Register / Log in

Tag: Selling

27
October

Selling – Building Partnerships – 8E

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Selling - Building Partnerships - 8E

Selling: Building Partnerships, 8E remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people.

The authors emphasize throughout the text the need for salespeople to be flexible–to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning.

This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

Book Details:

Hardcover: 576 pages

Publisher: McGraw-Hill/Irwin; 8 Edition (November 17, 2010)

Language: English

Author: Stephen Castleberry and John Tanner

Category: Business Books, Sales Books

Buy the book directly from Amazon.

20
October

Selling - Building Partnerships - 8th Edition

Selling: Building Partnerships, 8E remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people.

The authors emphasize throughout the text the need for salespeople to be flexible–to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning.

This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago.

Book Details:

Hardcover: 576 pages

Publisher: McGraw-Hill/Irwin; 8th Edition (November 17, 2010)

Language: English

Author: Stephen Castleberry and John Tanner

Category: Business Books, Sales Books

Buy the book directly from Amazon.

22
May

ROAR! Get Heard in the Sales and Marketing Jungle

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

ROAR! Get Heard in the Sales and Marketing Jungle

Don’t just get your message out. ROAR it out!

In this captivating parable, you’ll follow Ryan Miller, an executive struggling with reduced sales in a challenging economy. Ryan is mentored by his old Livingston, New Jersey high school friend, Lenny Bernstein, now a Hasidic Jew in Brooklyn having great success in his packaging business. Over a series of lunches around New York City, Lenny shares the key insights that have driven his sales through the roof, while allowing him to run his business efficiently-and still have plenty of time for family. Lenny explains the simple mnemonic R-O-A-R

Book Details:

Hardcover: 211 pages

Publisher: Wiley; 1st Edition (April 19, 2010)

Language: English

Author: Kevin Daum (Author) and Daniel A. Turner (Contributor)

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
March

Sales Essentials

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Sales Essentials

Having trouble closing your deals?
Hitting a frustrating plateau with your sales numbers?
Feel that upselling is a lost cause?

Let sales guru Stephan Schiffman drive your sales pitches up a notch with his tried-and-true techniques-and get results immediately! Stephan Schiffman’s Sales Essentials includes time-tested tips on:

* Mastering the cold call
* Using e-mail as a selling tool
* Raising the steaks to “up” your next buy
* Closing the deal-every time!

Plus! You’ll also find 50 surefire questions to ask to make deal after deal, year after year. Packed with insider information you need to beat the competition, you can’t afford not to read Stephan Schiffman’s Sales Essentials!

Book Details:

Paperback: 416 pages

Publisher: Adams Media (January 1, 2008)

Language: English

Author: Stephan Schiffman

Category: Business Books, Sales Books

Buy the book directly from Amazon.

06
March

Crush Price Objections

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Crush Price Objections

Hold the line on price in every transaction— from the leading expert on Value-Added Selling!

These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand.

In Crush Price Objections, Tom Reilly, bestselling author of Value-Added Selling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. It provides tips and tactics for:

Crush Price Objections offers you the tactical support you need to focus specifically on price resistance in order to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stop haggling—and start closing!

Book Details:

Paperback: 192 pages

Publisher: McGraw-Hill; 1 edition (January 25, 2010)

Language: English

Author: Tom Reilly

Category: Business Books, Sales Books

Buy the book directly from Amazon.

25
February

The 25 Sales Habits of Highly Successful Salespeople

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

The 25 Sales Habits of Highly Successful Salespeople

Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman’s advice and watch your performance soar. Schiffman lets you in on the industry’s best-kept secrets. Learn how to:

This new edition includes:

If you’re a salesperson looking to succeed, this is the book for you!

Book Details:

Paperback: 128 pages

Publisher: Adams Media; 3 edition (June 1, 2008)

Language: English

Author: Stephan Schiffman

Category: Business Books, Sales Books

Buy the book directly from Amazon.

24
February

The Psychology of Sales Success

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

The Psychology of Sales Success

The Psychology of Sales Success explains the three psychological dynamics that drive the sales process: understanding success, understanding your customer, and understanding yourself. Featuring wisdom from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, this prescriptive guide gives you action steps for getting inside the heads of your customers and balancing that knowledge with your own behavior to achieve increased sales. You’ll discover how to:

Book Details:

Hardcover: 224 pages

Publisher: McGraw-Hill; 1st Edition (February 26, 2007)

Language: English

Author: Gerhard Gschwandtner

Category: Business Books, Sales Books

Buy the book directly from Amazon.

19
February

Selling in a New Market Space

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Selling in a New Market Space

Create new markets for your innovative offering using the field-proven Maverick Method!

Developing an innovative product that breaks all the rules of the market is the first step to success in today’s economy. Now, how do you get it organizations to purchase it? Selling in a New Market Space reveals the sales secrets of the companies that have taken their “disruptive innovation” offerings to the greatest heights.

What you need for ultimate success is a team of Maverick Sellers–people who use sales techniques that are as innovative as the product they’re selling. This new type of salesperson understands that conventional methods serve only to doom new innovations to failure. Selling in a New Market Space explains how to build highly successful sales teams that create markets from scratch by:

Book Details:

Hardcover: 256 pages

Publisher: McGraw-Hill; 1 edition (November 18, 2009)

Language: English

Editor: Brian C. Burns and Tom U. Snyder

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Selling

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Selling

Learn to speak persuasively, enthuse your audience, and sell with confidence with Essential Managers: Selling. This book offers master tips and techniques for successful selling.

Book Details:

Paperback: 72 pages

Publisher: DK Publishing (February 2, 2009)

Language: English

Author: Eric Baron

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Sales Presentation Techniques That Really Work

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Sales Presentation Techniques That Really Work

Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate “wow” factor. In a business world moving at the speed of Blackberries and Bluetooth, Sales Presentation Techniques teaches you how to get and keep your audience’s attention. You will be ready to tackle the toughest boardrooms and conference halls after learning . . .

Regarded as America’s #1 Salesperson, Schiffman promises to make your presentations sharper and more effective. Thereby making your sales-and commissions-much greater.

Book Details:

Paperback: 160 pages

Publisher: Adams Media (July 3, 2007)

Language: English

Author: Stephan Schiffman

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

ROI Selling

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

ROI Selling

ROI Selling works within a company’s existing sales methods to increase the effectiveness and production of their sales force.

Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty.

Book Details:

Paperback: 336 pages

Publisher: Kaplan Publishing; Original edition (September 1, 2004)

Language: English

Author: Michael Nick and Kurt Koenig

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Winning Sales Letters – From Prospect to Close

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Winning Sales Letters - From Prospect To Close

Winning Sales Letters—From Prospect to Close teaches you how to:

Book Details:

Paperback: 240 pages

Publisher: McGraw-Hill; 1 edition (July 20, 2009)

Language: English

Author: Ralph Allora

Category: Business Books, Sales Books

Buy the book directly from Amazon.

07
February

Selling - Powerful New Strategies for Sales Success

Selling – Powerful New Strategies for Sales Success explores the cutting edge of persuasive selling. This book isn’t for salespeople stuck in tradition, but those who embrace the new, and implement the strategies that will make them the superstars of tomorrow.

Unlike traditional sales books, you won’t find canned closes or regurgitated and repackaged advice. You’ll learn:

- How to buy back the sale

- Group strategies for mass influence

- The brutal truth about Value Driven Selling

- Sales Management secrets of today’s Top Sales Managers

Book Details:

Hardcover: 225 pages

Publisher: Network 3000 Publishing (October 26, 2007)

Language: English

Author: Kevin Hogan, Dave Lakhani, Gary May, Eliot Hoppe, Mollie Marti and Larry Kevin Adams

Category: Business Books, Sales Books

Buy the book directly from Amazon.

24
January

Red-Hot Selling

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Red-Hot Selling

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book.

Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to:

Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more

Book Details:

Paperback: 240 pages

Publisher: AMACOM (June 2, 2010)

Language: English

Author: Paul S. Goldner

Buy the book directly from Amazon.

24
January

Sales 2.0

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Sales 2.0

Ideal for sales teams in any industry, Sales 2.0 finally marries Web 2.0 technologies with the innovative sales practices those technologies enable, resulting in improved sales productivity and results. The business of sales is changing; whether your business changes with it will determine your long-term success. Sales 2.0 is the next step in the evolution of sales.

In Sales 2.0, authors Seley and Holloway demystify the emerging Sales 2.0 trend and provide a framework that business leaders and sales professionals can use to implement it in their organizations. They explain why traditional sales tactics no longer work and why you should change the way you sell. They explore Sales 2.0 in practice and showcase four industry-leading companies currently using Sales 2.0 successfully and profitably. They show you how to align your sales resources with customer opportunities to create better sales force deployment and territory coverage. That means segmenting your sales process steps, customers, and opportunities and using the most profitable sales channel or communication medium to engage more buyers.

Book Details:

Hardcover: 256 pages

Publisher: Wiley; First Edition edition (December 15, 2008)

Language: English

Author: Anneke Seley and Brent Holloway

Buy the book directly from Amazon.

22
January

The Ultimate Sales Machine

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

The Ultimate Sales Machine

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.

The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.

Book Details:

Paperback: 272 pages

Publisher: Portfolio Trade (May 27, 2008)

Language: English

Author: Chet Holmes (Author), Jay Conrad Levinson (Editor), Michael Gerber (Foreword)

Buy the book directly from Amazon.

22
January

Cold Calling Techniques That Really Work

2011. Written by macsalam 6 comments Posted in: Books, Sales
Tagged with , ,

Cold Calling Techniques That Really Work

Follow the advice of Stephan Schiffman-America’s #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.

This easy-to-follow guide will help you beat today’s cold calling obstacles such as voicemail, caller ID, cell phones, and e-mail. Schiffman’s professional experience and corporate wisdom guarantee your future success. Providing online resources, the anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.

Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.

Book Details:

Paperback: 160 pages

Publisher: Adams Media; 6 edition (July 3, 2007)

Language: English

Author: Stephan Schiffman

Buy the book directly from Amazon.

22
January

Selling To Anyone Over The Phone

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Selling To Anyone Over The Phone

This is a must-read. In today’s competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.

Book Details:

Paperback: 224 pages

Publisher: AMACOM; Second Edition edition (September 1, 2010)

Language: English

Author: Renee P. Walkup and Sandra McKee

Buy the book directly from Amazon.

22
January

Mastering the Complex Sale

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Mastering the Complex Sale

Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals—from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short—a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.

This book will show you how to:

Book Details:

Hardcover: 304 pages

Publisher: Wiley; 2 edition (March 8, 2010)

Language: English

Author: Jeff Thull

Buy the book directly from Amazon.

21
January

Value-Added Selling

2011. Written by macsalam 2 comments Posted in: Books, Sales
Tagged with , ,

Value-Added Selling

One of the World’s Most Popular Sales Methods–Updated to Give You the Edge on Today’s Demanding Customers!

Tom Reilly, creator of the value-added selling method, has good news for you: Even in today’s marketplace, you can still be a solid competitor without being the cheapest. You just need to sell value, not price.

For a quarter century, Value-Added Selling has been putting sales professionals on the path to excellence. Reilly has updated his seminal work to help you contend with today’s customer, who invariably expects more while paying less. This anniversary edition includes all-new material on:

Book Details:

Hardcover: 288 pages

Publisher: McGraw-Hill; 3 edition (March 22, 2010)

Language: English

Author: Tom Reilly

Buy the book directly from Amazon.

21
January

Selling to Win

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Selling to Win

Selling to Win is full of sales tips and practical advice such as how to: get a sale when you are not the cheapest, turn your customer into an ambassador, build a positive attitude that gets results, beat the competition and close a sale.

Widely recognized as one of the most effective and powerful sales-improvement guides, Selling to Win has helped thousands of people improve their selling skills.

Book Details:

Paperback: 208 pages

Publisher: Kogan Page; Third Edition,Revised,Third Edition, Revised edition (September 28, 2009)

Language: English

Author: Richard Denny

Buy the book directly from Amazon.

21
January

Selling Skills for Complete Amateurs

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

Selling Skills for Complete Amateurs

Nearly everyone within a company is involved in selling at one level or another. Yet, the majority of those people are not professional frontline salespeople – they have never received any training in selling or in dealing with customers. As a result, opportunities are missed and, worse, you may even have wrecked the relationship with the customer for the long term.

Written in a quick-read and practical way, this book presents a set of simple, basic skills for selling, aimed exclusively at those people who have never been trained in the art of selling. Based on the successful courses which the author has been running for over 10 years for beginners in sales, Selling Skills for the Complete Amateur is intended to enable anyone to make a sound contribution to the overall sales process.

Book Details:

Paperback: 160 pages

Publisher: Marshall Cavendish Limited (May 1, 2008)

Language: English

Author: Bob Etherington

Buy the book directly from Amazon.

Perfect Phrases for High-Performing Sales Professionals

The Complete Book of Perfect Phrases for High-Performing Sales Professionals is the ultimate field guide for speaking and writing your way to sales success. You’ll find perfect phrases for:

Lead Generation

Sales Calls

Customer Service

Book Details:

Paperback: 736 pages

Publisher: McGraw-Hill; 1 edition (September 11, 2009)

Language: English

Author: Robert Bacal and William Brooks

Buy the book directly from Amazon.

10
January

From a Good Sales Call to a Great Sales Call

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with ,

From a Good Sales Call to a Great Sales Call

Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process:

Step 1. Discover the Benefits of Successfully Debriefing with Prospects
Step 2. Understand the Postdecision Mind-Set of the Prospect
Step 3. Recognize How Salespeople Can Inhibit the Feedback Process
Step 4. Design a Prospect Debrief Questionnaire
Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls
Step 6. Identify and Analyze Your Win/Loss Trends
Step 7. Benchmark Your Feedback
Step 8. Implement the Right Techniques to Increase Your Close Rate

Book Details:

Paperback: 256 pages

Publisher: McGraw-Hill; 1 edition (September 16, 2010)

Language: English

Author: Richard M. Schroder

Buy the book directly from Amazon.

10
January

Perspectives on Increasing Sales

2011. Written by macsalam No comments Posted in: Books, Sales
Tagged with , ,

Perspectives on Increasing Sales

Who’s the real sales expert: the salesperson or the consumer?

Each has a different approach to effective sales and what will really move the consumer to take action. Each approaches buying and selling from a different angle – a different perspective – and without understanding both points of view, the picture is never fully complete.

Perspectives on Increasing Sales is the first book to offer both sides of the story. In an easy-to-read, question/answer format, Marvin Miletsky provides the salesperson perspective while James Callander gives the customer point of view on topics including finding new leads and prospects, successful negotiations, landing an account and closing the deal, managing and improving the relationship and a whole lot more.

What makes this book different from other sales-oriented books is that there is no author collaboration or sharing of information during the writing process. Neither author was aware of what the other was writing. The result is a fascinating, no-holds-barred look at increasing sales as both the salesperson and customer see it, leaving readers with a list of action items and a better understanding of core sales concepts to dramatically improve success rates.

Book Details:

Paperback: 311 pages

Publisher: Course Technology PTR; 1 edition (March 24, 2009)

Language: English

Author: Marvin Miletsky and James A. Callander

Buy the book directly from Amazon.