The 8 Best Practices of High-Performing Salespeople
The 8 Best Practices of High-Performing Salespeople

Author: Norm Trainor

Publisher: John Wiley & Sons

Published: 2012-04-19

Total Pages: 190

ISBN-13: 1118414268

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What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential. "Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital." —Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica "Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey." —Steve Stacey, Vice President and Director, Nesbitt Burns Inc. "This book is a must-read for any sales professional who wishes to grow their practice in the future." —A.A. (Art) Schooley, General Manager, Manulife Financial "Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information." —S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America

Mega-Selling
Mega-Selling

Author: David Cowper

Publisher: John Wiley and Sons

Published: 2009-01-09

Total Pages: 212

ISBN-13: 0470739266

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"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." -Steve Carlson, Publisher and Editor, Marketing Options "David Cowper is not just one of the world's most successful life insurance salespeople, he is one of the cleverest. He thinks his way into giant cases and so can we, if we follow his strategies." -Tony Gordon, Past Chairman, Top of the Table, Bristol, England "David Cowper's book is, by far, the best I have ever read on the art of selling life insurance. Through fascinating storytelling, David reveals the extraordinary scale of thought and passion devoted to his selling opportunities. His book will inspire every reader to add zeros to their sales numbers." -Leon Lewis, Planning Consultant "David Cowper demonstrates how to achieve sales excellence through creativity, intelligence, and the power of stories. This book is required reading for all sales professionals." -Norm L. Trainor, President, The Covenant Group, and Author of The 8 Best Practices of High-Performing Salespeople When David Cowper began his insurance career, he was alone in a new country with no contacts and only forty dollars in his pocket. Three months after entering the business, he still hadn't sold a single policy. But David stuck with it to routinely make million-dollar sales and become one of the top insurance salespeople in the world. More than a rags-to-riches story, Mega-Selling is a first-hand account of the unique strategies David developed to penetrate new markets and close multi-million-dollar sales. With Mega-Selling, any salesperson can learn from the best and become a top performer.

The Lines in the Sand
The Lines in the Sand

Author: Karen Lee

Publisher: FriesenPress

Published: 2015-02-16

Total Pages: 138

ISBN-13: 1460255976

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Whether you're just beginning your career or are a seasoned workshop facilitator, THE LINES IN THE SAND contains valuable tips that will enhance your practice. Through a highly readable and entertaining parable, master facilitator Karen Lee shares insider knowledge gleaned from years of experience leading top-notch workshops. Industry leaders contribute helpful hints and real world stories. From perfecting the workshop environment to ensuring that essential knowledge is successfully transferred to participants, THE LINES IN THE SAND thoroughly addresses every aspect of facilitation you can think of, and more, preparing you to excel presenting your next workshop....

Sales Management. Simplified.
Sales Management. Simplified.

Author: Mike Weinberg

Publisher: AMACOM

Published: 2015-10-21

Total Pages: 243

ISBN-13: 0814436447

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Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

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 Enablement
Sales Enablement

Author: Byron Matthews

Publisher: John Wiley & Sons

Published: 2018-05-01

Total Pages: 263

ISBN-13: 1119440270

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Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.

Critical Selling
Critical Selling

Author: Nick Kane

Publisher: John Wiley & Sons

Published: 2015-10-19

Total Pages: 230

ISBN-13: 1119052556

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Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

Eliminate Your Competition
Eliminate Your Competition

Author: Sean O'Shaughnessey

Publisher:

Published: 2018-05-14

Total Pages: 298

ISBN-13: 9780692111925

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Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.