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Playing Bigger Than You Are
The small or mid-sized business' guide to outselling the big boys Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size. If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors. • Includes proven tactics to help small businesses tackle bigger competitors • Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors • Shows you how to steal market share from bigger vendors with bigger resources Just because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.
Brooks Memorial
None
The New Science of Selling and Persuasion
One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.
Sales Techniques
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today's more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.
WB 1887-1987
None
Perfect Phrases for the Sales Call, Second Edition
THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME DON'T MISS THESE OTHER BOOKS IN THE PERFECT PHRASES SERIES How do you get face time with someone who doesn't accept sales calls? What is the best way to present the value of your offering? How do you handle price objections? Answer: You need to speak the right language. This fully revised second edition of the popular Perfect Phrases for the Sales Call provides an arsenal of persuasive language and word-for-word practice scenarios to help you address any challenge. Learn the most effective language for: Getting past gatekeepers and selling to the decision makers Presenting your product or service in the best light Handling objections, stalling, and other delaying tactics Building trust and cultivating relationships
Sherman's Civil War
The first major modern edition of the wartime correspondence of General William T. Sherman, this volume features more than 400 letters written between the election of Abraham Lincoln in 1860 and the day Sherman bade farewell to his troops in 1865. Together, they trace Sherman's rise from obscurity to become one of the Union's most famous and effective warriors. Arranged chronologically and grouped into chapters that correspond to significant phases in Sherman's life, the letters--many of which have never before been published--reveal Sherman's thoughts on politics, military operations, slavery and emancipation, the South, and daily life in the Union army, as well as his reactions to such important figures as General Ulysses S. Grant and President Lincoln. Lively, frank, opinionated, discerning, and occasionally extremely wrong-headed, these letters mirror the colorful personality and complex mentality of the man who wrote them. They offer the reader an invaluable glimpse of the Civil War as Sherman saw it.
Experience Music Experiment
“Truth happens to an idea.” So wrote William James in 1907; and twenty-four years later John Dewey argued that artistic experience entailed a process of “doing and undergoing.” But what do these ideas have to do with music, or with research conducted in and through music—that is, with “artistic research”? In this collection of essays, fourteen very different authors respond with distinct and challenging perspectives. Some report on their own experiments and experiences; some offer probing analyses of noteworthy practices; some view historical continuities through the lens of pragmatism and artistic experiment. The resulting collection yields new insights into what musicians do, how they experiment, and what they experience—insights that arise not from doctrine, but from diverse voices seeking common ground in and through experimental discourse: artistic research in and of itself.
