Showing titles in Sales & Selling

Celebrated branding agency founder and influencer Dain Walker delivers an expert roadmap to harnessing your authority, credibility, and skills in your field to create consistent money-making opportunities. In the book, you’ll learn how to get paid for being a known name in your industry through your businesses, products, and services.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

In this new book from the best-selling author of Drive, Dan Pink explores the ways in which we can all improve our sales skills in every area of our lives and identifies the three personal qualities and four essential skills necessary to move people. Relying on science rather than platitudes and analysis instead of exhortation, Dan builds on his own sales experience and on the profiles of some of the world's best salespeople - and makes us look again at our own sales skills.

Author Cyndi Thomason has taken the core concepts of the Profit First methodology, created by Mike Michalowicz, and customized them to address the specific needs of the ecommerce business. Profit First for Ecommerce Sellers addresses the four major struggles and provides clear and actionable guidance on how to overcome them, taking the online seller from simply getting by to becoming permanently profitable.

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers.

In this all-time classic recording, updated by Tom Ziglar to address unique selling challenges in the 21st century, you'll get coached by the master - Zig Ziglar - in what he calls "the proud profession!" Nobody can make a career in selling sound better than Zig Ziglar can. That's because he sincerely believes in his product. When he tells you it's the best career known to man, he really believes it. Once you've experienced this inspiring presentation from Zig Ziglar, you will too!

Although the balance sheet may not even put a value on it, a company's brand or its portfolio of brands is in many cases its most valuable asset, accounting for as much as 70% of a firm's market value in some cases. This book argues that because of this and because of the power of not-for-profit brands like Oxfam, all organisations should make the brand their central organising principle, guiding every action and decision.

All of us are involved in selling every day. Whenever we present a product or a principle, inform a client, or instruct a child, we are engaging in the art of effective persuasion. Allow America's master of the art of selling explain proven, practical sales techniques all of us can use every day.

Sharing strategies and answers from a lifetime of selling, Jeffrey has packed The Little Red Book of Selling with the information you've been searching for. You'll learn a philosophy of success - long term, relationship-driven, and referral-oriented - that has nothing to do with manipulation or other old-world sales tactics, and has everything to do with understanding buying motives and taking ethical, relationship-building actions.

Hollywood producer and pitch master Brant Pinvidic has sold more than 300 TV shows and movies, run a TV network, and helmed one of the largest production companies in the world with smash hits like The Biggest Loser and Bar Rescue. In his nearly 20 years of experience, he’s developed a simple, straightforward system that’s helped hundreds - from Fortune 100 CEOs to PTA presidents - use top-level Hollywood storytelling techniques to simplify their messages and say less to get more. Pinvidic proves that anyone can deliver a great pitch, for any idea, in any situation.

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.

Over twenty years ago at a company convention, Eric Worre had an "aha" moment that changed his life forever. At that event he made the decision to Go Pro and become a Network Marketing expert. Since that time, he has focused on developing the skills to do just that. In doing so, Eric has touched and been touched by hundreds of thousands of people around the world. Now he shares his wisdom in a guide that will ignite your passion for this profession and help you make the decision to Go Pro and create the life of your dreams.

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose.

Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.

Lydia Fenet, Senior Vice President of Christie's and seasoned auctioneer, shares the secrets of success and the strategies behind her revolutionary sales approach to show you how to embrace and channel your own power in any room. Who is the most powerful woman in the room? She's the one who can raise a million dollars in a minute. She's the one who can command the attention of a crowd of any size, from one person to a crowd of 5,000. She's the one who can sell anything to anyone just by asking. She can be you.

When you apply the StoryBrand framework your brand will stand out. Developing that framework to clarify your message and grow your business is about to get a whole lot simpler. . .

World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your product is different and better than anything else on the market.

The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.

Written for those who finds it hard to get sh*t done, this audiobook is designed to have a profound, life-changing effect on anyone who wants to adopt and implement the elements of greater productivity. New York Times best-selling author Jeffrey Gitomer explains why we are so often stymied by procrastination and reveals the strategies to achieve and profit more.