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Author: Stephan Schiffman
Publisher: Adams Media
Published: 1999-09-01
Total Pages: 164
ISBN-13: 9781580621724
DOWNLOAD EBOOKThe book shows you how to integrate the closing process into a productive, professional sales cycle - and turn prospects into allies, not adversaries.
Author: Wendy Connick
Publisher: Adams Media
Published: 2019-09-17
Total Pages: 256
ISBN-13: 1507211031
DOWNLOAD EBOOKLearn the ins and outs of sales techniques with this comprehensive and accessible guide that is the crash course in how to sell anything. Sometimes, it seems like learning a new skill is impossible. But whether you are interested in pursuing a full-times sales career, want to make extra money with sales as a side hustle, or are just looking to turn your hobby into a business, everyone can benefit from knowing how to sell. With Sales 101 you can start selling now. This clear and comprehensive guide is perfect for those who are just starting out in the sales field. Presented with a casual and an easy-to-understand tone, it gives you the information and training you need to get started. Sales 101 teaches the basic sales philosophies and tactics that have been successful for centuries, along with newer, more up-to-date information about using the internet and social media to find leads and increase your customer base. Whether you need guidance in making a presentation or closing a deal to handling rejection or managing your time, Sales 101 shares the best advice and solutions to prepare you for a career in the sales field.
Author: Zig Ziglar
Publisher: HarperCollins Leadership
Published: 2003-04-01
Total Pages: 109
ISBN-13: 1418530298
DOWNLOAD EBOOKHere in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
Author: Tom Hopkins
Publisher: John Wiley & Sons
Published: 2012-10-26
Total Pages: 94
ISBN-13: 1118491165
DOWNLOAD EBOOKGet the know-how to close a deal and make your quota—in a day! Closing a Sale In A Day For Dummies outlines the anatomy of a sales closing, offers strategies for asking the right questions, and gives you invaluable tips for overcoming tough customers. The anatomy of a close Questioning and listening strategies No frills closing techniques Overcoming tough customers This e-book also links to an online component at dummies.com that extends the topic into step-by-step tutorials and other "beyond the book" content.
Author: Thomas Freese
Publisher: Sourcebooks, Inc.
Published: 2013-11-05
Total Pages: 441
ISBN-13: 1402287534
DOWNLOAD EBOOK"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Author: Neil Rackham
Publisher: Taylor & Francis
Published: 2020-04-28
Total Pages: 253
ISBN-13: 1000111482
DOWNLOAD EBOOKTrue or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: James Muir
Publisher:
Published: 2020
Total Pages:
ISBN-13: 9780578614854
DOWNLOAD EBOOKIf you want to discover how to close sales using the 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. 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 involves just two questions. It's a clear & simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day. In The Perfect Close: The Secret to Closing Sales you will learn:- A simple method to closing that is nearly always successful (95% range) - Is zero pressure & involves just two questions- How traditional closing techniques damage trust & what you can do remain on emotionally higher ground- How to close more sales in a way that makes clients feel more educated, in control and see you as a facilitator & consultant- A proven and repeatable process for advancing sales that can be used in any kind of sale at any given stage- How to add continuous momentum & advance your sales in a way that results in more closed business & faster closed business- A natural way to close that doesn't require that you change your personality or become someone you're not- How to completely eliminate the stress & tension that some people feel when it comes to asking for commitments- How to add value on every sales encounterEverything you need to know to advance every sale to closure The Perfect Close represents the best practice in closing sales today.
Author: Brian Tracy
Publisher: HarperCollins Leadership
Published: 2007-05-20
Total Pages: 224
ISBN-13: 141857791X
DOWNLOAD EBOOKDo you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal. As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid sales leaders in every business. When salespeople follow a proven, step-by-step process, they can get more orders, faster and quicker than before. Through this comprehensive program, Tracy shares more than 50 practical, daily techniques for increasing your confidence in your sales abilities and boosting sales profits. In The Art of Closing the Sale, you will learn: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-success No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing. The Art of Closing the Sale teaches skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a successful future.
Author: Federico Coccolini
Publisher: Springer
Published: 2018-06-06
Total Pages: 281
ISBN-13: 3319480723
DOWNLOAD EBOOKThis book is the first available practical manual on the open abdomen. Practicing physicians, surgeons, anesthesiologists, nurses, and physiotherapists will find in it a ready source of information on all aspects of open abdomen management in a wide variety of settings. The coverage includes, for example, the open abdomen in trauma, intra-abdominal sepsis, and acute pancreatitis, step-by-step descriptions of different techniques with the aid of high-quality color figures, guidance on potential complications and their management, and features of management in different age groups. The book contents illustrate the most recent innovations and drawing upon a thorough and up-to-date literature review. Useful tips and tricks are highlighted, and the book is designed to support in daily decision making. The authors include worldwide opinion leaders in the field, guaranteeing the high scientific value of the content.
Author: Steven J. Luck
Publisher: MIT Press
Published: 2014-05-30
Total Pages: 417
ISBN-13: 0262525852
DOWNLOAD EBOOKAn essential guide to designing, conducting, and analyzing event-related potential (ERP) experiments, completely updated for this edition. The event-related potential (ERP) technique, in which neural responses to specific events are extracted from the EEG, provides a powerful noninvasive tool for exploring the human brain. This volume describes practical methods for ERP research along with the underlying theoretical rationale. It offers researchers and students an essential guide to designing, conducting, and analyzing ERP experiments. This second edition has been completely updated, with additional material, new chapters, and more accessible explanations. Freely available supplementary material, including several online-only chapters, offer expanded or advanced treatment of selected topics. The first half of the book presents essential background information, describing the origins of ERPs, the nature of ERP components, and the design of ERP experiments. The second half of the book offers a detailed treatment of the main steps involved in conducting ERP experiments, covering such topics as recording the EEG, filtering the EEG and ERP waveforms, and quantifying amplitudes and latencies. Throughout, the emphasis is on rigorous experimental design and relatively simple analyses. New material in the second edition includes entire chapters devoted to components, artifacts, measuring amplitudes and latencies, and statistical analysis; updated coverage of recording technologies; concrete examples of experimental design; and many more figures. Online chapters cover such topics as overlap, localization, writing and reviewing ERP papers, and setting up and running an ERP lab.
