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Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales
Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how t... [Read More]
- ASIN: 1119418070
- ASIN: 1119418070
- ISBN: 9781119418078
- Manufacturer: Wiley
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New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused “sales story”; ... [Read More]
- ASIN: 0814431771
- ASIN: 0814431771
- ISBN: 9780814431771
- Brand: Mike Weinberg
- Manufacturer: AMACOM
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Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. St... [Read More]
- ASIN: 1119144752
- ASIN: 1119144752
- ISBN: 1119144752
- Brand: Wiley
- Manufacturer: Wiley
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The Challenger Sale: Taking Control of the Customer Conversation
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 w... [Read More]
- ASIN: 1591844355
- ASIN: 1591844355
- ISBN: 9781591844358
- Brand: Portfolio Hardcover
- Manufacturer: Portfolio
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Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team
Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are not what they expected: the issue lies not with the sales team . . . but with how it is being led.In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sa... [Read More]
- ASIN: B01019D3QC
- ASIN: B01019D3QC
- Manufacturer: AMACOM
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SPIN Selling
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to... [Read More]
- ASIN: 0070511136
- UPC: 352099390877
- ASIN: 0070511136
- ISBN: 0070511136
- Brand: McGraw-Hill Companies
- Manufacturer: McGraw-Hill
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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have mad... [Read More]
- ASIN: 1119312574
- ASIN: 1119312574
- ISBN: 1119312574
- Brand: WILEY
- Manufacturer: Wiley
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Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue
Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers... [Read More]
- ASIN: 1119167965
- ASIN: 1119167965
- ISBN: 1119167965
- Brand: Wiley
- Manufacturer: Wiley
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The Only Sales Guide You'll Ever Need
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated... [Read More]
- ASIN: 0735211671
- ASIN: 0735211671
- ISBN: 0735211671
- Brand: Portfolio
- Manufacturer: Portfolio
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The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor.... [Read More]
- ASIN: 0735211698
- ASIN: 0735211698
- ISBN: 0735211698
- Brand: PORTFOLIO
- Manufacturer: Portfolio
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The Technology Salesperson's Handbook: 114 World Proven Lessons and Tactics
In over 100 practical and tactical short chapters, this complete guide has a wealth of immediately-useful ideas and tactics for every technology salesperson. These include ‘Words That Work’ – real-world examples that you can put to work for you immediately. Beginning with ‘Customer Vision and why selling has changed, to tactics for reaching ‘unreachable’ prospects and handling the most challenging selling situations, you will benefit from insights and world-proven techniques for becoming an even more successful sales professional.
- ASIN: 0983406812
- ASIN: 0983406812
- ISBN: 0983406812
- Brand: Brand: Ken Wax
- Manufacturer: Ken Wax
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The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have cl... [Read More]
- ASIN: 1591848156
- ASIN: 1591848156
- ISBN: 1591848156
- Brand: Portfolio
- Manufacturer: Portfolio
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Cold Calling Techniques (That Really Work!)
The definitive guide to cold calling success!For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product o... [Read More]
- ASIN: 1440572178
- UPC: 045079572171
- ASIN: 1440572178
- ISBN: 1440572178
- Brand: Adams Media
- Manufacturer: Adams Media
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The Perfect Close: The Secret To Closing Sales - The Best Selling Practices & Techniques For Closing The Deal
If you want to discover how to close sales using the absolute best practice (one that's non-pushy, flexible, natural & easy to learn) then read this book.Author James Muir shares unique insights on how ‘closing the sale’ can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional sales. Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful (in the 95% range). It’s zero pressure and in... [Read More]
- ASIN: B01LE4KMLM
- ASIN: B01LE4KMLM
- Manufacturer: Best Practice International
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High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. Even today, the key to success for every salesperson is his pipeline of prospects. Top producers are still prospecting. All. The. Time.However, buyers have evolved, therefore your prospecting needs to as well. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to... [Read More]
- ASIN: 0814437761
- ASIN: 0814437761
- ISBN: 0814437761
- Brand: Amacom
- Manufacturer: AMACOM
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It's Your Ship : Management Techniques from the Best Damn Ship in the Navy (revised)
Portion of edition statement from
- UPC: 20437350
- Rating: 4.4
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Selling Insurance with Nlp : Advance Psychological Techniques for Creating Sales Breakthroughs
This book will introduce you to selling techniques and rapport building skills that transcend the ordinary. You will learn a set of advance selling techniques based on the world renowned NLP (NeuroLinguisticProgramming) technology. Whether you
- UPC: 402539102
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The Ultimate Book of Sales Techniques : 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale
The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads
- UPC: 20930524
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Cookies for Kids' Cancer: Best Bake Sale Cookbook
Every cookie makes a difference! In December 2007, Gretchen Holt-Witt set the lofty goal of baking and selling 96,000 cookies during the holidays, all in the name of funding research for pediatric cancer, the #1
- UPC: 15897400
- Model: 3913
- Rating: 5.0
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40 Rules Every Sales Pro Needs to Know : The Top Sales Techniques, Practices & Habits of Elite Sales Pros
Millions of sales professionals work to earn a living around the globe every
- UPC: 693916645
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Best of Carlos Santana - Signature Licks : A Step-By-Step Breakdown of His Playing Techniques
(Signature Licks Guitar). Explore the music behind one of the guitar's greatest innovators with a hands-on analysis by Wolf Marshall of 14 Santana classics. Songs include: Black Magic Woman * Evil Ways * Gypsy Queen
- UPC: 55677869
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25 Toughest Sales Objections (and How to Overcome Them) : Surefire Techniques for Conquering Any Resistance and Closing the Deal
The 25 Toughest Sales Challenges-and How to Overcome Them helps you reverse buyer resistance by illustrating how and why these frustrating objections come up, what they mean, and what to say and do to neutralize
- UPC: 15608373
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It's Your Ship : Management Techniques from the Best Damn Ship in the Navy
The former Navy commander of the USS "Benfold" reveals important management techniques he learned by shifting organizing principles from obedience to performance. 3
- UPC: 4170691
- Rating: 4.4
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Relief Carving Projects & Techniques (Best of Wci) : Expert Advice and 37 All-Time Favorite Projects and Patterns
"Best of Woodcarving Illustrated: Relief Woodcarving Projects & Techniques" is packed with 36 tried-and-true relief woodcarving projects and patterns from the archives of Woodcarving Illustrated, plus expert advice from favorite authors including Lora S. Irish,
- UPC: 15072439
- Rating: 5.0
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Small Victories: Recipes, Advice + Hundreds of Ideas for Home Cooking Triumphs (Best Simple Recipes, Simple Cookbook Ideas, Cooking Techniques Book)
Subtitle in pre-publication: Recipes, advice + ideas for cooking at
- UPC: 51797533
3 B2B Sales Tips That Work Right Now
5 Tips to Close More B2B Sales
The FASTEST Ways To Become Amazing At B2B Sales
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