10 Steps to Sales Success
10 Steps to Sales Success

Author: Tim Breithaupt

Publisher: Amacom Books

Published: 2003

Total Pages: 290

ISBN-13: 9780814471654

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"Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's Ten-Step Model of Sequential Selling, comprising: * Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up. Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous ""how-to"" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence."

High-Profit Prospecting
High-Profit Prospecting

Author: Mark Hunter, CSP

Publisher: AMACOM

Published: 2016-09-16

Total Pages: 227

ISBN-13: 0814437796

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Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!

The Psychology of Selling
The Psychology of Selling

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Real Estate Marketing and Sales Essentials
Real Estate Marketing and Sales Essentials

Author: Dan Hamilton

Publisher:

Published: 2015-05-25

Total Pages: 352

ISBN-13: 9781629800097

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Written by a real estate expert and training authority, this textbook provides the key steps for success for new and experienced agents who want to thrive, not just survive, in a dynamic industry. Real Estate Marketing and Sales Essentials is packed with insider tips, advice, and hands-on instruction on converting knowledge into sales. The book walks readers through the major daily activities, including prospecting, listing procedures, follow-up, social networking, referrals, technology, negotiation, financing, and more.

A Mind for Sales
A Mind for Sales

Author: Mark Hunter, CSP

Publisher: HarperCollins Leadership

Published: 2020-03-31

Total Pages: 240

ISBN-13: 1400215765

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For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Sales Success (The Brian Tracy Success Library)
Sales Success (The Brian Tracy Success Library)

Author: Brian Tracy

Publisher: AMACOM

Published: 2015-01-07

Total Pages: 151

ISBN-13: 0814449204

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The performance difference between the top salespeople in the world and the rest is smaller than you may think. Learn where you can elevate your game today and reach unprecedented new heights. Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. How are they raking in so much money though, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods to discover that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform better than their peers. In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. In Sales Success, you will learn how to: Set and achieve clear goals Develop a sense of urgency and make every minute count Know your products inside and out Analyze your competition Find and quickly qualify prospects Understand the three keys to persuasion Overcome the six major objections, and much more! Packed with proven strategies and priceless insights, Sales Success will get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.

Sales Success Stories
Sales Success Stories

Author: Scott Ingram

Publisher: Sales Success Media, LLC

Published: 2018-10-16

Total Pages: 197

ISBN-13: 0990605949

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Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career. Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he's ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you're an ambitious and dedicated professional ready to climb the ladder to the top, then you need this roadmap to career victory! In Sales Success Stories, you'll discover: * Real-world anecdotes shared by successful professionals so you can learn from their hard-earned wisdom * How the top sales producers get to the top and the skills required to stay there * Relationship-building methods to help you win and keep customers over and over again * Ways to accelerate your sales career so you can beat your rivals to the top * The secrets of the pros, from prospecting and pitching to negotiating and closing and much, much more! Sales Success Stories is the groundbreaking collection of real-world sales successes you need to take your game to a whole new level. If you like practical techniques, professional wisdom, and street-smart insights, then you'll love Scott Ingram's motivational manual. Buy Sales Success Stories to uncover the secrets of the sales pros today!

22 Keys to Sales Success
22 Keys to Sales Success

Author: James M. Benson

Publisher: Bloomberg Press

Published: 2014-05-14

Total Pages: 220

ISBN-13: 9781417543953

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In the past few years, the financial industry has undergone dynamic structural changes that have deeply affected the sales process. Bruised by market volatility, today's consumer is skeptical and demands more for less. A business needs fresh approaches to sell in today's tough marketplace. Here are the 22 Keys that can help any financial professional make more money, work less, and maximize his potential. Industry leaders James Benson and Paul Karasik combine their personal experience with the shared wisdom of the masters. Each key contains proven, actionable sales guidelines, including: The four primary fears that could destroy a sale--and how to help prospects overcome themThe nine most effective strategic approaches to "target marketing" successFive guidelines for qualifying prospects more effectivelySixty-five ways to snap a sales slumpTen ways to get clients to say yesFour simple steps to generate new business with current clientsFive guidelines for overcoming objectionsSix sample scripts to make closing ratios soar Whether a company has been in business for years or is just beginning, each key will unlock a new door on the path to sales success.

How I Raised Myself From Failure to Success in Selling
How I Raised Myself From Failure to Success in Selling

Author: Frank Bettger

Publisher: Simon and Schuster

Published: 2009-11-24

Total Pages: 220

ISBN-13: 1439188637

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A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale

The Sales Manager's Guide to Greatness
The Sales Manager's Guide to Greatness

Author: Kevin F. Davis

Publisher: Greenleaf Book Group

Published: 2017-03-28

Total Pages: 164

ISBN-13: 1626343896

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2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! ​If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.