Life In The USA -
Stylegourmet -
Linguix
Smokefreekids -
Susie Essman
High
Probability Selling: Re-Invents the Selling Process: Jacques Werth, Nicholas RubenSUCCESS Magazine said it's "Astonishing and Convincing." High Probability Selling shows you how to find and make appointments with the High Probability Prospects who want the benefits of your products and services. It shows you how to deal with them from a position of Mutual Trust and Respect. It teaches you how to quickly arrive at Mutual Agreements and Commitments. It teaches you how to stop wasting time and resources on Low Probability Prospects. It shows you how to get the aggravation and frustration out of your selling activities and to really enjoy it - all of it.
Selling Online for Dummies: Leslie
Heeter Lundquist
Lundquist guides the online entrepreneur-to-be through the maze of developing an effective store. She breaks the basic knowledge into six sections that discuss the thinking that should go into a sales site design; the technical matters of selecting hardware and software and maintaining the site; how to develop selling content; how to make a site strong through sound advertising practices (no spam advised here), database use, and customer service; the tricky area of accepting payment online; and the safe areas of Internet commerce law (an especially valuable chapter). Lundquist finishes with the customary Dummies series "Parts of Tens," three lists of top-10 tips to maximize chances of success. An enclosed CD-ROM contains software useful in constructing an interesting online store.
If You're Not Out
Selling You're Being Outsold: Michael St. Lawrence, Steve Johnson
Virtually everyone in business today must be adept at sales, whether they're hawking products or services to outside customers or peddling ideas to those within their own firms. Consultants and sales trainers Michael St. Lawrence and Steve Johnson have developed a seven-point program, "Outsell," that identifies and defines the specific practices which set a successful sales professional apart from the pack. In If You're Not Out Selling, You're Being Outsold, they outline these essential traits and explain how readers in different fields can use them to achieve their individual goals.
America's #1 corporate sales trainer brings his proven techniques to audio. In this straightforward program, Schiffman provides sound advice for cold calling. A must-own program for every salesperson. Stephan Schiffman actually sounds like someone who makes cold calls, not just a sales trainer. This stuff is real world and can be put to use. Probably the only tape on the subject that addresses what cold calling is really all about, getting appointments. I listened to this tape three times the first day I received it, and I am going to use it as a training tape. Truly revolutionary!
The sales floor is rarely associated with spiritual values, much less with integrity. Nonetheless, entrepreneur and sales trainer Sharon Drew Morgen believes it is entirely possible for sellers and buyers to experience both--while still meeting their individual mercantile needs. In Selling With Integrity: Reinventing Sales Through Collaboration, Respect, and Serving, she persuasively outlines a revolutionary "Buying Facilitation" approach that remakes a traditional adversarial relationship into one marked by genuine collaboration and honest consideration.
High-Impact Sales Force Automation: A Strategic Perspective: Glen S.
Petersen
Sales Force Automation consists of providing personal computers and specialized software to field sales people and networking them together. Applications include use of the Internet, and the field represents one of the fastest-growing areas within corporate systems development. The capabilities are tightly linked to competitive advantage and are becoming a top priority in corporate America.
Why do 60% to 75% of sales automation implementations fail? Why do sales automation software sellers want you to mistake sales automation for software? This highly accessible, deliciously irreverent book describes the insanity of making the same sales automation mistakes over and over again, always expecting a different outcome. But lest you think Survival Guide is more critical than constructive, the book does much more than mock the pretense of some software sellers and the passivity of senior management. It presents a road map to successful sales automation-from establishing the requisite corporate context to software evaluation methods to detailed process charts that take you step-by-step through field-tested implementation procedures. You'll probably never read a funnier business book, especially one where every word is dead serious. Written in plain English and "must reading" for anyone at any level involved in implementing sales automation.
Teleselling Techniques
That Close the Sale: Flyn L. Penoyer
Only practice makes perfect -- especially when it comes to selling products and services on the telephone. But very few people working in the fast-growing field of telesales understand what they should be practicing. The fact is that there Is a unique set of techniques and methods that work best on the phone, and Teleselling Techniques That Close the Sale is the first book to clearly and completely outline the rules of the game. Based on the author's vast experience in telesales, the book explores the differences between in-person and on-phone selling. And it supplies practical guidelines for using the six ingredients of a successful sales call:
Getting Through: Cold Calling Techniques to Get Your Foot in the
Door/Audio Cassette: Stephan Schiffman
Selling With Integrity: Reinventing Sales Through Collaboration,
Respect and Serving: Sharon Drew Morgen
The Sales Automation Survival Guide: Everything You
Need to Know, Before You Need to Know It: Dick Lee