Do you think you’re not selling anything? The truth is, you’re always trying to sell quite a number of ideas, beliefs and goals, aren’t you? Every successful person is good at selling himself or herself - they simply sell their ideas, beliefs and aims better than unsuccessful people do. Showing you how to do that is the business of HOW TO MASTER THE ART OF SELLING
This book reveals how knowing the characteristics and interactions of the five basic “breeds” of people can help anyone improve their business and selling savvy. If different workers have the personality traits of different breeds of dogs then anyone can learn what their natural strengths and weaknesses are in order to achieve the best possible results.
Based on seminars that have helped thousands of sales performers in major corporations.
Based on the largest research project ever undertaken in the field—over 35,000 sales calls over 12 years - S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.
Successful Selling Unlocked (Through) Relationship Marketing is for anyone aspiring to be a salesperson, or desirous of improving their selling skills. It highlights the reasons why selling has changed in the 21st century, and hence the need for a new sales strategy, where the focus is on building a relationship of trust and ‘fellow-feeling’ with customers. Part One briefly reviews the basic steps of the selling process (for the benefit of those embarking on the sales journey for the first time). Part Two develops a strategy in the form of a practical Relationship Marketing plan to help salespeople follow through to a successful outcome. Finally, Part Three (“The Law of Attraction”) touches on some ‘soft skills’ designed to help salespeople develop the art of ‘connecting’ with people. The importance of personal development, as well as having a positive attitude, is given special attention. Throughout the book, real life examples and experiences are used to help the reader make practical application of the principles and strategy discussed. The use of many illustrations (examples, stories, exemplifications) contributes to an appealing and enjoyable development of the subject. Finally, the book clears up the misconception that successful selling is limited to an elite few. It is within the reach of anyone who has the ability to be a friend, which includes virtually everyone. Furthermore, it reveals that selling is fun and exciting!
How to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. Explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage.
Mandino believes that to be a good salesperson, you must believe in yourself and the work you are doing. It is a simple but profound spiritual philosophy about how to succeed in the world’s marketplace, easily understood and easy to take to heart.
Og Mandino explains 10 straightforward principles for achieving personal and professional success.
Detailed guidelines in successful sales proposals and techniques emphasize self-confidence, ethical use of influence, and the tested methods of leading salespeople.