SPIN Selling
by Neil Rackham
from McGraw-Hill
The international bestseller that revolutionized high-end selling!
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. 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.
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. 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.
Little Red Book of Selling: 12.5 Principles of Sales Greatness
by Jeffrey Gitomer
from Bard Press
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives.
Covert Persuasion: Psychological Tactics and Tricks to Win the Game
by Kevin Hogan
from Wiley
Praise for Covert Persuasion:
"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life
"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers
"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor
"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
by Chet Holmes
from Portfolio Trade
Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.
Marketing Metrics: 50+ Metrics Every Executive Should Master
by Paul W. Farris
from Wharton School Publishing
The SPIN Selling Fieldbook
by Neil Rackham
from McGraw-Hill
Strategies and tools that guarantee big-ticket sales!
Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.
The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell
by Keith M. Eades
from McGraw-Hill
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT
The long-awaited sequel to Solution Selling, one of history's most popular selling guides
Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:
- A completely revamped, updated sales philosophy,management system, and architecture
- Tools to increase the quality and velocity of sales pipeline opportunities
- Techniques that "Best of the Best" use to prospect for success
Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.
The Powerful and Proven Solution Selling Process, Updated for Today's High-Speed, Higher-Pressure Sales Challenges. The original Solution Selling rewrote the rules for the sales profession. Today, the revolutionary yet practical Solution Selling method remains the primary selling process for salespeople competing in every industry around the world, and in every size of business--from the smallest firms to the largest Fortune 500 corporations.
Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS (Jeffrey Gitomer's Little Books)
by Jeffrey Gitomer
from FT Press
Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books)
by Jeffrey Gitomer
from FT Press
The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less
by Mark Joyner
from Wiley
Your customers are going to give you three seconds to make the sale.
Do you know what to say in those three seconds?
The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than "old" marketing. This new way is The Irresistible Offer.
"The Irresistible Offer is the missing link in many marketing books."
—Joe Sugarman, Chairman, BluBlocker Corporation
"The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."
—John Du Cane, CEO, Dragon Door Publications, Inc.
"As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point."
—Howard Berg, "The World's Fastest Reader"
"I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."
—Dr. Joe Vitale, author of The Attractor Factor
"If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."
—Randy Gilbert, a.k.a. "Dr. Proactive" host of The Inside Success Show
Your customers are going to give you three seconds to make the sale. Do you know what to say in those three seconds? The marketing methods of the past are losing effectiveness as consumers are getting smarter and smarter and have less and less time. What is needed is a new way of doing business-a method that is simultaneously socially responsible and far more effective than ""old"" marketing. This new way is The Irresistible Offer. ""The Irresistible Offer is the missing link in many marketing books."" Joe Sugarman, Chairman, BluBlocker Corporation ""The Irresistible Offer reveals secret after proven secret guaranteed to pump fresh power into your sales process."" John Du Cane, CEO, Dragon Door Publications, Inc. ""As the world's fastest reader (Guinness Book certified) I've read just about every business and marketing book in existence. The Irresistible Offer by Mark Joyner is, by far, the easiest and most powerful. If you want to make a profitable business (any business small or large), The Irresistible Offer should be your starting point.""Howard Berg, ""The World's Fastest Reader"" ""I've read every book on marketing printed in the last 150 years. This is the first breakthrough in over fifty years."" Dr. Joe Vitale, author of The Attractor Factor ""If I had to choose one modern marketing genius to learn from, it would be Mark Joyner. The Irresistible Offer belongs in the hands of everyone wanting to wildly succeed in business."" Randy Gilbert, a.k.a. ""Dr. Proactive"" host of The Inside Success Show
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