Selling Commercial Solar to the Seven Emotional Buying Styles
Selling Commercial Solar to the Seven Emotional Buying Styles

Author: Gregory Ferrett

Publisher: Thorpe-Bowker

Published: 2020-01-27

Total Pages: 146

ISBN-13: 9780987372925

DOWNLOAD EBOOK

This book is written specifically for the commercial solar business owner and salesperson. It builds on the universal Emotional Intelligence tools introduced in the book "Selling to the 7 Emotional Buying Styles".In my ten or so years experience selling commercial solar, business consulting and providing finance to the solar industry I have found solar businesses tend to be dominated by one emotional style. In the commercial world, this style finds it difficult to understand and deal with the other six styles they commonly meet in the commercial world.After reading this book you will be able to pick your clients' primary emotional style within 90 seconds, use practical tools to engage emotionally, start and influence conversations and decisions. This book provides simple everyday tools to use emotion to close that important sale. Every buyer makes a decision based on their emotional makeup, and every buyer will have a mixture of the seven emotional styles. Understanding and using them is your key to future sales.Mastering the techniques in this book you will;Engage more quickly with sales leadsShorten your sales cycleReduce discounts givenClose sales earlierKnow how your client will make a decision, andunderstand the psychological triggers that motivate your client to make a buying decision.In Selling Commercial Solar to the Seven Emotional Buying Styles you will discover how and why emotion is such an important part in decision making. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else. This book covers the latest science in the understanding of the brain and the implications this science has for today's salespeople. It is built on the foundations of the ground-breaking work of Aaron Rosanoff in his work on personality needs and the Humm-Wadsworth Temperament Scale initially documented in 1935.Based on this understanding we reveal a much simpler way to close a sale. You will learn how to drive emotion in a way your buyer will not be aware of.Most importantly it provides you with real tools to close that important commercial solar sale

The Challenger Sale
The Challenger Sale

Author: Matthew Dixon

Publisher: Penguin

Published: 2011-11-10

Total Pages: 242

ISBN-13: 1101545895

DOWNLOAD EBOOK

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Selling to the Seven Emotional Buying Styles
Selling to the Seven Emotional Buying Styles

Author: Greg Ferrett

Publisher: Exceptional Sales Performance

Published: 2012

Total Pages: 106

ISBN-13: 9780987372901

DOWNLOAD EBOOK

Selling to the Seven Emotional Buying Styles Sales people have learned hundreds of tricks to help people make a decision and close the sale, most of which today's buyers have learned and are now immune to. The big problem sales people face is " "How do you sell when buying is now such a logical process?"" Recent breakthrough scientific studies have revealed logic plays only a small role in the decision making process and in most cases logic is used simply to justify an emotional decision. In "Selling to the Seven Emotional Buying Styles" you will discover how and why emotion is such an important part in decision making and we reveal a much simpler way to close a sale. You will learn how to drive emotion in a way buyers will not be aware of. Emotion, as it is a chemical reaction in the brain, once triggered can not be turned off. Buyers will sometimes wonder why they made a decision when they know the logical choice was something else. This is a very practical book designed to give you everyday tools to take advantage of this breakthrough in understanding of how people make decisions. You will meet and identify the seven emotional styles. The Hustler The Artist The Normal The Engineer The Politician The Double Checker The Mover Every person from the CEO to receptionist makes decisions based on emotion. You will be given a simple tool to identify each style using outward signs such as clothing, language, stance and office decor. You will learn techniques to drive emotion through the use of green and red emotional buttons. This book provides a summary of the scientific evidence showing why the old idea of a person being a logical being, when faced with a decision, is wrong. Whether you or your client is aware of it, emotion drives every decision. Emotional Intelligence is today's buzz word driving the way people learn. In the same way emotion is also the way every buyer you meet will make a decision, and each buyer will make a decision based on their emotional makeup. Every person you meet and want to influence will have a mixture of the seven emotional styles and understanding them is your key to future sales. If you are looking to influence a decision or close a sale this book gives you the strategies to work with each emotional style. If you want to establish rapport this book helps you by giving you ideas for conversation starters, what to talk about and questions to ask of each emotional style so you will know what is really going on in their mind and, importantly, the chemistry in their brain driving emotion. "Most importantly it provides you with real tools so you can use emotion to close that important sale" This book takes real life sales examples from my 30 years experience in sales and sales management to demonstrate the power emotion brings in closing the sale. I have provided examples of loosing campaigns where we have turned them around into winning sales in seconds just by recognising and addressing emotional needs. You will instantly recognise the emotional styles in your colleagues and your clients and understand why they behave in certain ways. This book includes worksheets, a test for you're your own emotional style and ideas to use in your sales meetings. This is one book you will refer to time and again to help you plan sales calls and closing sales Make every sales call pay by selling to emotional needs

The Art of Selling Your Business
The Art of Selling Your Business

Author: John Warrillow

Publisher: Greenleaf Book Group

Published: 2021-01-12

Total Pages: 246

ISBN-13: 1733478167

DOWNLOAD EBOOK

Freedom. It's the ability to do whatever you want, whenever you want. It's the ultimate reward of selling your business. But selling a company can be confusing, and one wrong step can easily cost you dearly. The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top is the last in a trilogy of books by author John Warrillow on building value. The first, Built to Sell, encouraged small business owners to begin thinking about their business as more than just a job. The Automatic Customer tagged recurring revenue as the core element in a valuable company and provided a blueprint for transforming almost any business into one with an ongoing annuity stream. Warrillow completes the set with The Art of Selling Your Business. This essential guide to monetizing a business is based on interviews the author conducted on his podcast, Built to Sell Radio, with hundreds of successfully cashed-out founders. What's the secret for harvesting the value you've created when it's time to sell? The Art of Selling Your Business answers important questions facing any founder, including— • What's your business worth? • When's the best time to sell? • How do you create a bidding war? • How can you position your company to maximize its attractiveness? • Who will pay the most for your business? • What’s the secret for punching above your weight in a negotiation to sell your company? The Art of Selling Your Business provides a sleeves-rolled-up action plan for selling your business at a premium by an author with consummate credibility.

Digital and Social Media Marketing
Digital and Social Media Marketing

Author: Nripendra P. Rana

Publisher: Springer Nature

Published: 2019-11-11

Total Pages: 337

ISBN-13: 3030243745

DOWNLOAD EBOOK

This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.

Attracting Perfect Customers
Attracting Perfect Customers

Author: Stacey Hall

Publisher: Berrett-Koehler Publishers

Published: 2001-10-15

Total Pages: 234

ISBN-13: 1609940377

DOWNLOAD EBOOK

“A step-by-step approach to increasing your happiness, as well as your profitability and success in business . . . A very provocative concept.” —Gerry Myers, author of Targeting the New Professional Woman Most businesses spend far too much of their time and energy struggling to get new customers or hang on to existing ones—even customers who are ultimately more trouble than they’re worth. Attracting Perfect Customers invites readers to move beyond the notions that “business is war” and winning market share means “beating” the other guy. The authors outline a simple strategic process for making businesses so highly attractive that perfect customers and clients are naturally drawn right to them. Sound too good to be true? Hall and Brogniez have successfully shown clients how to do it for years, and now they share their secrets. They prove that war-like marketing techniques seem antiquated and labor-intensive when compared to the Strategic Attraction Planning process, which requires just five minutes each day and enables any business to easily attract customers that are a perfect fit for their organization—the kind of customers it is a pleasure to serve. The authors reveal the six success standards of strategic synchronicity and share simple, fun, and easy-to-follow exercises that can be applied to any organization. They walk you through the process of creating your own personalized Strategic Attraction Plan and provide 21 supportive tips for making any company more attractive to its perfect customers. Attracting Perfect Customers will take you to a place where there is an abundance of perfect customers and clients with whom you can build strong, satisfying, profitable, and lasting relationships.

Popular Mechanics
Popular Mechanics

Author:

Publisher:

Published: 2000-01

Total Pages: 140

ISBN-13:

DOWNLOAD EBOOK

Popular Mechanics inspires, instructs and influences readers to help them master the modern world. Whether it’s practical DIY home-improvement tips, gadgets and digital technology, information on the newest cars or the latest breakthroughs in science -- PM is the ultimate guide to our high-tech lifestyle.

Family Life: A Novel
Family Life: A Novel

Author: Akhil Sharma

Publisher: W. W. Norton & Company

Published: 2014-04-07

Total Pages: 188

ISBN-13: 0393242315

DOWNLOAD EBOOK

One of The Atlantic's Great American Novels Winner of the 2016 International Dublin Literary Award "Gorgeously tender at its core…beautiful, heartstopping…Family Life really blazes." —Sonali Deraniyagala, New York Times Book Review Hailed as a "supreme storyteller" (Philadelphia Inquirer) for his "cunning, dismaying and beautifully conceived" fiction (New York Times), Akhil Sharma is possessed of a narrative voice "as hypnotic as those found in the pages of Dostoyevsky" (The Nation). In his highly anticipated second novel, Family Life, he delivers a story of astonishing intensity and emotional precision. We meet the Mishra family in Delhi in 1978, where eight-year-old Ajay and his older brother Birju play cricket in the streets, waiting for the day when their plane tickets will arrive and they and their mother can fly across the world and join their father in America. America to the Mishras is, indeed, everything they could have imagined and more: when automatic glass doors open before them, they feel that surely they must have been mistaken for somebody important. Pressing an elevator button and the elevator closing its doors and rising, they have a feeling of power at the fact that the elevator is obeying them. Life is extraordinary until tragedy strikes, leaving one brother severely brain-damaged and the other lost and virtually orphaned in a strange land. Ajay, the family’s younger son, prays to a God he envisions as Superman, longing to find his place amid the ruins of his family’s new life. Heart-wrenching and darkly funny, Family Life is a universal story of a boy torn between duty and his own survival.

Seven Times Smarter
Seven Times Smarter

Author: Laurel Schmidt

Publisher: Harmony

Published: 2007-12-18

Total Pages: 290

ISBN-13: 0307421589

DOWNLOAD EBOOK

What Is Smart? There's evidence of so much more than "reading, writing, and 'rithmetic" in every child -- at least seven distinct intelligences, according to the theory of multiple intelligences, developed by Harvard's Dr. Howard Gardner. In Seven Times Smarter, veteran educator Laurel Schmidt offers a parent-friendly explanation of this theory and of the ways that kids are -- simply put -- word smart, picture smart, music smart, body smart, logic smart, people smart, and self-smart. These intelligences aren't fixed at birth. They can be nurtured and strengthened, meaning that in the right environment, kids get smarter. Seven Times Smarter, an invaluable resource for parents, teachers, and caregivers, provides the perfect way to create this environment. Unlike other craft or activity books that just fill time and keep kids busy, Seven Times Smarter prompts kids aged six to fourteen to work their brains and cultivate new skills using recycled or low-cost materials found in every home -- and enjoy it! It offers an exploration of what it means to be smart, checklists to recognize the seven intelligences in your child, book lists to develop and celebrate all the ways your child is smart, and fifty creative, constructive activities that are good for kids playing alone or in a group, supervised or independently, including: * Memory Tours -- If a memory book is too straightforward for your artistic child, try an un-book, a memory box, or a calendar. * Hanging Gardens -- Indoors or out, even the smallest garden plot can yield a bumper crop of mathematical, linguistic, scientific, and kinesthetic skills. * The Boredom Brigade -- Boredom is a springboard for imagination; imaginary structures, identities, occupations, and friends are just some of the ways kids develop their inter- and intra-personal intelligences. * Junk Yard Genius -- There's an education in junk; in fact, it's easy to turn your broken radio, alarm clock, fan, blow-dryer, or scale into a project that could fascinate kids for days.

Bulletin of the Atomic Scientists
Bulletin of the Atomic Scientists

Author:

Publisher:

Published: 1970-06

Total Pages: 116

ISBN-13:

DOWNLOAD EBOOK

The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.