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Books : Business & Investing : Audiobooks : Business : Sales
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How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
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Join a new generation of listeners who have discovered the groundbreaking new V-Book™ format, brought to you by Simon & Schuster Audio and Jeffrey Gitomer, as a powerful and flexible new technology for improving your life and your career.The V-Book™ edition of Jeffrey Gitomer's Little Red Book of Selling presents over four hours of iPod-ready digital video and audio that you can watch or listen to anytime, anywhere.
The breakthrough V-Book technology allows you to turn your laptop, DVD or MP3 player into your own personal sales seminar recorded live in Jeffrey's studio. On only four discs, you get Jeffrey's dynamic, inspiring presentation of his entire New York Times and Wall Street Journal bestseller in three different formats:
- DVD video
- iPod ready digital video on DVD-ROM
- MP3 audio
The two DVD discs offer the complete video presentation of the book on traditional DVD. Pop them into any DVD player or DVD-equipped computer whenever you want to keep everyone excited and motivated.
The DVD-ROM contains the complete video presentation of the book in digital video files that you can watch on your computer or load onto your iPod, so you'll always have easy access to a quick video jolt of Jeffrey's hard-hitting sales advice at your fingertips.
Finally, the MP3 disc gives you Jeffrey's lively presentation of the unabridged audiobook - a piece of sales performance art you'll want to experience again and again - in files that will play on any MP3 player or computer.
Whether you watch, listen, or both, Jeffrey's proven Principles of Sales Greatness will help you convert selling skills to buying motives and urge you to a higher, helping purpose of every day.
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There are countless books, seminars and consultants that offer the secrets to everlasting business success. After heeding their advice, perhaps you manage your time more efficiently write a compelling pitch letter, or close a few more deals. But after a week or a month you revert to your old bad habits and mediocre performance, until the next hot new program comes along. The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week, and teach your staff to do the same.This book shows how to tune up virtually every area of your business, systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business and you will be astonished at hoe much you can accomplish.
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For the first time, the successful Turtle system is explained -- the rules, timing, risks, and rewards that can deliver enormous profits. Faith shows you how to use this system, including how to select the right trades, smooth out returns, effectively diversify, and know when to exit a winning trade.
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Original, wildly inspiring, personal, and provocative, BOOK YOURSELF SOLID is an easy-to-follow road map for starting and growing a service business based on seven core self-promotion strategies. The listener will learn how to develop a strong marketing plan and brand identity, why self-promotion is absolutely critical to their success and how to do it with passion and purpose.
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Take your real estate career to the highest level!
"Whether you are just getting started or a veteran in the business, The Millionaire Real Estate Agent is the step-by-step handbook for seeking excellence in your profession and in your life."
--Mark Victor Hansen, cocreator, #1 New York Times bestselling series Chicken Soup for the Soul"This book presents a new paradigm for real estate and should be required reading for real estate professionals everywhere."
--Robert T. Kiyosaki, New York Times bestselling author of Rich Dad, Poor DadThe Millionaire Real Estate Agent explains:
- Three concepts that drive production
- Economic, organizational, and lead generation models that are the foundations of any high-achiever's business
- How to "Earn a Million," "Net a Million," and "Receive a Million" in annual income
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Jeffrey Gitomer's bestselling work in which he shares his tips on how to be a successful salesperson has a new edition and is now available on audio. He provides motivational advice and practical techniques for initiating, maintaining, and closing a sales presentation. Written in a breezy manner with short, easy-to-remember suggestions, this audio will be popular with persons just getting started in this field or those needing an inspirational pep talk. In an area where there are literally dozens of works already available, The Sales Bible will prove helpful to anyone who listens to it.Jeffery Gitomer's Sales Bible has been completely revised and redesigned to resemble his distinctive bestselling Little Book series, helping the millions of fans he has won since its publication connect it to this blockbuster series, and assuring a major new life for this category-defining classic.
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In the tradition of Why We Buy, preeminent pollster John Zogby identifies key trends in American culture and suggests how companies from the Fortune 500 to the neighborhood deli can use this information to improve their business.
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"Every business winner has one thing in common: a YES! Attitude that's powerful enough to help them achieve the impossible! You say you weren't born with a YES! Attitude? No problem! Jeffrey Gitomer will give you all the tools you need to build one. As the world's Number 1 expert in selling, Gitomer knows more about attitude than anyone. Now he's brought those lessons together in a book you can read in one sitting - a book that'll change your life! What makes this book unique? It's not just "inspiration": it's a complete, step-by-step, fully-integrated game plan for understanding and mastering your attitude. You'll learn specific things you can do to maintain your intensity, drive, and commitment, discover "attitude gems" that capture the value of thousands of dollars of books and courses, learn how to overcome the most dangerous "attitude busters" then learn how to maintain your YES! Attitude every day, for the rest of your life! "
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The Long Tail is both a powerful new economic force in the entertainment industry and perhaps the best lens on a big new trend in the business world overall: the economics of abundance. From supermarket shelves to advertising agencies, the rise of the niche is changing everything, and causing us to rethink where our markets lie and how to get to them. Consider this example: In 1988, a British mountain climber named Joe Simpson wrote a book called Touching the Void, an account of near death in the Peruvian Andes. It was only a modest success and was soon forgotten. A decade later, Jon Krakauer wrote Into Thin Air, another book about a mountain-climbing tragedy, which became a publishing sensation. Suddenly Touching the Void started to sell again. What happened? In short, Amazon recommendations. It created the Touching the Void phenomenon by combining infinite shelf space with real-time information about buying trends and public opinion. However, this is not just a virtue of online booksellersit is an example of an entirely new economic model for business, one that is just beginning to show its power. Unlimited selection is revealing truths about what consumers want and how they want to get it, from DVDs at Netflix to music videos on Yahoo! Launch to songs on the iTunes Music store and Rhapsody. If the 20th-century was about hits, the 21st will be equally about misses.
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Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than ""old"" marketing. This new way is The Irresistible Offer. ""The Irresistible Offer is the missing link in many marketing books."" Joe Sugarman, Chairman, BluBlocker Corporation""The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."" John Du Cane, CEO, Dragon Door Publications, Inc. ""As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point.""Howard Berg, ""The World's Fastest Reader"" ""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."" Dr. Joe Vitale, author of The Attractor Factor ""If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."" Randy Gilbert, a.k.a. ""Dr. Proactive"" host of The Inside Success Show
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Rainmakers make the big bucks. For their companies and for themselves. Here’s how.
The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won’t do, a very particular human being must get involved. Successful rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles—owner, partner, sales representative, CEO, agent, managing director, and fund-raiser.
Author Jeffrey Fox is a rainmaker who knows how to talk about his gift. He pursues revenues and, in his sharp, witty style, takes you along for the ride. This hard-hitting collection of sales and marketing stories is packed with fifty smart, no-nonsense tips that show you how to succeed with any customer.
Fox will explain the Rainmaker’s Credo, why customers don’t care about you, the six killer sales questions, why you should dare to be dumb, and why breakfast meetings bring rain. He’ll help you discover why you should never be “in a meeting,” why earthquakes don’t count, why you should sell on Friday afternoons, and other critical skills. If becoming a rainmaker is your goal—whatever your business—this program is for you.
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This comprehensive course on salesmanship, negotiation and management teaches you how to outsell, outmanage, outmotivate and outnegotiate your competition. Swim With The Sharks has won praise from a remarkable and diverse following, including Governor Mario Cuomo of New York, Gloria Steinem and Ted Koppel.
Harvey Mackay, the man who built a multi-million dollar international envelope manufacturing company, new shares his winning techniques for professional and personal success. He offers an agenda for achievement through a series of "lessons" featuring the Mackay 66 -- an in-depth customer profile designed to give you the edge -- and invaluable "quickies" on business and life -- " Make Your Decisions with Your Heart, and What You'll End Up with Is Heart Disease;" "How to Handle the Tough Prospect;" among many others.
In the bestselling tradition of Tom Peters, Donald Trump and Mark McCormack, here is sound advice for anyone who wants to be a winner in any field. Swim With The Sharks is the new "success" bible by the man Fortune magazine called "Mr. Make-Things-Happen."
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Selling is the second oldest profession, often confused with the first.
The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.
On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.
Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.
Helping Clients Succeed™ is fundamental to the success of any business. This program teaches you to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed.
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Ram Charan, who has gained fame for clarifying and simplifying difficult business problems and who is the bestselling author of What the CEO Wants You to Know, teaches you how to rethink sales from the outside in.
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![The 25 Sales Strategies that Will Boost Your Sales Today! [Unabridged]](http://ecx.images-amazon.com/images/I/31V3fzFdwML._SL160_.jpg)
Noted sales trainer, Stephan Schiffman, succinctly describes 25 effective sales strategies that will build your customer base and increase your sales. This will boost your communications, planning, knowledge, rainmaking, visibility and confidence. a wonderful tool for new salespeople who must first learn the basics of selling, and for any established salesperson who needs a refresher!