**Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot.
The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business SuccessBlending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales.
Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: – Engage buyers’ emotions to increase their receptiveness to you and your ideas – Ask questions that line up with how the brain discloses information – Lock in the incremental commitments that lead to a sale – Create positive influence and reduce the sway of competitors – Discover the underlying causes of objections and neutralize them – Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today’s cutthroat selling environment, advance their business goals, or boost their ability to influence others.
Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients.
Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives.
Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.
He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type.
Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients.
Ninja Selling is both a sales platform and a path to personal mastery and life purpose.
2018 Axiom Business Book Award Winner, Gold Medal Amazon Best Seller in Sales & Selling and Consumer Behavior Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling.
Specification: Box chain length is 18″ +1.9″ extension (45+5cm); Pendant width: 0.9inch (2.3cm); Pendant length: 0.78inch (2cm). Sister pendant and chain is platinum-plated with bling-bling CZ crystal.
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services.
By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts.
Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation’s massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won’t work for large sales and why conventional selling methods are doomed to fail in major sales.
Packed with real-world examples, illuminating graphics, and informative case studies – and backed by hard research data – SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
It’s not your job to overcome objections, it’s your buyer’s.
Price isn’t the main reason salespeople lose the sale.
Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).
In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.
No! Your buyer doesn’t care about you or your product or service.
Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople.
Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
Success at sales requires more than a set of tactics.
Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world.
Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more.
Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter: Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.
Goose Island opened as a family-owned Chicago brewpub in the late 1980s, and it soon became one of the most inventive breweries in the world.
With distribution in two dozen states, two brewpubs and status as one of the 20 biggest breweries in the United States, Goose Island became an American success story and was a champion of craft beer.
The sale forced the industry to reckon with craft beer’s mainstream appeal and a popularity few envisioned.
Anheuser-Busch has since bought nine other craft breweries, and from among the outcry rises a question that Noel addresses through personal anecdotes from industry leaders: how should a brewery grow?.
In the golden age of light, bland and cheap beers, John Hall and his son Greg brought European flavors to America.
Then, on March 28, 2011, the Halls sold the brewery to Anheuser-Busch InBev, maker of Budweiser, the least craft-like beer imaginable.
Josh Noel broke the news of the sale in the Chicago Tribune, and he covered the resulting backlash from Chicagoans and beer fanatics across the country as the discussion escalated into an intellectual craft beer war.
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell.
When Frank Bettger was twenty-nine he was a failed insurance salesman.
He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson.
Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you.
By the time he was forty he owned a country estate and could have retired.
Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected.
What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling.
No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale.
Strategies and answers from a lifetime of selling, from the bestselling author of The Sales Bible.
All of his books have been number one best sellers on Amazon.
Jeffrey’s books have sold millions of copies worldwide.
He has presented an average of 120 seminars a year for the past ten years.
Jeffrey Gitomer is the author of The New York Times best seller The Sales Bible and The Little Red Book of Selling.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling and customer loyalty.
com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, and his latest best-selling books The Little Red Book of Sales Answers, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude.
SELLING THE INVISIBLE covers service marketing from start to finish.
SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them.
Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don’ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.
The dancing girls of Lahore inhabit the Diamond Market in the shadow of a great mosque.
But the life of the pampered courtesan is not the one now being lived by Maha and her three girls.
Sociologist Louise Brown spent four years in the most intimate study of the family life of a Lahori dancing girl.
The twenty-first century goes on outside the walls of this ancient quarter but scarcely registers within.
The modern-day Bollywood aesthetic, with its love of gaudy spectacle, music, and dance, is their distant legacy.
What they do is forbidden by Islam, though tolerated; but they are gandi, “unclean,” and Maha’s daughters, like her, are born into the business and will not leave it.
With beautiful understatement, she turns a novelist’s eye on a true story that beggars the imagination.
Though their trade can be described with accuracy as prostitution, the dancing girls have an illustrious history: Beloved by emperors and nawabs, their sophisticated art encompassed the best of Mughal culture.
Maha, a classically trained dancer of exquisite grace, had her virginity sold to a powerful Arab sheikh at the age of twelve; when her own daughter Nena comes of age and Maha cannot bring in the money she once did, she faces a terrible decision as the agents of the sheikh come calling once more.