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.
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
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.
Since Descartes famously proclaimed, "I think, therefore I am," science has often overlooked emotions as the source of a person’s true being. Even modern neuroscience has tended, until recently, to concentrate on the cognitive aspects of brain function, disregarding emotions. This attitude began to change with the publication of Descartes’ Error in 1995. Antonio Damasio—"one of the world’s leading neurologists" (The New York Times)—challenged traditional ideas about the connection between emotions and rationality. In this wondrously engaging book, Damasio takes the reader on a journey of scientific discovery through a series of case studies, demonstrating what many of us have long suspected: emotions are not a luxury, they are essential to rational thinking and to normal social behavior.
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 motivations customers act on are seldom logical, predictable, or even conscious. Instead, their strongest responses stem from one source: emotion. It's a deceptively simple reality. But it permanently changes the way organizations must go about understanding their customers. Why Customers Really Buy introduces emotional-trigger research, a revolutionary new approach that uncovers the core, unfiltered, and spontaneous triggers that drive customer sales. Traditional market research is outmoded and counterproductive because old methods measure rather than inform. They generate predictable answers that confirm preconceived assumptions. Emotional-trigger research is a powerfully different method that gets to the heart of what companies need to know. Based on an indirect approach that features provocative questions, insightful listening, and in-depth conversations, the results are more spontaneous and enlightening. This book equips sales and marketing professionals with: The keys to solving the mystery of how customer decisions are really made Twelve real-world case studies illustrating how emotional-trigger research solved many of the most pressing sales/marketing challenges companies confront Twelve universal sales/marketing lessons revealed through emotional-trigger research and how to apply those lessons to diverse industries Why Customers Really Buy reveals how customers emotionally connect with a product or service, and goes to the very root of how to craft winning solutions to reach them.
Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Secret to sales success starts with higher emotional intelligence (E.Q.). Improve your E.Q. and watch your sales soar! Emotional Intelligence (E.Q.) is the ability to relate to people and maintain positive relationships, and is now widely regarded as more critical to workplace success than I.Q. Selling With Emotional Intelligence will help sales professionals improve their E.Q. for better performance.
Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.
