The Art of the Sale

By

Published: 2012-04-12

ISBN: 9781594203329

Format: B-Hardcover

Publisher: Penguin Press HC, The

Synopsis

A revelatory examination of the alchemy of successful selling and its essential role in just about every aspect of human experience.When Philip Delves Broughton went to Harvard Business School, an experience he wrote about in his New York Times bestseller Ahead of the Curve, he was baffled to find that sales was not on the curriculum.  Why not, he wondered?  Sales plays a part in everything we do—not just in clinching a deal but in convincing people of an argument, getting a job, attracting a mate, or getting a child to eat his broccoli.  Well, he thought; he’d just have

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Price: $27.95


SNAP Selling

By

Published: 2012-01-31

ISBN: 9781591844709

Format: Trade Paper

Publisher: Portfolio Trade

Synopsis

"In this crazy-busy world of ours, Jill Konrath’s strategies are just what sellers need to be successful."-Michael Port, bestselling author of Book Yourself Solid Internationally recognized sales strategist Jill Konrath shows how to overcome customer hesitation to get more appointments, speed up decisions, and win sales. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP rules: Keep It Simple: Make things easy and clear for your customers. Be iNvaluable: Stand out by being the person your customers can’t

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Price: $16.00


How to Say It: Business to Business Selling

By

Published: 2011-12-06

ISBN: 9780735204584

Format: Trade Paper

Publisher: Prentice Hall Press

Synopsis

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps.How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals.

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Price: $18.00


The Challenger Sale

By

Published: 2011-11-10

ISBN: 9781591844358

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

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

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Price: $27.95


The Mackay MBA of Selling in the Real World

By

Published: 2011-11-01

ISBN: 9781591843870

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

In this New York Times, Wall Street Journal, and USA Today bestseller, business guru Harvey Mackay shares his timeless sales advice. The legendary Harvey Mackay is back with the sum total of decades of sales know-how-teaching go-getters how to make the sale and hit the numbers, day in and day out.In his irrepressible and irreverent style, Mackay shares decades of solid-gold selling wisdom, with inspirational lessons such as: Big shots are just little shots who kept shooting Helping someone up won’t pull you down-and could very easily pull them to your side Be like the turtle: If

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Price: $26.95


Sell Yourself First

By

Published: 2010-12-30

ISBN: 9781591843658

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it’s more likely that in closely contested sales, the decision will

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Price: $25.95


The Sales Gurus

By

Published: 2010-08-05

ISBN: 9781591843382

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

Insightful and easy-to-read summaries of eighteen books from some of the best minds in sales. There are dozens of sales books published each year, each with a different message. How can readers get new information and keep up with trends without reading each and every one of them? Soundview Executive Book Summaries has developed a reputation for being the premier business book selection service in the country. Each month they summarize the best recently published business books so that readers can stay current on the latest books out there and quickly glean strategies and ideas that will give them

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Price: $27.95


SNAP Selling

By

Published: 2010-05-27

ISBN: 9781591843306

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they’re wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday’s sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with

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Price: $25.95


Go-Givers Sell More

By

Published: 2010-02-18

ISBN: 9781591843085

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business. Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. Most of us think of sales as convincing potential customers

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Price: $21.95


Let's Get Real or Let's Not Play

By

Published: 2008-10-30

ISBN: 9781591842262

Format: B-Hardcover

Publisher: Portfolio Hardcover

Synopsis

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren?t, both lose. It?s no longer sufficient to get clients to buy?a salesperson must also help

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Price: $27.95


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