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Solution Selling: Creating Buyers in Difficult Selling Markets
In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
CustomerCentric Selling
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and ...
What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story
Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another h...
CustomerCentric Selling, Second Edition
The Web has changed the game for your customers— and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience. Your business and its people need to be “CustomerCentric”—willing and able to identify and serve customers’ needs in a world where competition waits just a mouse-click away. Traditional wisdom has long held that selling means convincing and persuading buyers. But today’s buyers no longer want or need to be sold in traditional ways. CustomerCentric Sellin...
Bosworth
“An intriguing addition to the history of Bosworth battlefield, clearly based on painstaking research and beautifully illustrated throughout.” —Leicestershire Historian The Wars of the Roses came to a bloody climax at the Battle of Bosworth on August 22 1485. In a few hours, on a stretch of otherwise unremarkable fields in Leicestershire, Richard III, Henry Tudor and their Yorkist and Lancastrian supporters clashed. This decisive moment in English history ought to be clearly recorded and understood, yet controversy has confused our understanding of where and how the battle was fought. That is why Richard Mackinder’s highly illustrated and personal account of the search for evidence o...
Bosworth
Richard III and Henry Tudor's legendary battle: one that changed the course of English history. On the morning of 22 August 1485, in fields several miles from Bosworth, two armies faced each other, ready for battle. The might of Richard III's army was pitted against the inferior forces of the upstart pretender to the crown, Henry Tudor, a 28-year-old Welshman who had just arrived back on British soil after 14 years in exile. Yet this was to be a fight to the death - only one man could survive; only one could claim the throne. It would become one of the most legendary battles in English history: the only successful invasion since Hastings, it was the last time a king died on the battlefield. ...
The Source of Life and Other Stories
Post-divorce dating is one more cause for celebration (or a quick call in to the police) in Beth Bosworth's revelatory new book, The Source of Life and Other Stories. The spine of this collection is a series of linked stories about Ruth Stein, a Brooklyn author whose first book has exposed her father's abuses; while the voice here, speaking across a lifetime, ranges from bittersweet to humorous to lethal. In other stories Bosworth's narrators—a mother left to care for her son's suicidal dog, an editor haunted by a dog-eared manuscript—seem to grab hold of the reins and run off with their fates. Meanwhile Bosworth explores the extended family, the bonds of friendship, an apocalyptic Vermont, the rank yet redeemable Gowanus Canal; also rites of passage, race relations, divorce, middle-aged romance, dementia, funerals, alcoholism, and the Jewish religion. Reality is just another stumbling block for Bosworth's characters, who might help themselves but don't always choose to. There are leaps of faith here, nonetheless, as the collection dispenses a kind of narrative psychotropic for survival and redemption, with a chaser of humor mixed in.
Seven Stories Every Salesperson Must Tell
How do the best salespeople connect, influence and persuade? With stories. 'Seven Stories Every Salesperson Must Tell' takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible. Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling -- from first hello to signed contract. You'll learn stories to help you: Establish rapport and trust Present challenging insights Differentiate your solution Share your company values Unstick negotiation stand-offs Create better business outcomes. This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.
Bosworth 1485
On August 22, 1485, at Bosworth Field, Richard III fell, the Wars of the Roses ended, and the Tudor dynasty began. The clash is so significant because it marks the break between medieval and modern; yet how much do we really know about this historical landmark? Michael Jones uses archival discoveries to show that Richard III's defeat was by no means inevitable and was achieved only through extraordinary chance. He relocates the battle away from the site recognized for more than 500 years. With startling detail of Henry Tudor's reliance on French mercenaries, plus a new account of the battle itself, the author turns Shakespeare on its head, painting an entirely fresh picture of the dramatic life and death of Richard III, England's most infamous monarch.
Solution Selling (Pb)
``Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''Jeffrey M. Fisher, Vice President, Symix Computer Systems.
