Aus der Sicht des Verkäufers wendet sich dieses Buch höchst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie überzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mißt man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Geschäfts auf höchstem internationalen Standard zu halten?(03/99)
There is a common misconception that being good at sales necessitates aggressive closing or finding ways to effectively bring in clients Think again! Author and sales trainer Jim Doyle explains how the best sellers have a commitment to their customers that goes way beyond being customer focused. Servant Heart Sellers, as he calls them, are obsessed with making sure the products they sell make a difference for their customers, not just closing the deal. This commitment changes everything about their sales approach. Selling with a Servant Heart outlines ten lessons that ultimately lead to greater joy in sales while also increasing income. When you commit to serving customers as a Servant Heart Seller, you'll find more success, greater customer loyalty, and far less churn. And you'll have a lot more fun, too. For the new salesperson, the experienced veteran, or anyone in between, the lessons of Servant Heart Selling have something salespeople across industries can draw from. More success. More customer loyalty. More joy in what you do. That's what can happen to your sales career when you start selling with a Servant Heart.
Grady is a tough, slightly sarcastic Private Investigator. He was hired to rescue the sister of Angeline, a wealthy and beautiful French cosmetics tycoon, from a sinister cult. Sparks fly between the two, however, things are different at the farm and compound operated by the cult. He'll have to use all his experience and skills to survive.
The Healings of Jesus recounts twenty-two times where Jesus healed people. Written by layman author Jim Sells, each account is faithful to the Biblical text, practical, and relevant. Neither an exhaustive study nor a 'how-to' guide for every hurt, the seminal message is this: Jesus still heals. 'Barnabas was an encourager of people to trust in Jesus' power to meet their needs. Jim Sells was also such a man. These stories...promise to bring faith and hope to all who feel alone and unnoticed in their sickness and suffering.' Jay Kesler President Emeritus Taylor University 'Three decades ago I met a true visionary. A man who had the unique capacity to paint a picture on the walls of men's hearts; a picture of what can be by the grace God. A man who...inspired others to consider a work that was beyond themselves. That man was Jim Sells.' Tom Elliff Senior Vice-President for Spiritual Nurture and Church Relations International Mission Board, SBC 'Jim Sells's inquisitive mind, zeal for life, passionate love for the Lord Jesus and persistent, positive outlook continue to be an inspiration to me today.' O. S. Hawkins President and Chief Executive Officer GuideStone Financial Resources of the Southern Baptist Convention Jim Sells finished this book on November 24, 2007, and suddenly died the next day. And Jesus healed him of a broken heart. Nine months earlier his wife, Joyce-partner and best friend for almost 57 years-died after an aggressive cancer took her life. They loved the Lord as well as their four children and fourteen grandchildren. They were active in First Baptist Church and in Bolivar, Missouri, where they lived for forty-two years. After leading Southwest Baptist University as president and Chancellor from 1968-1992, Jim helped several ministries and non-profit organizations strengthen their fundraising programs.
H.W. GRADY is a tough, slightly sarcastic Private Investigator in Atlanta, GA. He served in the Army at 17 to avoid a one-year jail sentence. Those experiences straightened out any adolescent behavior.Grady went on to a college degree and began a promising career with the Atlanta Police Department. However, a falling out with a supervisor caused him to leave the force.Eventually he married the daughter of a rich man and took a job in corporate security. When they divorced, Grady became a PI.In Limelight, Grady has been hired by a promoter to find Beth Anne, a missing singer who has the talent to become a star. However, motives by the promoter and some shady business associate puts Grady and Beth Anne in danger. Grady needs all of his instincts and the help of Detective Thor to find the truth before it is too late for Beth Anne.
In this practical and fascinating follow-up to their behind-the-scenes look at America’s most powerful and influential class, authors Jim Taylor, Stephen Kraus, and Doug Harrison reveal insights and indispensable techniques to help salespeople and marketers hone in on wealthy customers, pique their interest, and earn their trust--and repeated business. The New Elite leveraged unprecedented research to reveal what motivates the wealthy class, how they think, where they shop, and how they really spend their money. Now, based on studies of elite companies such as Lexus, Chanel, Neiman Marcus, Four Seasons, Cartier, and Louis Vuitton, Selling to the New Elite explains what the truly rich want from brands, what they expect from the marketplace, and how their changing purchasing patterns could mean big business for you. Including eye-opening stories from mutually satisfying interactions between salespeople and affluent buyers, the book showcases the best practices that have led to hundreds of successful sales and incorporates exercises that allow you to apply the information in your own context. By helping readers win over the wealthiest customers, this one-of-a-kind guide offers the key to becoming rich yourself.
Ordinary salespeople sell. Extraordinary sales professionals engage. Part of what sets them apart is their ability to understand body language, both their prospect’s and their own, and use it to their advantage. Body Language Sales Secrets directly addresses the need of sales professionals to help them: Baseline their prospects—recognize the body language that says “I’m at ease with you right now.” Identify the ways a prospect expresses stress. Spot their prospects’ moment-to-moment nonverbal cues. Understand how and why a prospect’s body language can send very different messages within minutes. Better yet, after identifying a change in body language, know exactly what to do to either capitalize on it or counter it. How to apply body language skills to a wide variety of sales techniques, including relationship selling, solution selling, expertise selling, ROI selling, fear selling, and more. Body Language Sales Secrets helps salespeople at any level build rapport through active listening, invitational body language, and mirroring and reveals how their own body language can reinforce the perception of competence, relevance, and truth. You will learn a wide variety of action-forcing movements and quest
Five Deadly Sins CEOs Make in Sales" is a business fable designed to help CEOs recognize five common sales management mistakes that negatively impact financial results. Whether you are the CEO of a small company with only one salesperson or you manage thousands, it's very likely that you have committed at least one of the sins described in this book. Don't worry; you are not alone. The logic that leads senior executives to commit these sins over and over makes sense and is pervasive. There are hundreds of how-to books to help individual salespeople sell better, but there are few designed to help CEOs, the lead sales executive, understand why their sales organization is not generating more revenue. This fable is about Jack Ressler, CEO of Acme, Inc., and what happens when the company misses its quarterly revenue target. Instead of making Jack the scapegoat for the poor results, the chairman and board of directors decide to help Jack discover the five deadly sins. This book is based on the work and experience of the author, who admits to having committed all five sins. Fortunately, he found out soon enough to be able to help others avoid the same fate. The story is short, enlightening, and provocative. About the Author Jim Lewis is the founder and CEO of Princeton Sales Partners, LLC, an executive management coaching and consulting firm to CEOs on the best practices of selling and sales management, located in Princeton, New Jersey.
Jim McCann is the "flower guy," the CEO of 1-800-FLOWERS. He is actually a unique corp. leader who, in less than a decade, took his co. from the verge of bankruptcy to a $300 million business that ranks as the world's largest florist. Here is the amazing story of how he bootstrapped his way to phenomenal bus. success -- and how you can do it too. If you want to make a business take off, you need to base it on relationships -- warm, real, human contact with the people you work with and sell to. Funny, insightful, brimming with McCann's irresistible wit and street-smart wisdom, this is a business book like no other. It will make you laugh as it gives you the tools you need to build your own winning business today.
The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.
“This book will radically boost your sales. Feeling good about yourself afterwards will just be a nice side effect” (Mark Joyner, author of The Irresistible Offer). This book is about marketing. But more important, this is a book about you, the soft sell marketer—and your desire to market and sell your products and services, online or off, without compromising your personal or professional values. In short, it’s about putting your heart into marketing. Based on the principle that selling is spiritual service, this book validates the power of heart-to-heart connections that lead to emotional authenticity and marketing believability, taking sales beyond mere commercial transactions into long-term customer relationships. For those who want to focus on integrity, avoid deceptive or hard-sell tactics, and maintain a balance between commerce and conscience, it will inspire the imagination—setting the foundation for you to understand and profit from the practice of soft sell marketing.
Two Internet experts take readers step by step through the process of setting up an online store, marketing goods and services, and building a loyal customer base.
The keystone of Gay's world-famous series of books, first published in 1980, is a complete reference on closing sales and a guide to new sales presentations in today's marketplace. Not a beginner's manual or self-help book, this classic is designed to help master closers brush up and study total closing procedures.
If you're looking to improve your sales performance and reach a high level of success in your job, you need to have the commitment, passion, and attitude to make it happen. Bacon & Eggs: How to Be Totally Committed to Your Sales Career digs deep into the hard-core realities of sales and uncovers what true winners do to stay on top. Drawing on more than fifteen years' experience in saleDrawing sales and executive management, Jim Cross shares his trade secrets in a no-nonsense, easy-to-understand style. Cross believes that we should think of sales as personal-not business. Using real-life examples, Cross shows you how to increase your sales and secure stronger relationships by Utilizing static information Partnering with liaisons Acting on basic principles Learning the do's and don'ts of the daily grind Committing yourself to a successful sales career takes hard work and dedication. But by following Cross's essential advice and refusing to accept failure, you'll become a top performer and make more money than you've ever dreamed. Take the leap from average to exceptional with Bacon & Eggs
Simple, powerful marketing strategies every business can afford to implement There's never been a better time to be a marketer or entrepreneur than right now. Thanks to the Internet, a new world of free and inexpensive tactics can help get the word out to the prospects of any business with a limited marketing budget. Free Marketing delivers more than 100 ideas to help any small business owner or marketer generate new revenue—with little or no marketing budget. With both Internet-based and creative offline ideas, you'll discover ways to turn your top customers into your unpaid sales force, get your competitors to help you promote your new products, and other innovative ways to get the word out. Create a "squeeze page," the most powerful one page website you'll ever build Use simple YouTube videos to grow sales Hold an eBay auction for publicity purposes (author Jim Cockrum made $30,000 and earned tons of free publicity from just one auction) and more! Grow a successful business without letting your marketing budget tell you "No." Jim Cockrum has proven that the most powerful marketing strategies are the cheapest.
The "Cookbook of Comfort" is a unique view of the science behind every Orchard Valley design, written to enlighten the HVAC professional, homeowner, builder, and architect. The book shares Jim's unique approach to selling and designing home comfort systems, starting with the basic concepts and moving toward the complete system. The book focuses on Jim's trademark, "the four factors of comfort," and explains how these vital focal points determine every home's perfect HVAC design. The pages preceed every "how to" book by reviewing the "why" factor and how to start the process from building block one.
An insider's look at the Jim Beam brand, from a 7th generation Master Distiller Written by the 7th generation Beam family member and Master Distiller, Frederick Booker Noe III, Beam, Straight Up is the first book to be written by a Beam, the family behind the 217-year whiskey dynasty and makers of one of the world's best-selling bourbons. This book features family history and the evolution of bourbon, including Fred's storied youth "growing up Beam" in Bardstown, Kentucky; his transition from the bottling line to renowned global bourbon ambassador; and his valuable business insights on how to maintain and grow a revered brand. Includes details of Fred Noe's life on the road, spreading the bourbon gospel Describes Fred's journey to becoming the face of one of America's most iconic brands Shares a simple primer on how bourbon is made Offers cocktail and food recipes For anyone wanting a behind the scenes look at Jim Beam, and an understanding of the bourbon industry, Beam, Straight Up will detail the family business, and its role in helping to shape it.
Jim "Griff" Griffith, eBay's official ambassador, presents the definitive sourcebook on all things eBay, for beginners to seasoned users alike. Uncle Griff, Dean of eBay Education, brings us the latest on all things eBay with the only officially endorsed and authorized guide to this phenomenal auction site. The Official eBay Bible has sold more than 150,000 copies in previous editions and eBay today is bigger than ever, with 203 million registered users and 541,000 official eBay stores nationwide. The Official eBay Bible, Third Edition is fully revised and totally updated with all of the latest changes to the site, making all previous books on eBay obsolete. Much more than a user's guide, The Official eBay Bible, Third Edition includes the inspiring stories of real-life buyers and sellers, as well as tips and tricks on some of the powerful, but little-known aspects ofusing the site. This definitive sourcebook includes instructional plans for users of all levels, whether they're running a small business through the site or simply enjoying it as a hobby. New features in the thirdedition include: a new streamlined organization, images of all the latest features and screens, and even more information for small-business owners. Packed with over seven hundred illustrations, The Official eBay Bible, Third Edition delivers the ultimate word on eBay, from an insider who has been there from the beginning.
Are you absolutely satisfied with the sales results of your telesales team? Do you think that your sales could be or should be better? If you're serious about getting the absolute best from your inside sales team and improving their sales results then this book is for you. Written for B2B telephone sales managers, owners and executives, Telesales Coaching is a practical, no-nonsense guide on how to help your sales reps sell smarter, sell better and sell more. There are two fundamental reasons why your telephone sales reps don't sell as much as they could or should. The first reason is that many reps are not very good at selling despite formal (and ongoing) training. Over time, telephone reps dilute the fundamentals, cut corners, get complacent, forget techniques or fail to master the skill sets that will lead to increased sales. The second reason is that the majority of telesales reps do not get the coaching and support that they need to excel at sales. Most telephone sales managers have been taught how to be managers, not coaches. Consequently, telesales reps do not get the proper constructive feedback and encouragement they need to change their selling behavior and improve. Until now. Telesales Coaching provides you with a proven and practical four-step process on how to coach your telephone reps and help them increase their sales. It's extremely effective because it focuses on precisely how to get reps to overcome their natural resistance to change and to modify their behavior on a consistent basis. Easy to learn and easy to apply, the coaching techniques offered are based on common sense principles of learning and development. Here is some of what you'll learn: ���� Why most companies don't coach ���� The six things coaching definitely is not ���� Why you can't coach without clearly defined standards ���� Understanding that telesales is not a numbers game, it's a results game ���� How often you should monitor your reps (the answer may surprise you) ���� Where, when, and how to monitor your reps ���� How to use an "analyzing algorithm0/00 to avoid petty feedback ���� Who not to coach ���� Why the "sandwich feedback technique0/00 is a waste of time and effort ���� Why numeric rating systems are destructive ���� The Socratic feedback model the absolute best way to provide feedback ���� Other methods to enhance the coaching process Based on twenty-plus years of helping companies throughout North America implement successful telephone selling programs, this book gives you everything you need to turn your ordinary telesales reps into extraordinary telesales reps.
e;In today's hyper-competitive B2B selling environment, it is imperative for salespeople to keep learning, thriving and adapting to the rapid changes around them. This book, from Jim and 26 other specialist contributors delivers true value to your sales efforts. Choose a subject and learn from a real domain specialist. A great concept - absolutely thrilled to be involved."e; Larry Levine - Author of Selling from the Heart This book goes right to the core of B2B sales. Following on from the worldwide success of his first two books, Jim has collaborated with 26 thought leaders and friends to create a unique book. Each contributor adds a single chapter on their experience or expertise, focused on one specific subject. Jim has even included chapters written by those who buy from B2B salespeople, which deliver further great insight."e;My pal Jim has done it again! His first book on B2B Selling won a worldwide award. His second, on B2B leadership, gained critical acclaim. His third book is unique. He delivers more of his great advice on B2B sales. He has then also partnered with 26 others - authors (including me), procurement specialists, coaches and respected friends who each added a chapter, to create something very special. With a grand total of over 740 years experience in these pages, The B2B Sales Top Tips Guidebook will deliver wisdom directly to you!"e; Alison Edgar MBE - Author, Speaker, Entrepreneur"e;The chapters cover a broad range of B2B sales topics, including researching before calling, questioning skills, handling objections, becoming more collaborative, adding value, listening to your customers, leading with integrity, negotiation and many others. There are also chapters on attitude, the psychology of sales and even 'Lazy Pigeons'! These 26 guest chapters are full of advice, experience and wisdom designed to help you succeed. And Jim also adds another 10 chapters, building on the success of his first two books, to further cement and support your learning. "e;In this book, Jim has collaborated with some of the best sales coaches, trainers, mentors, friends and experts to share with you the needed SKILLS + TOOLS + KNOWLEDGE to successfully sell in this new hybrid world. If you are in B2B sales, this book is a must-read!"e; Rick Denley - Your Transformational Growth CoachLook online at the reviews for Jim's first two books - The B2B Selling Guidebook and The B2B Leaders Guidebook. Each has received only 5* reviews and powerful supporting comments from experts, coaches and professional bodies. Imagine having access to world-class skills learning from 27 experienced practitioners. Now imagine what that experience and knowledge could do for you...
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