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✏The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book Summary : Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
📒Sales Eq ✍ Jeb Blount
✏Sales EQ Book Summary : The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).
✏SUMMARY Spin Selling Situation Problem Implication Need Payoff BY Neil Rackham The MW Summary Guide Book Summary : An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer to in the future? ✅ In any case, The Mindset Warrior Summary Guides can provide you with just that. Lets get Started. Download Your Book Today! NOTE: To Purchase the "Spin Selling"(full book); which this is not, simply type in the name of the book in the search bar of your bookstore.
📒Learning Technologies In The Workplace ✍ Donald H Taylor
✏Learning Technologies in the Workplace Book Summary : Knowledge was once power - difficult to find, slow to transmit and coveted. Now we can access almost the sum total of human information with a swipe of our thumbs. The impact on the knowledge economy has been vast, leaving learning and development (L&D) professionals wondering how to keep pace. Many organizations naturally turn to technology to ensure workplace learning at scale and at speed, but stumble when it comes to successfully deploying and using it. Learning Technologies in the Workplace examines 16 years of learning technology implementations to find the secrets behind the most successful. Examples in the book from the Hershey Company and BP, airlines, tech companies and manufacturers point to four common factors. Successful learning technology teams all have APPA: a clear aim, a people focus, a wide perspective and a pragmatic, can-do attitude. Learning Technologies in the Workplace gives readers practical pointers for each of these four points, helping them implement and use learning technologies well, with particular emphasis on the essential skill of identifying stakeholders and winning their support.
📒Act Like A Sales Pro ✍ Julie Hansen
✏Act Like a Sales Pro Book Summary : Act Like a Sales Pro was a finalist for TOP SALES AND MARKETING BOOK OF 2011 and featured on the cover of Ken Blanchard's Sales and Service Excellence Magazine and her articles have appeared across the globe. "In Act Like A Sales Pro, Julie Hansen challenges the reader to examine themselves honestly first, (strengths and weaknesses) then provides numerous methods on how to proceed with passion. Her writing style offers sage advice and smart nuances for those who will use it. Specifically, her insight on closing sales should not be missed. This is important work." --Mitchell Tilstra, Business Development Manager, Bunger Steel Acting is the ultimate form of persuasion. Now you can learn the methods that great actors use to engage and inspire clients and win more sales than you dreamed possible! Act Like a Sales Pro shows you how acting and improv skills can enhance your own selling style, make you stand out in an increasingly competitive marketplace, and create a memorable buying experience. Easy-to-follow steps, exercises, and real-world coaching sessions help you move confidently from cold-calling to closing by applying techniques that have produced some of Hollywood's most compelling stars. A breakthrough approach to delivering the sales performance of your life!
✏Predictable Prospecting How to Radically Increase Your B2B Sales Pipeline Book Summary : The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
✏Selling Power Book Summary :
📒Hubris ✍ Michael Isikoff
✏Hubris Book Summary : A behind-the-scenes analysis of the controversial decisions and power struggles that went on within the Bush administration as officials planned and defended the invasion of Iraq examines Bush's determination to get rid of Saddam Hussein and the outing of a CIA officer that led to an indictment of a White House official, among other controversial topics. Reprint. 50,000 first printing.
✏BNA s Patent Trademark Copyright Journal Book Summary :
📒Marketing ✍ Gilbert D. Harrell
✏Marketing Book Summary : For introductory 2/3 year undergradute level courses in Principles of Marketing, and for graduate-level courses in basic marketing. This text communicates precisely what todays outstanding marketers do CONNECT...through technology, through relationships, and with diversity globally and ethically. It provides a contemporary, exciting treatment of marketing that integrates the authors years of teaching, research, and consulting experience with a bias for action and application to real world issues and forces. *NEW- Bricks n Clicks features. - Offers students insights into how traditional market leaders are now using e-commerce and the Internet to implement successful marketing strategies. *NEW- Opening vignettes are now included. - Illustrates and reflects for students the latest information on featured leading-edge marketing organizations. *NEW- Company examples are included. - Adds over 400 new examples, reflecting the new e-commerce environment and up-to-date marketing challenges and actions. *NEW- E-commerce content is included. - Updates students with information on e-commerce and the global marketing environment. *NEW- All cases have been updated. - Provides students and instru