When Buyers Say No
By Tom Hopkins, Ben Katt
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 led 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 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.
By Jill Geisler
When Jill Geisler was appointed to news director of her local station at the age of 27, her senior managerial experience was limited to a high school job at a candy shop. Thirty years later, she is one of the leading consultants for managers across the country. WORK HAPPY shares what she's learned over the years, specifically, what makes good bosses great.Oftentimes, managers find themselves in the same position as Geisler did 30 years ago; they were good performers, so they were tapped to lead a team. But what made them good at their craft isn't guaranteed to make them good at helping others excel. They have managerial skill gaps, big ones, and their mistakes can hurt employees, businesses and their own careers. In WORK HAPPY, Geisler specifically addresses these skill gaps and provides managers with practical and precise research-based tools they can put to use immediately. The book is divided into three sections: What Great Bosses Know and Do; How Great Bosses Grow Great Employees; and How Great Bosses Build Great Places to Work. The chapters in each section address the various challenges that managers face in the work place and specific advice for conquering them. Chapters include:· What Employees Never Forget-and Never Forgive· Manage Yourself So You Can Lead Others· Tough Times, Tough Love; Handling Problem People and Tricky Situations· Why It Pays to be a Coach· How to Make Collaboration a Way of Life· Would Your Best People Tell Their Best Friends to Work Here?Along with the advice in each chapter, Geisler also includes quotes from real employees about great bosses and what they do so well, warnings about misapplying the book's advice, and quizzes and self-assessment tools for manager's to self-diagnose their strengths and weaknesses.In WORK HAPPY, Jill Geisler teaches managers to commiserate with challenges, laugh at absurdities and celebrate success.
What Clients Love
By Harry Beckwith
In WHAT CLIENTS LOVE, Harry Beckwith discusses effective business tactics with the practical, down-to-earth style that has made him a best-selling author and trusted marketing expert. He explains the sheer simplicity of a marketing plan - how to find your company's position, how to define a brand and how to manage that brand so it has its full and overwhelming impact. With sections such as 'Thinking and Planning', 'Communicating' and 'Serving The Client', Beckwith shows how effective marketeers need to be brief, succinct and 'cut to the close'.WHAT CLIENTS LOVE also reveals the very nature of a service and why the phrase 'pushing the product' itself begins to suggest why this more aggressive approach fails, since you cannot 'push' a relationship, as people know from their failed attempts to do so in non-business situations.
Walking With Tigers
By Frank Furness
Frank Furness is recognised as one of the world's top motivators, speakers and trainers, helping salespeople, marketers, managers and executives at companies in over 40 countries. In Walking with Tigers, Furness shares valuable lessons he has learned from his decade of observing and working with leaders in large and small businesses, and offers unique insights into what it takes to succeed, both in business and in life. Collecting stories from achievers of all levels and from all over the world, Walking with Tigers explores the key characteristics associated with top performance. Issues of persistence, integrity, confidence, focus, discipline, organisation and more are illuminated through Frank's own experience, as well as tales from those he has worked with. His book will help you plan your own road to success - and, more importantly, achieve dramatic results. Improved sales, higher productivity, bigger profits, a greater sense of fulfilment - Walking with Tigers will show you how all of it is within your grasp.