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. 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.
People Buy You: The Real Secret to what Matters Most in Business #ad - But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. What is most important to your success as a sales or business professional? is it education, product knowledge, experience, or brand awareness? Is it the investment in the latest CRM software, service guarantees, product, or business dress? Is it your company's reputation, job title, marketing collateral, territory, in stock ratios, or warehouse location? Is it testimonials, the latest Forbes write up, delivery lead times, management strength, price, business 2.
0 tools, or social media strategy? you could hire a fancy consulting firm, add some bullet points, make the list longer, put it into a PowerPoint presentation, and go through the whole dog and pony show. That's right, it's YOU.
People Follow You: The Real Secret to What Matters Most in LeadershipWiley #ad - Ultimately, trust, people follow people that they like, and believe in. 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.
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. 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 - Become a manager people will follow, and lead your team to greater achievements and measurable gains. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. 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, paychecks, or slogans, people don't work for companies, perks, people work for you.
Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. In people follow you managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex DealWiley #ad - The new psychology of Selling The sales profession is in the midst of a perfect storm. 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. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions.
These top earners are acutely aware that the experience of buying from them is far more important than products, features, prices, and solutions. 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.
Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history.
Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal #ad - You’ll learn: how to answer the 5 most important questions in sales to make it virtually impossible for prospects to say no how to master 7 people principles that will give you the power to influence anyone to do almost anything how to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, shake them out of their comfort zone, direct their attention, conflict, Strategic Selling, and Spin Selling leave off.
Sales eq arms salespeople and sales leaders with the tool.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past NoWiley #ad - Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. 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.
And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals.
Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No #ad - Prospects, companies, territories, industries, products, and sales processes are all different. Inside the pages of objections, and shorten the sales cycle the 5 step process for turning around buying commitment objections and closing the sale rapid negotiation techniques that deliver better terms and higher prices as you dive into these powerful insights, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, and with each new chapter, increase pipeline velocity, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation.
. B2b is different than B2C. There are few one-size-fits-all solutions in sales.
People Love You: The Real Secret to Delivering Legendary Customer ExperiencesWiley #ad - In people love you you’ll learn the real secrets of customer experience including: 7 essential principles of customer engagement 5 Levers for Creating a Legendary Customer Experience The Secret to Bridging the Experience Gap How to Leverage the Pull Strategy to become a Trusted Advisor 2 Most Important Rules for Dealing with Pissed-off Customers In a hypercompetitive, the lifeblood of your business, global marketplace protecting your company’s customer base, must become your number one priority.
What you experience is what you remember. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. Experience has a massive impact on buying decisions. 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.
People Love You: The Real Secret to Delivering Legendary Customer Experiences #ad - When customers have positive emotional experiences, it anchors them to your brand, your product or service, 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.
When they have a negative experience, they tend to vote with their feet and their wallets and head straight to your competitors. In people love you, jeb blount, gives you a powerful playbook for interacting with customers in a way that creates deep, human relationship guru, enduring, visceral connections that withstand relentless economic and competitive assaults.
They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold CallingWiley #ad - 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.
You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
Ditch the failed sales tactics, and crush your numberfanatical Prospecting gives salespeople, entrepreneurs, sales leaders, fill your pipeline, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling #ad - 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. It's time to get off the feast or famine sales roller-coaster for good! By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
The Lost Art of Closing: Winning the Ten Commitments That Drive SalesPortfolio #ad - They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. For instance, not price, you’ll discover how to:· Compete on value, by securing a Commitment to Invest early in the process. Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.
The lost art of closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results. \. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
The lost art of closing will help you win customer commitment at ten essential points along the purchase journey. Ask for a commitment to build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. Always be closing!” —glengarry glen ross, 2017for decades, sales managers, coaches, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, and authors talked about closing as the most essential, most difficult phase of selling.
The Lost Art of Closing: Winning the Ten Commitments That Drive Sales #ad - 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. 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.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.HarperCollins Leadership #ad - And sales Management. A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? can succeeding in sales be as simple as hooking up the latest crm tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed?Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack.
Simplified. 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. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results.
Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. #ad - 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. 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.
The Only Sales Guide You'll Ever NeedPortfolio #ad - He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. And consequently, any salesperson can sell more and better, all the time. Once he realized he'd never become the next mick jagger, 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, the product, while the rest get mediocre results at best? The answer is simple: it’s not about the market, or the competition—it’s all about the seller.
The usa today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony iannarino never set out to become a salesman, speaker, let alone a sales manager, coach, or writer of the most prominent blog about the art and science of great selling.
The Only Sales Guide You'll Ever Need #ad - Over twenty-five years, regardless of industry or organization, 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, 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.
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. Most salespeople work in mature, overcrowded industries, your offerings perceived often unfairly as commodities.
Eat Their Lunch: Winning Customers Away from Your Competition #ad - 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. 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. The first ever playbook for b2b salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.
Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Growth requires taking market share from your competitors, while they try to do the same to you.
Engage!, Revised and Updated: The Complete Guide for Brands and Businesses to Build, Cultivate, and Measure Success in the New WebWiley #ad - Introduces you to the psychology, behavior, and influence of the new social consumer shows how to define and measure the success of your social media campaigns for the short and long term Features an inspiring Foreword by actor Ashton Kutcher, who has more than 5 million followers on Twitter Revised paperback edition brings the book completely up to date to stay ahead of the lightning fast world of social media Today, no business can afford to ignore the social media revolution.
The result is the ability to increase visibility, build communities of loyal brand enthusiasts, and increase profits. Covering everything you need to know about social media marketing and the rise of the new social consumer, Engage! shows you how to create effective strategies based on proven examples and earn buy-in from your marketing teams.
Engage!, Revised and Updated: The Complete Guide for Brands and Businesses to Build, Cultivate, and Measure Success in the New Web #ad - It leads you through the detailed and specific steps required for conceptualizing, implementing, managing, and measuring a social media program. The ultimate guide to branding and building your business in the era of the Social Web—revised and updated with a Foreword by Ashton Kutcher Engage! thoroughly examines the social media landscape and how to effectively use social media to succeed in business—one network and one tool at a time.
If you're not using social media to reach out to your customers and the people who influence them, who is? Even better, you'll learn how to measure success and ROI.