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Author: Lee Milteer
Publisher: Hampton Roads Publishing Company
Published: 1995-10
Total Pages: 268
ISBN-13: 9781571740311
DOWNLOAD EBOOKDescribes how the mind can create an outer life that reflects one's inner values, and how exploration of the inner-self can resolve conflicts that counteract positive thinking.
Author: Norm Crouse
Publisher: iUniverse
Published: 2005-02
Total Pages: 139
ISBN-13: 0595339484
DOWNLOAD EBOOKMotivation Is An Inside Job presents no-nonsense, proven techniques to help managers motivate today's workforce. Managers in every field will appreciate this practical advice for facing tough day-to-day motivational challenges. Moving from theory to application, author Norm Crouse shares the tools he has learned over more than twenty years as a consultant, trainer, and business coach. In straightforward, down-to-earth language, Crouse helps managers diagnose and solve workplace performance problems. Motivation Is An Inside Job presents proven approaches for responding to employee motivation problems including: Quickly separating "can do" from "will do" problems Accurately diagnosing employee motivation Effectively managing the two factors that most influence motivation Capitalizing on an employee's strengths to increase commitment Actively restructuring the way employees think about work Triggering an effective employee vision of the future Probing deeply to uncover hidden motives Providing timely and formative feedback to stimulate motivation Motivation Is An Inside Job is an exceptional tool for managers who want to motivate their employees to complete the jobs for which they were hired.
Author: Johnny Mack
Publisher:
Published: 2015-11-21
Total Pages: 50
ISBN-13: 9781519459282
DOWNLOAD EBOOKAutomobile Sales is a ferocious animal. Most Sales managers focus on the mechanics of the process. things like Closing and prospecting and the all inclusive "Road to the Sale. This Book looks at another more powerful dynamic, that of the Inner Game of Auto Sales. Just as in everything there is an Inner Game and as Outer Game. The outer game encompasses all the exterior mechanics. It of course must be mastered. Most sales professionals put Way too much credence on this aspect and miss the most important...The Inner Game. You see when a sales person is able to fine tune and develop the Inner game of Auto sales then the outer aspect comes into view a lot easier and becomes synergistic in it's accomplishment. Master Your
Author: Josiane Feigon
Publisher: AMACOM
Published: 2013-07-15
Total Pages: 293
ISBN-13: 0814432840
DOWNLOAD EBOOKJosiane Feigon, author and pioneer of the inside sales community, recognizes that the pressure to produce can be crushing, but the guidance provided thus far has been minimal. With the explosion of social media, as well as the increasing dependence on digital communications, the need for businesses to shift their focus from field sales to inside sales is growing exponentially today. Businesses now rely on inside sales to generate up to 50 percent of their revenue! The burgeoning demand for inside sales leaders means that the industry’s top reps are being promoted and transitioned even if they are unprepared for management in the Sales 2.0 that is taking over the field. In Smart Sales Manager, she shows you how they can lead their inside sales squads to success--from hiring and motivating to training, coaching, and more, including: Customer 2.0: Selling to the new elusive buyer Tools 2.0: Choosing the best sales productivity and intelligence tools for their team Talent 2.0: Hiring, training, and retaining inside sales superheroes Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout The ability to successfully train your sales teams in social selling, digital communications, and disruptive content creation is vital in today’s sales environment. Complete with real-life examples and smart sales strategies, Smart Sales Manager will bring managers up to speed fast.
Author: John P Davis
Publisher:
Published: 2020-12-14
Total Pages: 282
ISBN-13: 9781736099605
DOWNLOAD EBOOKHow To Get A Sales Job is a must-read for anyone in search of a new sales job. It's an affordable tool filled with best practices, real-life examples, and anecdotes that'll prepare you for any situation you encounter along the way. Whether you're a beginner or a seasoned sales rep, having a repeatable process in place will give you an edge over other candidates and increase your likelihood of finding the right sales job. You'll learn how to Turn your Resume into a High-Powered Sales Tool, Establish a Professional Sales Brand, Build a List of Target Companies, Utilize the Best Contact Methods and Master the Interview Process. It's all broken down in a refreshing way with industry tips and common mistakes to avoid. After reading, you'll be able to apply it in real life. Visit www.howtogetasalesjob.com for more info or pick up a copy today.
Author: Ron Willingham
Publisher: Currency
Published: 2003-06-17
Total Pages: 239
ISBN-13: 0385509561
DOWNLOAD EBOOK“I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Author: Mike Brooks
Publisher: John Wiley & Sons
Published: 2017-06-26
Total Pages: 310
ISBN-13: 1119418070
DOWNLOAD EBOOKStart 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 to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.
Author: Richard McMunn
Publisher: How2Become Ltd
Published: 2013-05
Total Pages: 161
ISBN-13: 1907558748
DOWNLOAD EBOOKAuthor: Simon T. Bailey
Publisher: Sound Wisdom
Published: 2017-09-26
Total Pages: 97
ISBN-13: 1640950117
DOWNLOAD EBOOKFrom the bestselling author Simon T. Bailey comes… Two classic books combined into one. Success Is An Inside Job will… Articulate how to increase your self-worth Identify how to shift from success to significance Evaluate how to buy your future Develop your signature presence Brilliant Service Is The Bottom Line will… Create High-Touch moments in the midst of a High-Tech world Convey why customer ownership is more important than customer service Differentiate your customer experience by creating memorable moments Assess why Service Leaders are important to the operation
Author: Russell Hornfisher
Publisher:
Published: 2021
Total Pages: 168
ISBN-13: 9780999861813
DOWNLOAD EBOOKWho is selling in your company? The answer should be "Everyone!" Everyone in every organization is selling something to someone. Every organization has internal and external customers. Internal customers are those who work within the organization. They might be referred to as co-workers or associates or peers, but if the organization's members are not working together (selling to each other) success becomes more difficult. They may have to sell one another on creating a rush order, or a change in product design, or in manufacturing processes. Internal selling skills should be the norm during conference calls, planning sessions or committee meetings. Selling is the process of building a cooperative effort for the good of the organization, rather than a single individual using bullying tactics to get his or her way. In contrast, external customers include everyone outside of the organization. Every person who calls into your company is an active or prospective customer. The same is true of every person who meets someone within your company at any time during their employment. Every employee is a Salesperson to everyone they meet, which could be current customers, future customers, manufacturers, distributors, or referral sources. Selling is the responsibility of everyone in your organization. These are my definitions of both customer and Salesperson:A CUSTOMER IS ANYONE WHO CONTRIBUTES TO THE SUCCESS OF YOUR ORGANIZATION.A SALESPERSON IS ANYONE WHO CAN INFLUENCE AN EXISTING OR POTENTIAL CUSTOMER'S BUYING HABIT(S)Unfortunately too many organizations believe the responsibility for sales is focused only on the sales department or just those people with the title Salespeople within that organization. When this narrow perspective exists, many opportunities for growth are missed. Organizations with the attitude "that is the sales department's responsibility" do not recognize the even greater potential which can only be realized when sales become everyone in the organization's responsibility. The optimum situation occurs when customers begin selling other customers on an organization's products or services.
