Most people love to buy but they hate being sold to. Salespeople who can "read" their customer's style and adapt to sell the way their customer wants to buy are proven to be more successful in today's tough markets. Based on The Versatile Salesperson program, the skills in this book are used worldwide by Fortune 500 companies. Wilson Learning is a global leader in human performance improvement solutions for Fortune 500 and emerging companies worldwide, headquartered in Minneapolis, MN and Tokyo.
“A must read for every aspiring entrepreneur. A clear guide to effective and realistic selling for those with a “big idea” who wish to achieve success for their products and to avoid costly and ineffective pitfalls in their quest. The framework balances entrepreneurs’ creativity with a foundation of solid business principles.” --Jim McCann, Founder, 1-800-FLOWERS
The Counselor approach to sales gives both buyer and seller a win. Relating, Discovering, Advocating and Supporting stages lead the way to measurable, sustainable success.
You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you will receive via email the code and instructions on how to access this product. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.
In this all-time classic, updated by Tom Ziglar to address unique selling challenges in the 21st century, you’ll get coached by the master—Zig Ziglar—in what he calls “the proud profession!” Zig Ziglar has been called the man who helped turn selling into a profession to be proud of. In this exciting book taken from a seminar given by him, Zig tells you: How you can relate best to your customer The importance of maintaining a positive attitude The importance of servicing your accounts 25 successful sales habits you must develop Why if you’re good at selling, it’s the most secure job you’ll ever find Effective use of the phone and other technology in sales How to turn objections into sales The secrets of great sales presentations And much more! Nobody can make a career in selling sound better than Zig Ziglar can. That’s because he sincerely believes in his product. When he tells you it’s the best career known to man, he really believes it. Once you’ve read this inspiring book from Zig Ziglar, you will too!
An introduction to greentailing and the five other biggest trends in the retail business In their newest book on retailing, authors Stern and Ander examine the revolutions occurring in the retail marketplace, with particular emphasis on the influential green trend in retailing, or Greentailing. Greentailing is capitalizing on the huge and growing demand for organic, sustainable and wellness-related products. As it evolves, greentailing will force both suppliers and retailers alike in every category to take notice. Leading edge greentailers like Whole Foods and Wal*Mart continue to grow and innovate at rates much faster than traditional competitors, and are forcing competitive responses. The authors explain how any retail store or manufacturer can implement these ideas and raise profits, using case studies from successful greentailers. In addition to greentailing, the book examines five other top retail trends: Demographic Shifts Provide Retail Opportunities Moving Up the Ladder—Growth of Experiential Retailing—How to Drive Sales and Profits Beyond Price Getting Outside the Box—New Ways to Reach the Consumer—The Growth of Non-Store Retailing Selling Services, Not Just products Brands Going Retail—The Battle for Control of the Customer Very much a follow up to their first book, Winning at Retail: Developing a Sustained Model for Retail Success, Greentailing and Other Revolutions in Retail addresses all the latest trends in the retail industry and presents unbeatable advice on quickly responding to changes in customer demographics and competition. Retail is all about the customer, and as customers and their tastes change, this one-of-a-kind resource shows retailers and manufacturers how to keep up and innovate.
Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.
More than ever, our economy relies on the service industries – but selling services is far different from selling tangible products. This book demystifies the selling of intangibles and teaches the required skills to grow any professional service business. Leveraging his 30 years’ experience, leading sales expert Clifton Warren offers 26 lessons to help readers navigate the selling of complex and intangible solutions. Each chapter covers an important concept from A (Accountability) to Z (Zigzagging) in a concise and readable format, including a "to-do" action list that makes the book both a workbook and a study guide. By successfully applying the steps discussed in each chapter, professionals will substantially improve their performance and results, and anyone looking to drill down into specific topics will find additional resources to explore. B2B sales professionals in banking, insurance, finance, and other services, and small business owners such as lawyers, architects, and engineers, as well as professionals transitioning into sales roles, will appreciate the thorough and easy-to-follow guidance that this book provides.
Here 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.
