Selling Above and Below the Line

Selling Above and Below the Line

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  • Author: William Miller
  • Publisher: AMACOM
  • ISBN: 0814434843
  • Category : Business & Economics
  • Languages : en
  • Pages : 268

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.


Proactive Selling

Proactive Selling

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  • Author: William Miller
  • Publisher: AMACOM Div American Mgmt Assn
  • ISBN: 0814431925
  • Category : Business & Economics
  • Languages : en
  • Pages : 258

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.


Outbounding

Outbounding

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  • Author: William Miller
  • Publisher: HarperCollins Leadership
  • ISBN: 1400219450
  • Category : Business & Economics
  • Languages : en
  • Pages : 336

Sometimes, sales organizations rely too heavily only on inbound lead generation. However, when the inbound leads dry up and marketing efforts stop yielding results, the need for outbound activity becomes more crucial than ever. Many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is following up on inbound leads or just trying to upsell current customers. Conversely, this is the critical time in the life of a business when?organizations with a team trained to sell outbound successfully will rise above the rest.?? Outbound selling can be intimidating even to the most senior rep, yet that same intimidation around cold calling and outbound sales can be transformed into confident success with the right?tools at your disposal. In Outbounding, sales expert William Miller provides sales teams with everything they need to: Have the right tools to outbound and not to just harass Learn how to outbound to the C-Suite as well as the manager level See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills Utilize templates and ideas that really work and can be adapted to one’s own style Outbounding equips sales people with the knowledge, training, and road-tested sales tactics to raise the success rate of their outbound sales, using proven strategies that deliver breakthrough results.


The Psychology of Selling

The Psychology of Selling

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  • Author: Brian Tracy
  • Publisher: Thomas Nelson Inc
  • ISBN: 0785288066
  • Category : Selling
  • Languages : en
  • Pages : 240

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.


Above the Line

Above the Line

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  • Author: Michael Henderson
  • Publisher: John Wiley & Sons
  • ISBN: 0730312518
  • Category : Business & Economics
  • Languages : en
  • Pages : 292

Position your organisation's culture to attain new heights Above the Line: How to Create a Company Culture that Engages Employees, Delights Customers and Delivers Results offers all leaders a handbook for leveraging an organisation's culture to engage staff, increase customer satisfaction and streamline business performance. A groundbreaking work, this book reveals what it takes to achieve optimum results from your organisational culture without employing the use of external consultants. This organic, in-house approach to company culture transformation saves both time and money. Step-by-step, author Michael Henderson illustrates how to create a culture in which employees and leaders delight those outside the company—customers, shareholder, employees' families, suppliers and the board of directors—and anyone else who may benefit from an association with the organisation. The book's proven models and ideas have been tried and tested with a broad range of of high-profile international companies. Expert author, Michael Henderson, a.k.a. The Corporate Anthropologist, has more than 30 years' experience, and a proven track record of working and consulting with organisations to enhance their workplace cultures. Reveals how to create an organisational culture that achieves desired results Puts the cultural transformation process in the hands of the people directly effected Smashes some of the established and costly myths about culture and how to work with culture This important resource is written for leaders, managers and supervisors at all levels and across industries.


Selling to VITO the Very Important Top Officer

Selling to VITO the Very Important Top Officer

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  • Author: Anthony Parinello
  • Publisher: Simon and Schuster
  • ISBN: 1440506698
  • Category : Business & Economics
  • Languages : en
  • Pages : 256

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


Way of the Wolf

Way of the Wolf

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  • Author: Jordan Belfort
  • Publisher: Simon and Schuster
  • ISBN: 1501164295
  • Category : Business & Economics
  • Languages : en
  • Pages : 256

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.


ProActive Sales Management

ProActive Sales Management

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  • Author: William Miller
  • Publisher: Amacom Books
  • ISBN: 9780814414569
  • Category : Business & Economics
  • Languages : en
  • Pages : 240

Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. Packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.


As Above, So Below

As Above, So Below

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  • Author: Rudy Rucker
  • Publisher: Forge Books
  • ISBN: 1429939486
  • Category : Fiction
  • Languages : en
  • Pages : 324

Peter Bruegel's paintings---a peasant wedding in a barn, hunters in the snow, a rollicking street festival, and many others---have long defined our idea of everyday life in sixteenth century Europe. They are classic icons of a time and place in much the same way as Norman Rockwell's depictions of twentieth-century America. We know relatively little about Bruegel, but after years of research, novelist Rudy Rucker has built upon what is known and has created for us the life and world of a true master who never got old. In sixteen chapters, each headed by a reproduction of one of the famous works, Rucker brings Bruegel's painter's progress and his colorful world to vibrant life, doing for Bruegel what the best-selling Girl with a Pearl Earring did for Vermeer. We follow the artist from the winding streets of Antwerp and Brussels to the glowing skies and decaying monuments of Rome and back. He and his friends, the cartographer Ortelius and Williblad Cheroo, an American Indian, are as vivid on the page as the multifarious denizens of Bruegel's unforgettable canvases. Here is a world of conflict, change, and discovery, a world where Carnival battles Lent every day, preserved for us in paint by the engaging genius you will meet in the pages of As Above, So Below. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.


I Killed Zoe Spanos

I Killed Zoe Spanos

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  • Author: Kit Frick
  • Publisher: Simon and Schuster
  • ISBN: 153444971X
  • Category : Juvenile Fiction
  • Languages : en
  • Pages : 416

Working as a nanny in the Hamptons before starting college, Anna learns of her weird connection to a missing girl, but after she confesses to manslaughter a podcast producer helps reveal life-changing truths.