TRADITIONAL SELLING DOESN'T WORK ANY MORE! Did you know that more than 70 percentof the buying decision takes place BEFORE you even know a prospect exists? That's why the traditional sales process doesn't work. In this book, you'll learn: - Why traditional selling doesn't work any more... - The new way consumers (both B2B and B2C) are buying... - Why NO ONE CARES about your product... - How to build credibility and trust in this new world of buying & selling... - And much, much more!"
NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.
"There's only one Larry Wilson . . . number one when it comes to the art of selling." --Warren Bennis, University Professor and Distinguished Professor of Business Administration University of Southern California "Stop Selling, Start Partnering will help you take a fresh look at your selling activities whether you are in the boardroom, face to face with customers, or anywhere in between."--Harvey Mackay, Author of Swim with the Sharks "Regardless of your position within the company, your task in the second half of these unforgiving '90s will be to help your company learn how to get, how to treat, and how to keep customers. Read Larry's new book and you will be much better prepared to accomplish this mission."--Lou Pritchett, Former VP of Sales and Customer Development, Procter & Gamble Stop Selling, Start Partnering outlines a fresh approach to finding and keeping customers through powerful, long-lasting partnerships. Drawing on his extensive experience with companies such as Kodak, US West, Saturn, and Baxter Healthcare, Larry Wilson shows managers, executives, and salespeople how to design and nurture "customer-keeping" organizations. Filled with smart advice and practical customer partnering guidelines, Stop Selling, Start Partnering redefines the new success factors for every organization that faces the daily challenge of finding and keeping customers.
If you are like most business owners and leaders today, you feel stuck working constantly “in” your business, for little return. Profit guru Steve Van Remortel has the solution. The Stop Selling Vanilla Ice Cream process offers an easy-to-follow strategic planning and talent development methodology that leads to real differentiation and a high-performance team ready to deliver it. You will discover the answer to the most important strategic question: Why will a customer choose you over a competitor? Steve’s unique planning methodologies address the business fundamentals of strategy and talent concurrently, because optimizing both leads to individual, team, and organizational performance breakthroughs. Using the unique code found in the book, you will have access to a detailed online assessment that clearly identifies your behavioral style, workplace motivators, and soft skills. Applying the assessment within your teams creates a foundation for a talent management system to help you develop and retain the people you need to implement your strategy. Utilizing the tools and templates on the website, you can implement the process into your organization by following the inspiring true story of Connecting Cultures. Over ninety percent of Steve’s hundreds of clients experience an increase in sales and profits in the first year after completing the process. Those same results and the process to create them are now available to you. It’s time to stop selling vanilla ice cream.
What if you could stop selling altogether and grow your profits? With The Serving Mindset, you’ll learn how to serve, elevate your business success, and feel great about it! Targeted to business owners and entrepreneurs who are very good at what they do but feel guilt and shame around selling and sales and therefore limit their own success and overall possibilities, The Serving Mindset: Stop Selling and Grow Your Business positions selling as serving and takes readers through the process of why and how to acquire this “serving mindset” and put it into practice. For readers who hate sales, The Serving Mindset will help you diagnose the source of the issue, understand how your mindset affects your sales directly, and discover a fresh approach to selling as serving—an essential lesson for enabling any business to explore maximum levels of prosperity. Using case studies as well as the experience of the author and that of her professional-coaching clients, The Serving Mindset is sure to change how readers view selling, serving, and growing. The powerful insights and applications in this book are game-changers for every business owner and entrepreneur who wants to attract and secure ideal customers and premium clients while maintaining integrity to his or her own core values.
In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.
Contrary to popular marketing and networking wisdom, regurgitating a memorized “elevator speech” all over a poor unsuspecting soul who happens to ask the dreaded “what do you do?” question, does not work to establish a true connection with another human being. Kill the Elevator Speech is about why those standard, memorized verbal vomits are so horribly wrong and what to do and say instead that will actually bring people together, help others understand who you are, and create the beginnings of a referral and professional relationship to go beyond the initial handshake and obligatory card swap. The reader will learn how to walk into any room, confidently knowing how to handle, answer and completely address the question “what do you do?” with ease and grace, while also making the person they are speaking to feel comfortable and connected.
Your guide to doubling online leads, customers, and revenue. The basic value proposition of any business is to help people get what they want. A website is no different. Nobody watches TV for the commercials, or visits your website to check out your latest marketing campaigns. If they're on your site, your marketing worked. Now it's time to help them get what they came for. The partners at The Good (http: //thegood.com), an ecommerce and lead generation advisory, have condensed their learnings from over a decade in the ecommerce space. Their battle tested process for growing online revenues for brands large and small is shared in this comprehensive and actionable path to doubling online leads, customers and revenue. This book offers a step by step guide to making websites that convert. "In the age of empowered customers the best possible business case is to put the needs of your customers first. This book is a practical, no-nonsense approach to doing just that. It may not always tell you what you want to hear, but it certainly tells you what you need to hear." -Gerry McGovern, Author, CEO of Customer Carewords "When you invite guests to your house, you want them to enjoy themselves and leave happy. You should have the same mindset with your website. In this book, The Good shows you how to create a customer experience that converts." -Stephen Lease, Founder, Simplify & Go
2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.
If I had to choose a word that describes this book, it would be CHANGE. About 80% of deals are lost over the phone. Of those prospects who do walk through our doors, we are losing 70-75% of them. The industry needs a transformation, and we need it now. People buy on emotions, yet the majority of us sell to the logic. The solution is to stop worrying about the ¿money¿ side of the sell and focus on the prospect. If you genuinely care about helping the prospect, the ¿sell¿ will take care of itself.As a sequel to ¿Selling at Combat Speed,¿ Mike takes the same concepts and applies them specifically to the senior living industry. In ¿Stop Selling and Start Caring,¿ you will be introduced to new concepts and skills that will require you to change your current habits and ways of thinking. The stories and statistics are real. The results are real. The challenging yet rewarding journey is real. The transformation of the industry starts with a personal commitment to change. It will not be easy. You will fail along the way. Few will reach their full potential. Those who learn how to fail and accept failure as a natural stepping stone to success will be victorious. The choice is yours and yours alone. Today is the day. Right now is the time. Be bold. Be different. Choose to stop selling and start caring.
