a sales professional, you know that staying ahead of the game means continually educating yourself-both in the successful techniques that have stood the test of time and about the freshest new ideas on everything-from generating leads to creating trust, from branding your business to closing the deal.

That's why Everything I Know About Sales Success is so helpful. It's full of powerful...

Build stronger relationships with customers through the OPEN Questioning technique

By asking four types of questions-Operational, Problem, Effect, and Nail Down-you can address customer needs, find connections, and build the kind of relationships that enable you to close more sales.

This hands-on guide shows how to use OPEN Question Selling throughout the sales process, from getting in the door to handling objections to making the close. With more than 100 sample questions and end-of-chapter exercises, you'll soon be on your way to building winning customer...

From the New York Times Bestselling Author- Proven Methods for Getting Customers to Buy

This fully revised and updated edition of Ferdinand Fournies's classic on sales from the customer's point of view covers all the latest developments in business innovation and customer relations. Why Customers Don't Do What You Want Them to Do... ignores gimmicks and tricks, giving you specific actions that dramatically raise the odds of your customer doing the "buying things"-and placing the order. This results-focused guidebook presents 24 solutions to common selling...

The Right Phrase for Every Situation...Every Time

Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to:

• Identify...

From the creators of SPIN Selling(R)--a groundbreaking strategy for selling at a premium price every time.

Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less to customers today?

Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don't do something radically different soon, you will become unnecessary to customers.

Integrating the most comprehensive research in the selling...

The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay.

As traditional manufacturing companies move to service provision, how should they price their services?

What pricing model should they develop and what buyer behaviour model should they nurture? What will happen if you get your services offering right, but your pricing model wrong?

Mastering Services Pricing shows you how to create pricing that allows you to deliver...

In business, a pitch is a closed-end, winner-take-all contest. It involves one prospective customer and two or more hopeful suppliers, each struggling to defeat the others and win the account. Sometimes the business is won on the basis of price, but often -- especially where professional services are concerned -- the determining factor is intangible. Who, the client wants to...

If you've tried manipulative, self-focused selling techniques that demean you and your customer, if you've ever wondered if selling could be more than just talking people into buying,...

Focusing on Business to Customer (B2C) internet business, and on firms that offer intangible products and/or services that can be directly consumed via the world wide web, Strategic Management and Online Selling also covers immaterial products and online news information or home banking.

Considering how firms with similar specific characteristics are able to realize competitive advantages, this topical book discusses an area of particular contemporary importance and increasing academic study.

Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:

• Over 100 successful closings for every kind of persuasion
• Over 700 questions that will open your eyes to new possibilities you may have overlooked
• How to paint word pictures and use your imagination to get results
• Professional...