You'll discover: three relationship myths that are holding you back five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion.
People Buy You: The Real Secret to what Matters Most in Business #ad - The ultimate guide to relationships, influence and persuasion in 21st century business. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.
Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. John Wiley Sons. That's right, it's YOU.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealWiley #ad - These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.
. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. Buyers have more power―more information, more at stake, and more control over the sales process―than any time in history. Sales eq arms salespeople and sales leaders with the tool Wiley. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level.
Jeb blount makes a compelling case that sales specific emotional intelligence Sales EQ is more essential to success than education, skills, experience, industry awareness, or raw IQ; and, product knowledge, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal #ad - Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge, ” “help, ” “teach, ” give “insight, ” or sell “value.
And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. In sales eq, jeb blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past NoWiley #ad - There is little black and white in the sales profession. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Complex sales are different from one-call closes. And, with this new-found confidence, your success and income will soar. Wiley. Every salesperson must endure many NOs in order to get to YES.
Objections don’t care or consider: who you are what you sell how you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. There are few one-size-fits-all solutions in sales.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No #ad - . B2b is different than B2C. There is democracy in objections. Instead, in control, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, and skeptical buyers. Context matters. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind.
Prospects, industries, products, companies, territories, and sales processes are all different. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.
People Follow You: The Real Secret to What Matters Most in LeadershipWiley #ad - Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. Become a manager people will follow, and lead your team to greater achievements and measurable gains.
Wiley. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Practical lessons help managers employ winning interpersonal skills to move others to take action.
People Follow You: The Real Secret to What Matters Most in Leadership #ad - Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. Relevant to middle and high level managers, People Follow You provides a foundation for managing people.
In people follow you managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. The power of authority discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times When all else is stripped away, or slogans, paychecks, perks, people don't work for companies, people work for you.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold CallingWiley #ad - By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. This book reveals the secrets, techniques, and tips of top earners.
Wiley. You’ll learn: why the 30-day rule is critical for keeping the pipeline full why understanding the law of replacement is the key to avoiding sales slumps how to leverage the law of familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling #ad - In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. Ditch the failed sales tactics, and crush your numberfanatical Prospecting gives salespeople, fill your pipeline, and executives a practical, sales leaders, entrepreneurs, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. You’ll gain the power to blow through resistance and objections, start more sales conversations, gain more appointments, and close more sales.
It's time to get off the feast or famine sales roller-coaster for good! Wiley.
People Love You: The Real Secret to Delivering Legendary Customer ExperiencesWiley #ad - Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When customers have positive emotional experiences, your product or service, it anchors them to your brand, and ultimately to you. In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering.
Wiley. They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries. Experience has a massive impact on buying decisions.
People Love You: The Real Secret to Delivering Legendary Customer Experiences #ad - What you experience is what you remember. Wiley. In people love you, jeb blount, human relationship guru, enduring, gives you a powerful playbook for interacting with customers in a way that creates deep, visceral connections that withstand relentless economic and competitive assaults. Wiley. The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals—the people most connected to customers—who are on the frontlines of customer experience.
When they have a negative experience, they tend to vote with their feet and their wallets and head straight to your competitors.
The Lost Art of Closing: Winning the Ten Commitments That Drive SalesPortfolio #ad - It sounded great in theory, but the results were often mixed or poor. Anthony iannarino has a different approach geared to the new technological and social realities of our time. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples.
Wiley. Ask for a commitment to build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. The lost art of closing will help you win customer commitment at ten essential points along the purchase journey. For instance, not price, you’ll discover how to:· Compete on value, by securing a Commitment to Invest early in the process.
The Lost Art of Closing: Winning the Ten Commitments That Drive Sales #ad - That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. In the lost art of closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close.
. Portfolio. Always be closing!” —glengarry glen ross, coaches, and authors talked about closing as the most essential, 1992 “Never Be Closing!” —a sales book title, sales managers, 2014 “?????” —salespeople everywhere, 2017For decades, most difficult phase of selling. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling.
But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether.
Eat Their Lunch: Winning Customers Away from Your CompetitionPortfolio #ad - Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: • ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. Understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.
Developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch.
Eat Their Lunch: Winning Customers Away from Your Competition #ad - You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Growth requires taking market share from your competitors, while they try to do the same to you.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.HarperCollins Leadership #ad - Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible. Simplified. Brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe.
Wiley. Here’s the truth: many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team.
What has worked exceedingly well in sales and sales management for the past couple of decades is still the not so secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike weinberg, bestselling author of New Sales.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. #ad - And sales Management. Yet, it seems that the more of these new miracle solutions you adopt, ironically, the harder it is to get results. In sales truth, mike weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales.
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business DevelopmentAMACOM #ad - New sales simplified The Essential Handbook for Prospecting and New Business Development. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business. Simplified. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, voicemail, customer-focused “sales story”; perfect the proactive telephone call to get face-to-face with more prospects; use email, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development #ad - Landing on hubspot’s top 20 Sales Books of All Time, New Sales. Wiley. Portfolio. Simplified. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. Is about overcoming--and even preventing--buyers’ anti-salesperson reflex by establishing trust.
Offers a proven formula for prospecting, developing, and closing deals. Packed with examples and anecdotes, New Sales. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts.
The Only Sales Guide You'll Ever NeedPortfolio #ad - Wiley. Portfolio. Portfolio. Wiley. Over twenty-five years, share: a mind-set of powerful beliefs and a skill-set of key actions, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, including.
. Self-discipline: How to keep your commitments to yourself and others. Accountability: How to own the outcomes you sell. Competitiveness: How to embrace competition rather than let it intimidate you. Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. Storytelling: how to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
The Only Sales Guide You'll Ever Need #ad - Diagnosing: how to look below the surface to figure out someone else's real challenges and needs. Once you learn iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, this is the book you'll turn to again and again for proven wisdom, or individual consumers, strategies, small companies, and tips that really work.
Wiley. Once he realized he'd never become the next mick jagger, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, or the competition—it’s all about the seller.
Anthony iannarino never set out to become a salesman, speaker, coach, let alone a sales manager, or writer of the most prominent blog about the art and science of great selling.