No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills. This inexpensive text is one the students keep after the class is over and they use it as a resource in the business world. ABC’s of Relationship Selling is written by a sales person turned teacher and so it is filled with practical tips and business-examples. ABC’s of Relationship Selling is an affordable, brief, paperback. It is perfect for a selling course where a brief book is preferred. Professors who spend considerable time on other resources and projects will appreciate the brief format. Schools that do not offer a separate selling course may find this short paperback a nice addition in a sales management course.
ABC's of Relationship Selling 13e trains the readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leading text brings a comfortable and familiar approach to the Selling discipline.
The Fourth Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title suggests, the text is centered on the philosophy of selling that success requires mastery of selling basics, including selecting presentation styles and effective closing techniques. The fourth Canadian edition boasts new content on integrating technology, be it into business presentations or client management. The text includes many beneficial features to advance the skills of the sales professional in training such as Facing a Career Challenge, Making the Sales, Selling Globally, Selling Tips and much more.
Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
These 26 alphabet books from A to Z are perfect for strengthening phonemic awareness (the relationship between letters and the sounds they make). Each book focuses on a different letter of the alphabet with activities to enhance learning. The backs of the books double as flashcards. Stickers and a parent guide complete this boxed set.
Adopt a clear strategy for social selling, including how to build authority online, gain influence in target communities and engage with decision-makers and changemakers to 'hack' the buying process, with the bestselling book from industry thought-leader Tim Hughes. As the digital landscape continues to change buying habits at both B2B and B2C level, it has become increasingly difficult to reach customers early enough in their decision-making process through traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill - enabling sales professionals to engage early on and 'hack' the buying process. Social Selling provides a practical, step-by-step blueprint for harnessing these specific and proven techniques including: -How to use networks purposefully to build social trust and create a high-quality community -How to develop real influence and authority in your subject area and connect with change-makers -How to scale the social selling strategy across an organization including maturity and investment models, risk and governance, and technology platforms Written by Tim Hughes, a thought-leader and renowned practitioner in social selling, and Matt Reynolds, one of the UK's leading technology sociologists, this book is essential reading for sales professionals, digital sales directors and SMEs who want to embrace the power of social selling in their organization.
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 wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Includes practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. This book focuses on improving communication skills and emphasizes that selling skills are a valuable asset.
A sales guide to selling over the phone, video conferencing, and electronically for professional closers who had mastered the art of selling in person - but are now being asked to sell remotely.Understand the differences between remote and face-to-face selling and master those selling skills.A close friend and sales strategy superstar, Jim Olson, was sharing with me some of the struggles he's seeing salespeople have. He currently runs an arm of a prestigious pre-hire employee assessment firm. He pointed out that outside sales people are "like turtles on their backs" because they aren't being allowed to sell in person. Before that conversation I had been focused on helping salespeople find prospects to meet with. In a blinding oversight I assumed sales pipelines were smaller because of the lack of economic activity. He helped me see, instead, that much of this has to do with the need for new skill sets to help closers learn to sell with virtual tools. I started working with sales professionals I coach on developing remote-selling skills and -- boom -- their pipelines picked up, closes increased, and commission checks started to look good for the first time since 1Q20.In this book I'll share with you the key skills you need to transition to doing more of the sell remotely. How to get people to meet with you. How to secure follow up meetings. How to relate and position, have presence, and build trust when you can't look them in the eye. How to move remote prospects through the sales funnel. What techniques to use to close business when you can't use the corporate card on the golf course or local mahogany-walled steak restaurant. This is a sales guide for professional closers who are being asked to sell remotely. Learn what changes to make, what skills to develop, what tools to use.
