Socratic Selling

Socratic Selling
Author: Kevin Daley
Publsiher: McGraw Hill Professional
Total Pages: 188
Release: 1995-08-22
Genre: Business & Economics
ISBN: 9780071371513

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Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure

Mastering the Complex Sale

Mastering the Complex Sale
Author: Jeff Thull
Publsiher: John Wiley and Sons
Total Pages: 304
Release: 2010-03-10
Genre: Business & Economics
ISBN: 0470632593

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Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Reverse Selling

Reverse Selling
Author: Brandon Mulrenin
Publsiher: Unknown
Total Pages: 135
Release: 2021-08-13
Genre: Electronic Book
ISBN: 1737400103

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Socratic Selling

Socratic Selling
Author: Kevin Daley
Publsiher: McGraw-Hill
Total Pages: 166
Release: 1997-01
Genre: Business & Economics
ISBN: 0786312327

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Socratic Selling shows salespeople how to build a relationship with the customer & close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, & the decision-making authority. Socratic Selling shows the reader how to access that power, to cooperate with it, & to induce it to flow toward the salesperson. Readers will discover how to: Open a sales dialogue dynamically, so that the salesperson & customer go right to the heart of the matter; guide the dialogue through a discovery of needs & needed decisions, negotiate objections, & close effectively; uncover the motivators that move sales to more predictable closure.

Zig Ziglar s Secrets of Closing the Sale

Zig Ziglar s Secrets of Closing the Sale
Author: Zig Ziglar
Publsiher: Fleming H. Revell Company
Total Pages: 424
Release: 1984
Genre: Selling
ISBN: 0800712137

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What is the best way to persuade someone to take action? Do our customers, clients, or patients believe that we are looking out for their best interests? These are just a couple of questions that successful professionals need to ask every day. Full of entertaining stories and real-life illustrations, Secrets of Closing the Sale will give you the strategies and guidelines you need to become proficient in the art of effective persuasion. Zig Ziglar's principles of success are easy to understand and apply, yet they have a far-reaching impact. By using his proven methods, you will be able to face your prospects with enthusiasm and confidence. Book jacket.

Sophie s World

Sophie s World
Author: Jostein Gaarder
Publsiher: Farrar, Straus and Giroux
Total Pages: 544
Release: 2007-03-20
Genre: Fiction
ISBN: 9781466804272

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One day Sophie comes home from school to find two questions in her mail: "Who are you?" and "Where does the world come from?" Before she knows it she is enrolled in a correspondence course with a mysterious philosopher. Thus begins Jostein Gaarder's unique novel, which is not only a mystery, but also a complete and entertaining history of philosophy.

How I Raised Myself From Failure to Success in Selling

How I Raised Myself From Failure to Success in Selling
Author: Frank Bettger
Publsiher: Simon and Schuster
Total Pages: 220
Release: 2009-11-24
Genre: Business & Economics
ISBN: 9781439188637

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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. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you. When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. 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. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. 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

Tactics

Tactics
Author: Gregory Koukl
Publsiher: Zondervan
Total Pages: 210
Release: 2009
Genre: Apologetics
ISBN: 9780310282921

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Tired of finding yourself flat-footed and intimidated in conversations? Want to increase your confidence and skill in discussions with family, friends, and coworkers? Gregory Koukl offers practical strategies to help you stay in the driver's seat as you maneuver comfortably and graciously in any conversation about your Christian convictions.