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.

Author ,
Isbn 1119052580
Genre Business & Economics
Year 2015-09-28
Pages 224
Language English
File format PDF

In the spring of 2004, army reservist and public affairs officer Steven J. Alvarez waited to be called up as the U.S. military stormed Baghdad and deposed Saddam Hussein. But soon after President Bush’s famous PR stunt in which an aircraft carrier displayed the banner “Mission Accomplished,” the dynamics of the war shifted. Selling War recounts how the U.S. military lost the information war in Iraq by engaging the wrong audiences—that is, the Western media—by ignoring Iraqi citizens and the wider Arab population, and by paying mere lip service to the directive to “Put an Iraqi face on everything.” In the absence of effective communication from the U.S. military, the information void was swiftly filled by Al Qaeda and, eventually, ISIS. As a result, efforts to create and maintain a successful, stable country were complicated and eventually frustrated. Alvarez couples his experiences as a public affairs officer in Iraq with extensive research on communication and government relations to expose why communications failed and led to the breakdown on the ground. A revealing glimpse into the inner workings of the military’s PR machine, where personnel become stewards of presidential legacies and keepers of flawed policies, Selling War provides a critical review of the outdated communication strategies executed in Iraq. Alvarez’s candid account demonstrates how a fundamental lack of understanding about how to wage an information war has led to the conditions we face now: the rise of ISIS and the return of U.S. forces to Iraq.

Author Steven J. Alvarez
Isbn 161234819X
Genre History
Year 2016-03
Pages 384
Language English
File format PDF

Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.

Author G.A. Bartick,Paul Bartick
Isbn 0470454377
Genre Business & Economics
Year 2008-11-03
Pages 304
Language English
File format PDF

How to buy low and sell high in real estate Yes, timing is everything. In the real estate market, that means buying in markets that are ready to take off and cashing out before prices crash. In Timing the Real Estate Market, millionaire real estate entrepreneur Craig Hall reveals to America's 17 million real estate investors his secrets for maximizing profits, by knowing when to buy, when to sell, and what to do in between. Following Hall's savvy advice, real estate investors will learn: The seven major trends affecting real estate prices How to predict when real estate prices are poised to increase How to capture maximum profits by knowing when to sell How to add value to a property while waiting for the real estate market to pick up How to survive during a downturn--until the next market upswing

Author Craig Hall
Isbn 9780071465205
Genre Business & Economics
Year 2004-01-21
Pages 300
Language English
File format PDF

A decade before being proclaimed part of the "axis of evil," North Korea raised alarms in Washington, Seoul, and Tokyo as the pace of its clandestine nuclear weapons program mounted. When confronted by evidence of its deception in 1993, Pyongyang abruptly announced its intention to become the first nation ever to withdraw from the Nuclear Non-Proliferation Treaty, defying its earlier commitments to submit its nuclear activities to full international inspections. U.S. intelligence had revealed evidence of a robust plutonium production program. Unconstrained, North Korea's nuclear factory would soon be capable of building about thirty Nagasaki-sized nuclear weapons annually. The resulting arsenal would directly threaten the security of the United States and its allies, while tempting cash-starved North Korea to export its deadly wares to America's most bitter adversaries. In Go ing Critical, three former U.S. officials who played key roles in the nuclear crisis trace the intense efforts that led North Korea to freeze—and pledge ultimately to dismantle—its dangerous plutonium production program under international inspection, while the storm clouds of a second Korean War gathered. Drawing on international government documents, memoranda, cables, and notes, the authors chronicle the complex web of diplomacy--from Seoul, Tokyo, and Beijing to Geneva, Moscow, and Vienna and back again—that led to the negotiation of the 1994 Agreed Framework intended to resolve this nuclear standoff. They also explore the challenge of weaving together the military, economic, and diplomatic instruments employed to persuade North Korea to accept significant constraints on its nuclear activities, while deterring rather than provoking a violent North Korean response. Some ten years after these intense negotiations, the Agreed Framework lies abandoned. North Korea claims to possess some nuclear weapons, while threatening to produce even more. The story of the 1994 confrontation provides important lessons for the United States as it grapples once again with a nuclear crisis on a peninsula that half a century ago claimed more than 50,000 American lives and today bristles with arms along the last frontier of the cold war: the De-Militarized Zone separating North and South Korea.

Author Joel S. Wit,Daniel B. Poneman,Robert L. Gallucci
Isbn 0815796412
Genre Political Science
Year 2004-04-19
Pages 474
Language English
File format PDF

Despite the recent success of welfare reform in moving people off public assistance and into jobs, most of America's working poor are still unable to accumulate even the most minimal of assets. Even when they are getting by, they lack many of the resources—tangible and intangible—that provide middle-class Americans with a sense of security, stability, and a stake in the future. In Owning Up, Michelle Miller-Adams demonstrates how asset-building programs, used in combination with traditional income-based support, can be an effective means for helping millions of American out of poverty. Miller-Adams expands the traditional concept of assets to encompass a range of tools, experiences, resources, and support systems that are necessary if asset building is to serve as an effective anti-poverty strategy. She identifies four types of assets that can represent sources of wealth for low-income individuals and communities: economic human social, and natural assets. Economic assets include equity, retirement savings, and other financial holdings. Human assets include education, knowledge, skills, and talents. Included among social assets are the networks of trust and reciprocity that bind communities together. Natural assets include the land, water, air and other natural resources we depend on for survival. Owning Up also examines five organizations at the forefront of building assets for the poor. Their stories are told through the eyes of individuals whose lives they have helped transform. These organizations have all developed effective strategies for building assets, and Miller-Adams identifies them as models to be emulated elsewhere. The profiled organizations include: Neighborhoods Incorporated of Battle Creek, Michigan. Its innovative strategies seek to increase home ownership and promote neighborhood revitalization in poor communities. The Watershed Research and Training Center. This local organization strengthens the natural resource-based economy by retraining workers and strengthening social ties. The Private Industry Partnership of Wildcat Service Corporation. Based in New York City, PIP trains former welfare recipients in New York City for entry-level white collar jobs. Iowa's Institute for Social and Economic Development. This microenterprise development organization is one of the largest U.S. based organizations training low-income entrepreneurs. The Corporation for Enterprise Development. CFED, a Washington, D.C.-based think tank that has been instrumental in showing that poor people can and will save if given the opportunities and incentives for doing so. They have helped put Individual Development Accounts on the national agenda.

Author Michelle Miller-Adams
Isbn 0815706413
Genre Political Science
Year 2004-05-13
Pages 224
Language English
File format PDF

A synthesis report drawing from OECD metropolitan reviews, this book shows large cities' performance within their countries and addresses key dilemmas including competitiveness and social cohesion, intergovernmental relationships and urban finance.

Author OECD
Isbn 9264027092
Genre ,
Year 2006-11-17
Pages 450
Language English
File format PDF

Contrary to the standard joke about how to get to Carnegie Hall, "making it" in music is not simply about practice, practice, practice. Today, over 200,000 people in the United States work as musicians. With competition for traditional employment opportunities for musicians becoming ever more heated, today's musicians must know how the music industry works and how they can tailor their skills accordingly. How can musicians create their own professional paths?; In Beyond Talent, veteran music career counselor Angela Myles Beeching offers up a comprehensive guide for musicians in search of work, demystifying the steps to success. Drawing on a wealth of real-life examples, the book untangles artist management and the recording industry and explains how to find and create performance opportunities. Guidance is also provided on grant writing and fundraising, day jobs, freelancing, and how to manage money, time, and stress. Straightforward and reader-friendly, Beyond Talent is filled with practical tips, examples, checklists, sample budgets, goal-setting exercises, and extensive resource listings.; This essential handbook goes beyond the usual "how-to"; Beyond Talent helps musicians tackle the core questions about career goals, defining success, and imagining and then creating a meaningful life as a professional musician.

Author Angela Myles Beeching
Isbn 9780198037811
Genre Electronic books
Year 2005
Pages 344
Language English
File format PDF

Written by an established author in the field, this book explores the politics of modernisation and transformation of probation in the criminal justice system. It is unique in drawing upon innovative social theories and moral perspectives to analyse changes in the probation service by including data from quantitative and qualitative empirical research. This highlights the challenges to, but also support of, the platform of modernisation that culminated in the transformative Rehabilitation Revolution. Providing critical tools for the reader to use in their own work and studies, it makes a timely contribution to criminal justice and probation theory and uniquely provides insights into what representatives of other organisations think about probation – from the outside looking in.

Author Whitehead, Philip
Isbn 1447327683
Genre Social Science
Year 2016-11-09
Pages 260
Language English
File format PDF

The Sustainability Handbook covers all the challenges, complexities and benefits of sustainability for businesses, governments and other organizations. It provides a blueprint for how organizations can reach or exceed economic, social and environmental excellence. It offers a host of practical approaches and tools including a model sustainability policy for organizations, summaries of sustainability codes and tips on selecting them, an extensive collection of metrics and a wealth of supplementary reference material. This is the essential reference for every organization in pursuit of sustainability.

Author William R. Blackburn
Isbn 1136552022
Genre Business & Economics
Year 2012-05-23
Pages 826
Language English
File format PDF

Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Author Jason Jordan,Michelle Vazzana
Isbn 0071769617
Genre Business & Economics
Year 2011-10-14
Pages 272
Language English
File format PDF

Maximize your sales performance today with the psychology selling secrets and equip yourself with the critical selling skills. • What is NLP? • Why is NLP so important for you? • How to sell effectively with NLP? "This is a brilliant book about NLP and psychology selling! The content is clear, concise and highly valuable. This book is a MUST read for every sales people. I strongly recommend this book to everyone. Two thumbs up!" Aervin Tan, Managing Director, MediaOne Business Group Pte Ltd This is a book which everybody should own. It serves as a good reminder to all sales professional. It is easy to follow and understand. An excellent book for those new to NLP. Heidi Chow, Sales Manager, Walton International Have you ever gotten an over abundance of value in return for the small investment you had made? Well this book is just that! Jacky and Elgin has compiled and written such an excellent piece that as a fervent NLP Practitioner myself, I dare say this is the only NLP guide anyone will ever need. Clear, concise and straight to the point. As an extremely slow reader myself, I can grasp the concepts instantly without having to do a second or third read. A real time-saver! I sincerely recommend this book to anyone who is truly serious about learning NLP Desmond Aw, Business Analyst, OMRON Asia Pacific This book open my eyes to a whole new strategy in winning customers in today's business world. It teaches step by step approach to understanding NLP and applying it on your work and businesses. Don't miss this excellent guide for securing sales and maintaining victory in your business! Sharon Tan, Project Director, Crown Leadership International Group

Author Jacky Lim,Dr Elgin Ong
Isbn 1456626280
Genre Self-Help
Year 2016-02-12
Pages 180
Language English
File format PDF

Winning sales tactics from the greatest strategist of all time Through his bestselling books and popular seminars, Gerald Michaelson has established himself as the world's leading interpreter of Sun Tzu's timeless strategies for the modern business audience. In Sun Tzu Strategies for Selling, the author of the bestselling Sun Tzu: The Art of War for Managers interprets the theorist's classic battle strategies specifically to help salespeople win on the increasingly competitive sales battlefield. Packed with brilliant insights that will help anyone who sells prevail over any competitor, this new translation of The Art of War includes special notations underscoring the relevance of Sun Tzu's writings to sales strategy. It also transforms Sun Tzu's wisdom into contemporary sales advice, object lessons, and real-life "how-tos," such as: Get your strategy straight Win without fighting Have a unique selling proposition Know your competitor Aim for big wins Learn from lost sales

Author Gerald Michaelson,Steven Michaelson
Isbn 0071818596
Genre Business & Economics
Year 2003-11-10
Pages 230
Language English
File format PDF

The challenge: achieve high-level growth on an annual basis. Every sales professional faces it. Mark Cook, a growth leadership consultant for leading performance improvement company O.C. Tanner, called on top sales earners at leading organizations worldwide to discover their secrets for sales success. The results revealed trailblazing strategies for dramatic growth--which can be repeated by salespeople at any level and used to lead sales and support teams in any industry. Sales Blazers explores these eight advanced strategies that Cook observed in “Sales Blazers” across the board at Fortune 500 and Inc. 500 companies. Pulling from his experience as a sales leader in the trenches, Cook reveals how these sales leaders use each breakthrough strategy to consistently outperform trends and their competition—creating extraordinary growth. He outlines the “Sales Blazer Method,” which encompasses the eight strategies common to all top earners. You’ll see how effective sales leaders: He also outlines the “Sales Blazer Method,” which encompasses the eight strategies common to all top earners. You'll see how effective sales leaders: 1. Start with a clean bill of health to increase selling time 2. Spark a performance pursuit to influence and motivate 3. Get the Express Pass to accelerate relationships and beat the competition 4. Play your depth chart to align strengths and engage broader talent 5. Activate expectations to reach this quarter's goals 6. Coach like a professional to strengthen your advisory role 7. Offer RSVP feedback to achieve better results 8. Heighten reward potency to increase momentum Used in concert, these strategies help you prepare more effectively, and improve your ability to lead and achieve goal-shattering results year after year.

Author Mark Cook
Isbn 0071641610
Genre Business & Economics
Year 2008-03-30
Pages 240
Language English
File format PDF

Can a boy be “trapped” in a girl’s body? Can modern medicine “reassign” sex? Is our sex “assigned” to us in the first place? What is the most loving response to a person experiencing a conflicted sense of gender? What should our law say on matters of “gender identity”? When Harry Became Sally provides thoughtful answers to questions arising from our transgender moment. Drawing on the best insights from biology, psychology, and philosophy, Ryan Anderson offers a nuanced view of human embodiment, a balanced approach to public policy on gender identity, and a sober assessment of the human costs of getting human nature wrong. This book exposes the contrast between the media’s sunny depiction of gender fluidity and the often sad reality of living with gender dysphoria. It gives a voice to people who tried to “transition” by changing their bodies, and found themselves no better off. Especially troubling are the stories told by adults who were encouraged to transition as children but later regretted subjecting themselves to those drastic procedures. As Anderson shows, the most beneficial therapies focus on helping people accept themselves and live in harmony with their bodies. This understanding is vital for parents with children in schools where counselors may steer a child toward transitioning behind their backs. Everyone has something at stake in the controversies over transgender ideology, when misguided “antidiscrimination” policies allow biological men into women’s restrooms and penalize Americans who hold to the truth about human nature. Anderson offers a strategy for pushing back with principle and prudence, compassion and grace.

Author Ryan T. Anderson
Isbn 164177049X
Genre Social Science
Year 2019-08-06
Pages 272
Language English
File format PDF

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending 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. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Author David Hoffeld
Isbn 1101993189
Genre Business & Economics
Year 2016-11-15
Pages 288
Language English
File format PDF

This new edition of The Successful Marketing Plan details an easy-to-follow and completely updated methodology for creating a results-focused, customer-driven marketing plan. Internet marketing issues and challenges receive much greater attention, including an entirely new chapter as well as seamless integration throughout the text.

Author Roman G. Hiebing,Scott W. Cooper
Isbn 0071611231
Genre Business & Economics
Year 2003-06-13
Pages 576
Language English
File format PDF

President Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America’s foremost deal-maker. “I like thinking big. I always have. To me it’s very simple: If you’re going to be thinking anyway, you might as well think big.”—Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker’s art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal “Trump makes one believe for a moment in the American dream again.”—The New York Times “Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet.”—Chicago Tribune “Fascinating . . . wholly absorbing . . . conveys Trump’s larger-than-life demeanor so vibrantly that the reader’s attention is instantly and fully claimed.”—Boston Herald “A chatty, generous, chutzpa-filled autobiography.”—New York Post

Author Donald J. Trump,Tony Schwartz
Isbn 0307575330
Genre Business & Economics
Year 2009-12-23
Pages 384
Language English
File format PDF

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 sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author Matthew Dixon,Brent Adamson
Isbn 1101545895
Genre Business & Economics
Year 2011-11-10
Pages 240
Language English
File format PDF

This is one of the first bestseller self-help books. Its intention is to enable you to make friends quickly and easily, help you to win people to your way of thinking, increase your influence, your prestige, your ability to get things done, as well as enable you to win new clients, new customers. Twelve Things This Book Will Do For You: Get you out of a mental rut, give you new thoughts, new visions, new ambitions. Enable you to make friends quickly and easily. Increase your popularity. Help you to win people to your way of thinking. Increase your influence, your prestige, your ability to get things done. Enable you to win new clients, new customers. Increase your earning power. Make you a better salesman, a better executive. Help you to handle complaints, avoid arguments, keep your human contacts smooth and pleasant. Make you a better speaker, a more entertaining conversationalist. Make the principles of psychology easy for you to apply in your daily contacts. Help you to arouse enthusiasm among your associates. Dale Carnegie (1888–1955) was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today.

Author Dale Carnegie
Isbn 8027222656
Genre Self-Help
Year 2017-10-16
Pages 272
Language English
File format PDF