How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales—or if you manage a sales force—you need the SPIN strategy.
Creating Demand: How to Attract Customers and Clients to Your Product or Service
Magically enter people’s subconscious minds – and command them to buy from you! Using practical, easy-to-implement strategies and techniques, along with step-by-step procedures, Rick Ott, author of the Nightingale-Conant program Unleashing Your Productivity, now brings you Creating Demand: How to Attract Customers and Clients to Your Product or Service to guide you through the art [...]
Competing Against Luck: The Story of Innovation and Customer Choice
How do companies know how to grow? How can they create products that they are sure customers want to buy? Can innovation be more than a game of hit and miss? Harvard Business School professor Clayton Christensen has the answer.
The One Minute Sales Person: The Quickest Way to Sell People on Yourself, Your Services, Products, or Ideas–at Work and in Life
In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for [...]
The Challenger Sale: Taking Control of the Customer Conversation
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 [...]
Buying In: The Secret Dialogue Between What We Buy and Who We Are
Using fascinating profiles of companies and products old and new, including Red Bull, the iPod, Timberland, and American Apparel, New York Times?Consumed columnist Rob Walker demonstrates that modern consumer
Selling For Dummies
Persuading other people to say “yes” is an essential skill in life, whether you’re selling a product, an idea, or yourself. Packed with tried-and-true tips and real-life examples, this revised edition walks you step by step through the fundamentals of successful selling, with an emphasis on the Internet. So take this valuable guide and close [...]