Modern Day Selling

Modern Day Selling is designed to help sales associates find a greater success. Over the years the world has evolved. Unfortunately, the styles and concepts of sales training have not. As greed set in we began to train our sales associate improperly on ways to trick and manipulate our customers. This has created a separation between sales associates and customers. This book is designed to help reconnect them.

Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

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. SELLING THE INVISIBLE covers service marketing from start to finish. 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.

Modern Day Selling is designed to help sales associates find a greater success. Over the years the world has evolved. Unfortunately, the styles and concepts of sales training have not. As greed set in we began to train our sales associate improperly on ways to trick and manipulate our customers. This has created a separation between sales associates and customers. This book is designed to help reconnect them. ,

At the centre of every transaction you will find someone selling something to someone else. It's never been simple, but for thousands of years the process has been mostly linear. A salesperson told a prospect about the product, tried to explain some features and benefits and then asked them to buy said product or service. To win in the age of the modern customer though it isn't that linear anymore. Today's salespeople are expected to do much more to win business, It isn't just as simple as picking up a phone and booking a meeting. There is social media, data, avatars, presenting, buyer enablement, customer experience, customer effort and more to consider.It all sounds so damn hard !You see selling in the era of what I call the "modern customer" doesn't have to be difficult. There are key steps you can do to attract, engage and win business even at enterprise level that will shorten your sales cycle, ensure you are having quality conversations with the right prospects at the right times. If you know how.In this book by Scott Allan you will learn the art of selling, by thinking like a modern-day marketer, so you can amplify your authority, be a trusted adviser and provide genuine commercial insights to your prospects and customers. Utilizing a range of frameworks and tools, you can finally get ahead of your competition via a new type of influence. One that will get your prospects to know, like and trust you. Even if they haven't heard of you...yet.Once you have gained trust and authority via social media, that is where you take those conversations offline and/or in person. By the end of this book you will know: -How to build your customer avatar-What social selling really is and how to use it effectively-How to craft your messaging and build authority-Use the likes of Linkedin for client outreach and prospecting-How to craft content that befits your audience (and doesn't take forever)-The Storytelling System I use when presenting offers to clients-How to generate hot leads online-Closing Sales - in person and online

Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

In 1797, in what is now the Czech Republic, Pin as Hurwitz published one of the best-selling Hebrew books of the modern era. Nominally an extended commentary on a sixteenth-century kabbalist text, The Book of the Covenant was in fact a compendium of scientific knowledge and a manual of moral behavior. Its popularity stemmed from its ability to present the scientific advances and moral cosmopolitanism of its day in the context of Jewish legal and mystical tradition. Describing the latest developments in science and philosophy in the sacred language of Hebrew, Hurwitz argued that an intellectual understanding of the cosmos was not at odds with but actually key to achieving spiritual attainment. In A Best-Selling Hebrew Book of the Modern Era, David B. Ruderman offers a literary and intellectual history of Hurwitz�s book and its legacy. Hurwitz not only wrote the book, but was instrumental in selling it as well and his success ultimately led to the publication of more than forty editions in Hebrew, Ladino, and Yiddish. Ruderman provides a multidimensional picture of the book and the intellectual tradition it helped to inaugurate. Complicating accounts that consider modern Jewish thought to be the product of a radical break from a religious, mystical past, Ruderman shows how, instead, a complex continuity shaped Jewish society�s confrontation with modernity.