The Last Prospecting Guide You'll Ever Need

Direct Sales Edition

Author: Bob Burg

Publisher: Sound Wisdom

ISBN: 1937879135

Category: Business & Economics

Page: 208

View: 9542

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Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.

New Sales. Simplified.

The Essential Handbook for Prospecting and New Business Development

Author: Mike Weinberg

Publisher: AMACOM

ISBN: 081443178X

Category: Business & Economics

Page: 240

View: 4059

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Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

The Only Sales Guide You'll Ever Need

Author: Anthony Iannarino

Publisher: Penguin

ISBN: 0735211671

Category: Business & Economics

Page: 240

View: 9328

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"Star sales speaker and author of The Sales Blog reveals how all salespeople can attain huge sales success, with strategies backed by extensive research and experience,"--Amazon.com.

Adversaries Into Allies

Master the Art of Ultimate Influence

Author: Bob Burg

Publisher: Penguin

ISBN: 1591848164

Category: Business & Economics

Page: 272

View: 4909

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Burg offers five simple principles of what he calls Ultimate Influence: the ability to win people to your side in a way that leaves everyone feeling great about the outcome-- and about themselves! He offers a tried-and-true framework for building alliances at work, at home, and anywhere else you seek to win people over.

The Lost Art of Closing

Winning the Ten Commitments That Drive Sales

Author: Anthony Iannarino

Publisher: Penguin

ISBN: 0735211701

Category: Business & Economics

Page: 240

View: 4451

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If you want to succeed in sales, you need to know how to close. Anthony Iannarino, star sales blogger, consultant, speaker, and author of the national bestseller The Only Sales Guide You'll Ever Need, lays out the new rules of closing. Closing the deal is the most crucial step in the sales process. Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell--or else to sell so softly that they are afraid to ask for any commitments at all! They've heard "Always Be Closing" and "Never Be Closing." But neither of those mantras are true in the complex sales landscape we have today. Closing now is all about building trust with your clients and moving them down the path of 10 commitments....all the way to the dotted line. Iannarino argues that in a world with many competitors vying for the same clients and with clients who can do their own research, closing a sale is really about gaining commitments and doing all you can to build a relationship with your prospective client. In his rebuttal to conventional and disappointing "sales wisdom", Iannarino will teach readers to: · Develop deep relationships with clients by implementing closing strategies that build trust and help prospective clients understand the value of committing to move forward in the process. · Proactively, but not aggressively, ask for commitments without guilt or embarrassment about being pushy, manipulative, or self-oriented--all things that destroy trust. In a field rife with misperceptions about how to close a deal, Iannarino's book will be necessary reading for all sales people--to help them streamline the sales process and win more deals, faster.

People Buy You

The Real Secret to what Matters Most in Business

Author: Jeb Blount

Publisher: John Wiley & Sons

ISBN: 0470599111

Category: Business & Economics

Page: 193

View: 1211

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The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

The Art of Persuasion

Winning Without Intimidation

Author: Bob Burg

Publisher: Sound Wisdom

ISBN: 0768487005

Category: Business & Economics

Page: 240

View: 4758

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The Art of Persuasion teaches you how to get what you want when you want it. You would love to have that ability, right? After studying some of the most successful men and women in modern history, author Bob Burg noticed how many common characteristics these people have—and shares them all with you. One trait that stands above all the rest is their ability to win people over to their way of thinking—they were all persuasive. Each of these life winners had a burning desire, coupled with great creativity, and a total, unshakable belief in their mission or cause. The Winning principles you will learn include: Making People Feel Important Everything is Negotiable Dealing with Difficult People Persuasion in Action What Sets You Apart from the Rest Nuggets of Wisdom Presented in everyday, clear, and often humorous language, The Art of Persuasion leaves an impression on you that will last a lifetime—filled with one success after another!

Emotional Intelligence for Sales Success

Connect with Customers and Get Results

Author: Colleen Stanley

Publisher: AMACOM Div American Mgmt Assn

ISBN: 0814430295

Category: Business & Economics

Page: 204

View: 8924

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Why do salespeople frequently fail to execute-even when they know what they should do?

The Most Important Minute in Your Network Marketing Career

Author: Ken Dunn

Publisher: N.A

ISBN: 9781936417964

Category: Business & Economics

Page: 127

View: 4395

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What if your entire network marketing career, your success or failure, the speed at which your business becomes profitable, the rate at which your business grows, even your retention in your business, could be narrowed down to one minute? Would you be interested in knowing what that one minute was? If you knew exactly when that precious moment in time was, would you be interested in knowing how to best use it? During my career in network marketing, I have been very blessed. I have had the chance to get to know thousands of people who I call friends. I have traveled all over the world and I have had hundreds of thousands of people join me in the business. After helping over 400 people personally get started in the business, I realized that an independent associate's chances of being successful are increased one hundred fold by their understanding of The Most Important Minute and how to use it properly. I started writing this book from seat 6E on American Airlines flight 1409 to San Juan, Puerto Rico on December 6, 2010. I was heading down to paradise to work with some amazing network marketing professionals for a couple of days. Over the past several years, I have had the pleasure of speaking to more people than I can recall about success in network marketing. The more time I spend talking about getting started, developing your why, setting goals, mindset, prospecting, and the many other crucial subjects in our business, the more I realized that by understanding, and properly using, the most important minute in your career properly, it will increase the likelihood that you are going to have a positive experience. I have intentionally written this book in a completely generic fashion so that you can apply The Most Important Minute strategies to whatever business you have chosen. Many of my friends have already started to buy large quantities of The Most Important Minute to give to their teams. I am sure that you will find the information and strategies valuable enough that you will want to do the same thing. Once you learn how to use The Most Important Minute properly, you will easily be able to teach it to your team. I have taught network marketing professionals around the world how to identify and use The Most Important Minute properly, and realize that these strategies work in any culture or country, in any company, and with any product or service. We all know that when you start your network marketing business, there are many skills you will have to learn if you are going to be successful. We will look at these skills and review some of the basics of the business. We will also identify The Most Important Minute together and then prove that using The Most Important Minute properly will save years of pain and anxiety. Before we get into The Most Important Minute, let's take some time to understand that there really are three phases someone will go through in his or her network marketing career. It has taken me years to understand this. In Malcolm Gladwell's book "Outliers," he talks about the common traits possessed by the world's super producers. One of the main points of the book was that all of the world's greatest leaders had amassed 10,000 hours of experience in their chosen field. As I collected my 10,000 hours, it became extremely clear to me that there really are three phases that we go through as we build the business. I heard it once expressed like this: We have to bring them in, keep them in, and move them along. Identifying The Most Important Minute starts with understanding that there really are three types of people, or three phases, that you will go through in our business and this book will show you how to bring them in, keep them in, and move them along.

High-Profit Prospecting

Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Author: Mark Hunter

Publisher: AMACOM Div American Mgmt Assn

ISBN: 0814437796

Category: Business & Economics

Page: 224

View: 7705

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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect—and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t cold-calling dead?” Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices, High-Profit Prospecting will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail Craft compelling emails Use social media effectively Leverage referrals Get past gatekeepers and open new doors Steer clear of prospecting pitfalls Connect with the C-Suite And more The Internet won’t fill your sales funnel—and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs—in your hands. Follow its formula and start bringing in valuable new business.

The B2B Sales Blueprint

A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less

Author: Dan Englander

Publisher: Createspace Independent Publishing Platform

ISBN: 9781522869788

Category:

Page: 122

View: 3892

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What must you do today to triple your sales in 12 months?The B2B Sales Blueprint will empower you to answer this question. In five phases, you will learn how to transform your results by melding new technology with timeless fundamentals. From his experience winning business with 16 Fortune 500s and companies across many verticals, Dan Englander offers a hands-on guide to lead generation, sales, and productivity. What's inside: The Lead Generation Blueprint Build a steady stream of leads by systematizing and outsourcing your outbound process. The First Conversation Use provided templates to plan your conversations and win more deals. Following Up and Closing Get to the next step and avoid the pitfalls responsible for over 80% of all lost opportunities. Staying Sharp Adopt positive sales habits to set the stage for long-term improvement. Exclusive Library of Apps, Tools, and High-Tech Shortcuts Use technology to understand your buyers, automate your processes, and make life easier. After reading The B2B Sales Blueprint you will: Set and achieve specific, KPI-grounded lead generation goals. Successfully delegate prospecting to affordable specialists. Gain new confidence on sales calls with the help of small lifestyle changes. Know how to get consistent referrals from customers and partners. Invest your time and energy in the most promising opportunities. To enjoy these results, you should be ready to think creatively and take action. The Blueprint is for salespeople of all stripes: entrepreneurs, business development professionals, business owners, and anyone who comes into direct contact with prospects and customers. Scroll to the top and click "Buy Now" to see positive outcomes sooner rather than later.

The Only Mindset Book You'll Ever Need for Network Marketing Success

Author: David Williams

Publisher: Lulu Press, Inc

ISBN: 1312239999

Category: Business & Economics

Page: N.A

View: 2523

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What would it be like to walk across the stage at your company’s annual convention? To be welcomed by your company’s President as the newest top-level distributor? How would it feel to have your spouse and family in the audience? To never again hear “When are you going to get a real job?” To be the leader you know you are, the example of how to be successful in this business, of finally reaching the top? Can you achieve that? Yes, with the right Mindset you can without any doubt. PLEASE NOTE: This is NOT a book about 'Attitude'. This book zeroes-in on your Mindset. Once you have your Mindset right, the Attitude will follow. Eliminate procrastination Keep prospecting even with 'no's' Keep following up no matter how you feel Have a plan to reach the top of your pay plan and more... If you're committed to success but not yet grasped it, it’s likely that a simple Mindset correction is all you need. Ready to change your Mindset? Download your copy and get started today!

Your First Year in Network Marketing

Overcome Your Fears, Experience Success, and Achieve Your Dreams!

Author: Mark Yarnell,Rene Reid Yarnell

Publisher: Three Rivers Press

ISBN: 0307757862

Category: Business & Economics

Page: 304

View: 8535

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How to Keep the Dream Alive! Network marketing is one of the fastest-growing career opportunities in the United States. Millions of people just like you have abandoned dead-end jobs for the chance to achieve the dream of growing their own businesses. What many of them find, however, is that the first year in network marketing is often the most challenging—and, for some, the most discouraging. Here, Mark Yarnell and Rene Reid Yarnell, two of the industry's most respected and successful professionals, offer you strategies on how to overcome those first-year obstacles and position yourself for lifelong success. The Yarnells provide you with a wealth of savvy advice on everything you need to know to succeed in network marketing, such as proven systems for recruiting, training, growing and supporting your downline, and much more. In an easy, step-by-step approach, you will learn how to: ·Deal with rejection ·Recruit and train ·Avoid overmanaging your downline ·Remain focused ·Stay enthusiastic ·Avoid unrealistic expectations ·Conduct those in-home meetings ·Ease out of another profession You owe it to yourself to read this inspiring book! "This will be the Bible of Network Marketing." — Doug Wead, former special assistant to the president, the Bush Administration From the Trade Paperback edition.

Endless Referrals, Third Edition

Author: Bob Burg

Publisher: McGraw Hill Professional

ISBN: 9780071462075

Category: Business & Economics

Page: 288

View: 7724

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The definitive guide to turning casual contacts into solid sales opportunities In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities. "If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success." --Tom Hopkins, author of How to Master the Art of Selling "Bob Burg has long been the authority on connecting with clients and building win-win relationships. Endless Referrals should be required reading for sales professionals and entrepreneurs everywhere." -- Gary Keller, Founder and Chairman of the Board of Keller Williams Realty Intl. and author of The Millionaire Real Estate Investor "I've found that acquiring business is the toughest challenge for professional services providers. Thankfully, Bob Burg provides pragmatic and effective techniques to smash that challenge to bits, whether using mail, phone, email, or a polite tap on the shoulder." --Alan Weiss, Ph.D., author Million Dollar Consulting "Bob Burg opens the floodgates to Fort Knox with this book. I like the simple, easy to understand, practical way he outlines the exact way to find endless referrals. A treasure." --Dottie Walters, author of Speak & Grow Rich "A no-nonsense approach to building your business through relationships." --Jane Applegate, syndicated Los Angeles Times columnist

The Science of Selling

Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal

Author: David Hoffeld

Publisher: Penguin

ISBN: 1101993189

Category: Business & Economics

Page: 288

View: 4060

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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

Secrets of Question-Based Selling

How the Most Powerful Tool in Business Can Double Your Sales Results

Author: Thomas Freese

Publisher: Sourcebooks, Inc.

ISBN: 1402287534

Category: Business & Economics

Page: 352

View: 4416

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"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: •Penetrate more accounts •Overcome customer skepticism •Establish more credibility sooner •Generate more return calls •Motivate different types of buyers •Develop more internal champions •Close more sales...faster •And much, much more

Fanatical Prospecting

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Author: Jeb Blount

Publisher: John Wiley & Sons

ISBN: 1119144760

Category: Business & Economics

Page: 304

View: 5764

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Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Endless referrals

network your everyday contacts into sales

Author: Bob Burg

Publisher: McGraw-Hill

ISBN: 9780070089976

Category: Business & Economics

Page: 257

View: 1662

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Turn every contact into a sales opportunity with proven techniques, little-known secrets and helpful tips. Thousands of professionals and entrepreneurs have turned casual contacts into solid sales opportunities using nationally renowned speaker and bestselling author Bob Burg's winning techniques. Endless Referrals is now updated with all-new information on today's diverse business opportunities including: Home-based businesses Networking the internet Multi-level (or network) marketing Multi-order marketing Inside you will also learn Burg's strategies for successful networking in any situation: The essential rules of networking etiquette The most effective, non-sales related questions to ask in an initial conversation Guidelines for remembering names and faces And countless other profitable techniques Learn to develop every contact into new sales dollars!

Closing Techniques (That Really Work!)

Author: Stephan Schiffman

Publisher: Simon and Schuster

ISBN: 1440520275

Category: Business & Economics

Page: 160

View: 6348

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Many salespeople can line up prospects, recite the benefits of their product or service, and stir the interest of their client. But when it comes to actually closing the deal, they fail and the sale falls apart. That's where sales guru Stephan Schiffman comes in—and saves the sale. In this book, Schiffman reveals the pioneering techniques that have helped more than half a million salespeople nail the sales that matter. This book includes chapters on: the four words to avoid during meetings why salespeople shouldn't mix business with pleasure the most important word when closing a sale working existing accounts

Take the Cold Out of Cold Calling

Web Search Secrets for the Inside Info on Companies, Industries, and People

Author: Sam Richter

Publisher: SBR Worldwide, LLC

ISBN: 1592982093

Category: Business & Economics

Page: 290

View: 2564

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"Includes Online Resource Center"--Cover.