Author: Anthony Parinello Publisher: Simon and Schuster ISBN: 1440506698 Category : Business & Economics Languages : en Pages : 256
Book Description
There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Author: Anthony Parinello Publisher: John Wiley & Sons ISBN: 1118040228 Category : Business & Economics Languages : en Pages : 274
Book Description
The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to: * Find and pre-qualify the real VITO * Establish real value in VITO's eyes * Cut to the chase with seven different correspondence modalities * Disarm every first-call objection a salesperson may encounter * Deliver the show-stopper "elevator" pitch for every industry * One-on-one coaching from Parinello's own professional coach! Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."
Author: Tom Hopkins Publisher: Business Plus ISBN: 1455550582 Category : Business & Economics Languages : en Pages : 221
Book Description
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.
Author: David Mattson Publisher: Greenleaf Book Group ISBN: 097860783X Category : Business & Economics Languages : en Pages : 218
Book Description
VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.
Author: Bob Seelert Publisher: John Wiley & Sons ISBN: 0470480408 Category : Business & Economics Languages : en Pages : 168
Book Description
"Seelert's stories and wisdom demonstrate that the principles and practices leading to winning results in sports are highly transferable to the building of brands, businesses, and organizations. This book tells you how." —Jack Twyman, NBA Hall of Fame player, former ABC Game of the Week announcer, and former Chairman and CEO, Super Food Services Inc. "Seelert's comprehensive revelation of his leadership wisdom is priceless—especially the management of culture through innovative communications, fueled by rock-solid personal spirit and style. Read and succeed . . . it's that actionable. Bob's the real leadership deal." —John W. Luther, President, Luther & Company, Strategic Growth Consulting "I've never been at my best when working for a boss in the traditional sense . . . Authority is not my favorite cultural tool. I am at my best (maybe like you) when I have a coach and mentor. Bob Seelert has played that role for over a decade, providing me with counsel, guidance, perspective, and unconditional love and support. Oh yes, and wisdom. Lots of it! You'll find out what I mean when you read this book." —Kevin Roberts, CEO Worldwide, Saatchi & Saatchi "Bob Seelert entered Saatchi & Saatchi in early 1995 when the company was in flux and extremely unstable. In a few short years, he not only stabilized the business, he grew it into an even greater advertising powerhouse than it once was. If anyone is qualified to write about business turnarounds, it's Seelert!" —David Herro, Chief Investment Officer-International, Harris Associates LP "Spencer Stuart placed Bob Seelert into leadership positions at Kayser-Roth and Saatchi & Saatchi at times when success seemed impossible, but failure was not an acceptable option. In both situations, he achieved highly successful turnarounds, and his stories tell you why." —Thomas Neff, Chairman, Spencer Stuart USA "Bob Seelert and I worked together for twenty years, and I saw firsthand how the wisdom in this book enabled him to build businesses and organizations. For MBA students and other aspiring business leaders, this book will become their well-thumbed how-to guide for constructing a successful career." —Erv Shames, Lecturer, University of Virginia Darden Graduate School of Business andformer President and CEO, General Foods USA and Borden, Inc.
Author: William Miller Publisher: AMACOM Div American Mgmt Assn ISBN: 0814431925 Category : Business & Economics Languages : en Pages : 258
Book Description
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.
Author: Rick Brandon Publisher: Simon and Schuster ISBN: 0743262549 Category : Business & Economics Languages : en Pages : 328
Book Description
Discusses how to eliminate unethical behavior at the workplace, demonstrating how to master corporate politics ethically through an understanding of political styles and an application of strategies in such areas as networking and idea promotion.
Author: William F. Walsh Publisher: Taylor & Francis ISBN: 1351244418 Category : Social Science Languages : en Pages : 411
Book Description
William Walsh and Gennaro Vito have adapted the strategic management process to the police organizational world in this innovative new text, Police Leadership and Administration: A 21st-Century Approach. Focusing principally on the police executive, this book covers pioneering management techniques for leaders facing the challenges of today’s complex environment, providing the police practitioner instruction in planning, setting direction, developing strategy, assessing internal and external environments, creating learning organizations, and managing and evaluating the change process. It also tackles how to handle the political, economic, social, and technical considerations that differ from one community to the next. Police Leadership and Administration trains individuals to search for solutions, rather than relying on old formulas and scientific management principles. It shows how to tailor responses to the unique problems and issues that professionals are likely to face in the field of law enforcement, providing a foundation with which to adapt to an ever-changing criminal justice climate. This book is essential for forward-thinking police leadership courses in colleges and professional training programs.
Author: Siva Vaidhyanathan Publisher: Univ of California Press ISBN: 0520952456 Category : Social Science Languages : en Pages : 281
Book Description
In the beginning, the World Wide Web was exciting and open to the point of anarchy, a vast and intimidating repository of unindexed confusion. Into this creative chaos came Google with its dazzling mission—"To organize the world’s information and make it universally accessible"—and its much-quoted motto, "Don’t be evil." In this provocative book, Siva Vaidhyanathan examines the ways we have used and embraced Google—and the growing resistance to its expansion across the globe. He exposes the dark side of our Google fantasies, raising red flags about issues of intellectual property and the much-touted Google Book Search. He assesses Google’s global impact, particularly in China, and explains the insidious effect of Googlization on the way we think. Finally, Vaidhyanathan proposes the construction of an Internet ecosystem designed to benefit the whole world and keep one brilliant and powerful company from falling into the "evil" it pledged to avoid.
Proudly powered by WordPress |
Theme: Rits Blog by Crimson Themes.
Author: Anthony Parinello
Author: Anthony Parinello
Author: Tom Hopkins
Author: David Mattson
Author: Bob Seelert
Author: William Miller
Author: Rick Brandon
Author: David Mattson
Author: William F. Walsh
Author: Siva Vaidhyanathan