You can go after the job you want—and get it!You can take the job you have—and improve it!You can take any situation—and make it work for you!Dale Carnegie’s rock-solid, time-tested advice has carried countless people up the ladder of success in their business and personal lives. One of the most groundbreaking and timeless bestsellers of all time, How to Win Friends & Influence People will teach you:-Six ways to make people like you-Twelve ways to win people to your way of thinking-Nine ways to change people without arousing resentmentAnd much more! Achieve your maximum potential—a must-read for the twenty-first century with more than 15 million copies sold!

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business SuccessBlending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to:- Engage buyers’ emotions to increase their receptiveness to you and your ideas- Ask questions that line up with how the brain discloses information- Lock in the incremental commitments that lead to a sale- Create positive influence and reduce the sway of competitors- Discover the underlying causes of objections and neutralize them- Guide buyers through the necessary mental steps to make purchasing decisionsPacked with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others.**Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day.In my entire career, I'd never faced a sales problem of this magnitude."Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away.Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success.In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to:• Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media.• Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers.• Optimize your sales processes to eliminate redundancies and wasted time.• Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game.Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

Joe Girard, "the world's greatest salesman," shares the system of salesmanship that has made him a renowned success in his field."Salesmen are made, not born. If I did it, you can do it."-- Joe GirardIn his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:TURN ONE SALE INTO 250 MORECREATE A WINNING GAME PLAN FROM LOSING SALESKNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYERMOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALESELL AT A LOSS AND MAKE A FURTUNE

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 human being.”―Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”―Gerhard Gschwandtner, publisher of Selling Power“This book breaks the paradigm. It really works miracles!”―David R. Hibbard, President, Dialexis Inc™“What Great Salespeople Do humanizes the sales process.”―Kevin Popovic, founder, Ideahaus®“Mike and Ben have translated what therapists have known for years into a business solution―utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”―Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLCAbout the Book:This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework―helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyersBreakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold!In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability.Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.

About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one of a kind method to raise more than $400 million and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.According to Klaff, creating and presenting a great pitch isn't an art it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:Setting the FrameTelling the StoryRevealing the IntrigueOffering the PrizeNailing the HookpointGetting a DecisionOne truly great pitch can improve your career, make you a lot of money and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience and you'll have more funding and support than you ever thought possible.

Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms.Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance.Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed.In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targetsBlending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed.Managing sales doesn't have to be complicated, and the solution starts with you!

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads and Happier BuyersGap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations―whether in the boardroom or at home.** A Wall Street Journal Bestseller **After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles―counterintuitive tactics and strategies―you too can use to become more persuasive in both your professional and personal life.Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

This is my fourth book on the auto industry, and I have written it because this business is complicated, sophisticated, and ever-changing. Automotive retail is changing slowly, and one of the main reasons for that are the franchise laws. I want to urge you to operate as though franchise laws don't exist to protect you. Carvana is not going anywhere and neither is Amazon. At some point they will join forces. Also, OEM's such as Tesla, Rivian, and many more are going to go directly to the consumer, bypassing the dealer network altogether. At the end of the day, awesome customer service, whether in sales, service, or parts, will keep your customers coming back for more. Poor service and a cumbersome sales experience will drive them elsewhere-Carvana, CarMax, Tesla, Jiffy Lube, Firestone, Good Year, Valvoline, NAPA Parts, Pep Boys, etc.COVID-19 is already having a profound effect on consumer behavior and the way in which we buy and service cars. I predict that there will be two types of dealers after this pandemic abates-the first will change their business operations, adopting frictionless digital and showroom retail; the second will hope that things go back to normal and that nothing needs to change. Unfortunately, the second type of dealer will be out of business. It is ultimately your choice whether to accept change. Consumers will continue to purchase cars. The only question is: Will they will be buying from you?

BRAND NEW, Exactly same ISBN as listed, Please double check ISBN carefully before ordering.

Think and Grow Rich - Over 80 Million Copies SoldThis edition of Napoleon Hill's Classic Think and Grow Rich is a reproduction of Napoleon Hill's personal copy of the first edition, the ONLY original version recommended by The Napoleon Hill Foundation, originally printed in March of 1937.The most famous of all teachers of success spent a fortune and the better part of a lifetime of effort to produce the Law of Success philosophy that forms the basis of his books and that is so powerfully summarized and explained for the general public in this book.In Think and Grow Rich, Hill draws on stories of Andrew Carnegie, Thomas Edison, Henry Ford, and other millionaires of his generation to illustrate his principles. This book will teach you the secrets that could bring you a fortune. It will show you not only what to do but how to do it. Once you learn and apply the simple, basic techniques revealed here, you will have mastered the secret of true and lasting success.Money and material things are essential for freedom of body and mind, but there are some who will feel that the greatest of all riches can be evaluated only in terms of lasting friendships, loving family relationships, understanding between business associates, and introspective harmony which brings one true peace of mind! All who read, understand, and apply this philosophy will be better prepared to attract and enjoy these spiritual values.BE PREPARED! When you expose yourself to the influence of this philosophy, you may experience a CHANGED LIFE which can help you negotiate your way through life with harmony and understanding and prepare you for the accumulation of abundant material riches.

Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence.Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters.In Emotional Intelligence for Sales Success, you’ll learn: how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts which EI skills are most common among top sales producers, and much more.Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships.Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

The latest groundbreaking tome from Tim Ferriss, the #1 New York Times best-selling author of The 4-Hour Workweek.From the author:“For the last two years, I’ve interviewed more than 200 world-class performers for my podcast, The Tim Ferriss Show. The guests range from super celebs (Jamie Foxx, Arnold Schwarzenegger, etc.) and athletes (icons of powerlifting, gymnastics, surfing, etc.) to legendary Special Operations commanders and black-market biochemists. For most of my guests, it’s the first time they’ve agreed to a two-to-three-hour interview. This unusual depth has helped make The Tim Ferriss Show the first business/interview podcast to pass 100 million downloads.“This book contains the distilled tools, tactics, and ‘inside baseball’ you won’t find anywhere else. It also includes new tips from past guests, and life lessons from new ‘guests’ you haven’t met.“What makes the show different is a relentless focus on actionable details. This is reflected in the questions. For example: What do these people do in the first sixty minutes of each morning? What do their workout routines look like, and why? What books have they gifted most to other people? What are the biggest wastes of time for novices in their field? What supplements do they take on a daily basis?“I don’t view myself as an interviewer. I view myself as an experimenter. If I can’t test something and replicate results in the messy reality of everyday life, I’m not interested.“Everything within these pages has been vetted, explored, and applied to my own life in some fashion. I’ve used dozens of the tactics and philosophies in high-stakes negotiations, high-risk environments, or large business dealings. The lessons have made me millions of dollars and saved me years of wasted effort and frustration.“I created this book, my ultimate notebook of high-leverage tools, for myself. It’s changed my life, and I hope the same for you.”

Salespeople hate to read. That's why The Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.

This book is the pocket guide I wish I had when I first became a general manager of a Mitsubishi dealership in New York. Honestly, I am not the brightest star in the sky and made every mistake anyone could've possibly made. Unfortunately, I see dealer principals/general managers/general sales managers making the same mistakes today. The only difference is the time and consequences of these mistakes. I got my first GM gig in 2004. That was in the beginning days of the Internet, before millennials joined the workforce, and way before any viable disrupters entered the market space. It was a lot easier to get away with mistakes then. I don't think you could get away with making the same mistakes now. The stakes are too high. Automotive retail profit margins are tiny. According to the National Automobile Dealers Association (NADA), automotive net profit margin as of March 31, 2019 was merely 1.38 percent. As a result, every misstep makes it harder to stay in business.The car business desperately needs better leadership skills, understanding of social media, inventory management, fixed operations, and so much more. There is no educational barrier to the entry into car business, and there are only a handful of universities offering a major in car dealership general management, such as Liberty and Keiser. On top of that, only a tiny percentage of dealer principals and general managers attend the National Automobile Dealer Association University. That means that a vast majority of general managers receive training on the job, even if we took business-related classes in college. The auto business is a different animal. General information will only carry you so far. That is exactly why general managers make the same mistakes year after year. My goal is to break this vicious cycle and provide as much information as possible to ensure that automotive retail survives the disruptions we are witnessing today. We need to be ready for the next generation of car buyers, people who are more computer savvy and not afraid to search for better deals. According to surveys, 80 percent of millennials plan to buy a vehicle in the next five years. In fact, millennials worldwide will buy about 40 percent of all vehicles in the next decade. At the same time, they spend an average of 17 hours on line before going to a dealership.Are you ready for them?

You know your product is awesome—but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, will enlighten you.Her new book, Obviously Awesome, shows you how to find your product’s “secret sauce”—and then sell that sauce to those who crave it. Having spent years as a startup executive (with 16 product launches under her belt) and a consultant (who’s worked on dozens more), Dunford speaks with authority about breaking through the noise of a crowded market.Punctuated with witty anecdotes and compelling case studies, Dunford’s book is at once entertaining and illuminating. Among the invaluable lessons you’ll learn are:- The Five Components of Effective Positioning- How to instantly connect an audience to your offering’s value- How to choose the best market for your products- How to use three distinct styles of positioning to your advantage- How to leverage market trends to help buyers understand why making a purchase is important right nowWhether you’re an entrepreneur, marketer or salesperson struggling to bring inventive products to market, Dunford’s insights will help you find your awesome, so that your customers can too.

Does Selling 100 Cars a Month Sound Impossible?\nI Thought So, Too . . .Until I did it!\nNo one can sell 100 cars a month. Can they? Well, yes, they can. And you can, too. All you need are two things. You need to believe it’s possible. And you need to decide you want to do it. Once you have those two pieces of the puzzle firmly in place, your brain will start seeking out ways to make it happen. You’ll start thinking in new ways. You’ll approach your job differently.\nYou don’t sell cars? That’s okay. It doesn’t matter whether you sell trucks, boats, RVs, motorcycles, or houses. Heck, this even works if you’re selling insurance or appliances. It’s a different approach that blows the doors off the traditional sales techniques.\nThis book is all about getting to the next level.\nWhatever that is for you at the moment. You might not get to 100. You might not even care to get to 100. Maybe 45 would rock your world. The number itself doesn’t matter. What matters is continually raising your awareness of what’s possible. And challenging yourself to get to that next milestone.\\nEverything in life is impossible, until it’s done . . . Then it’s inevitable.

Automotive retail is at crossroads--either it gets better or becomes extinct. Consumers are dissatisfied with the sales process in brick and mortar dealerships and that is the driving force behind the rise of Carvana and other industry disrupters. However, it is not too late to fix the way car dealerships operate and improve their reputation. Car Business 101 highlights irrational and counterproductive behavior that car dealers engage in on a daily basis. If you own or work in a car dealership it will be easy to recognize insanity that goes on in Sales, F&I, BDC, HR, and Parts & Service departments. This book offers a fresh perspective and plenty of practical solutions that should be implemented as soon as possible. It is informative and entertaining at the same time. It is a must read for dealer principals, dealership employees, and vendors that service car dealers.

"This Book Will Help You Close More Deals, Advance Your Career and Build Your Income."JEB BLOUNT - Bestselling Author of Fanatical Prospecting and People Buy YouThere are 4 distinct steps to every business transaction employed by all successful salespeople - and it's the understanding and execution of those 4 steps that separates the elite from the rest of the pack.Why do we all find it so difficult to recall more than one or two occasions when we felt that we were treated exceptionally by the salesperson who dealt with us?Is it that the majority of those salespeople knew the four steps but chose not to make use of them? Or maybe common (sales) sense isn't quite as common as many people like to pretend it is.If that's the case, then it's probably time for this information to be broken down, simplified and re-explained - so that it can be implemented effectively by all those who find themselves at the frontline.If you want genuine sales and business success that (as an added bonus) leads to satisfied customers who would happily recommend you and then come back for more - then you really need to read this book

The nation’s #1 real estate broker and charismatic costar of Bravo’s Million Dollar Listing New York shares his secrets on how to be successful.In the ten years since moving from Sweden to New York City, with no experience in real estate and no contacts, Fredrik Eklund has transformed himself into the best seller in the most competitive real estate market on the planet. In The Sell, Eklund leverages his years of experience to create the go-to manual for self-promotion and sales. At the core of the book are chapters tied to Eklund’s 10-step program for “selling anything to everyone,” and he shares his secrets on everything from personal authenticity and looking your very best to crafting the perfect sales pitch, negotiating with savvy, and closing deals promptly and efficiently . . . lest they slip away.Whether you’re just starting a job as a sales rep at Verizon, navigating your career as an executive or entrepreneur, or hitting your stride closing big transactions as a banker at Goldman Sachs, The Sell will show you how to improve your game and radically increase the money you’re bringing home. The Sell is a vital resource for anyone who wants to have an impact in his or her personal and professional life, with a razor-sharp focus on selling: selling yourself—or your brand—no matter your background.

MEDDICC is taking the Enterprise Sales, SaaS, and B2B Sales worlds by storm. MEDDICC is used by elite sales companies like Sprinklr, CrowdStrike, and Snowflake to generate billion-dollar revenues.But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient. Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader who helped several organizations implement variations of MEDDIC and, more importantly, an A-level sales professional who has used MEDDICC and its principles in the field for many years at the top of the B2B and enterprise sales businesses. In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!In this straightforward MEDDICC sales book, you will learn: Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack Napoli How to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitors How to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensive How to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problem How to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisions How to understand your competition and their tactics, so that you can defend against their best strikes and counterattacks How to keep yourself organized in the sales process, so you do not lose track of where you stand in the deal How to use the acronyms in each system to win more sales deals, faster: Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you'll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.” - Dick Dunkel, founder of MEDDICPage Up and Order Now.

As the economy continues to recover from the pandemic, modern consumers expect more out of their salespeople. Everything we knew about clients and consumer behavior has changed, and in order to drive success in a post-pandemic economy, our approach must change as well. To succeed in the wake of COVID-19, leading with empathy is the key to sales mastery. In What’s in the C.A.R.D.S.? 5 Post-Pandemic Sales Strategies, Global Sales Relationship Expert Cherilynn Castleman, MBA, draws on her 25 years of experience in enterprise sales to teach you the five core competencies you need to leverage your lived experiences and everyday superpowers to create authentic connections, strengthen client relationships and drive exponential revenue growth. With humor and honesty, Cherilynn uses her own career to show you how to take yours to the next level.

Remember travel agencies? They were a thriving business not so long ago. Then online services transformed the industry, and brick-and-mortar travel agencies died—and died quickly.\nToday, traditional car dealerships are facing much the same threat. Innovative and convenient digital startups and services threaten to disrupt the traditional car-sale process, egged on by consumers who aren’t happy with the existing sales process. If car dealerships don’t adapt, they too will face an industry-wide extinction.\nPerfect Dealership offers help and hope for dealerships struggling to adapt to this digital-based paradigm shift. Consultant Max Zanan applies fifteen years of automotive-industry experience to the future of the car dealership. Arguing that dealerships must make significant changes if they are to survive the coming storm, Zanan takes a close look at every department within the business, including\n\nhuman resources,\nbusiness development centers,\ninformation technology,\nparts and service, and\nfinance and insurance.\n\nBy improving the role of each department and transforming them from individual echelons into a cohesive whole, Zanan offers a road map for the creation of a perfect dealership—the only way to remain relevant and solvent in the digital age.

The 25th anniversary edition of the classic motivational and self-improvement book that has sold more than 1.6 million copies in hardcover. For more than three decades, Zig Ziglar, one of the great motivators of our age, has traveled the world, encouraging, uplifting, and inspiring audiences. His groundbreaking best-seller, See You at the Top, remains an authentic American classic. This revised and updated edition stresses the importance of honesty, loyalty, faith, integrity, and strong personal character.

In The Four Agreements, bestselling author don Miguel Ruiz reveals the source of self-limiting beliefs that rob us of joy and create needless suffering. Based on ancient Toltec wisdom, The Four Agreements offer a powerful code of conduct that can rapidly transform our lives to a new experience of freedom, true happiness, and love.• A New York Times bestseller for over a decade• An international bestseller published in 52 languages worldwide“This book by don Miguel Ruiz, simple yet so powerful, has made a tremendous difference in how I think and act in every encounter.” — Oprah Winfrey“Don Miguel Ruiz’s book is a roadmap to enlightenment and freedom.” — Deepak Chopra, Author, The Seven Spiritual Laws of Success“An inspiring book with many great lessons.” — Wayne Dyer, Author, Real Magic“In the tradition of Castaneda, Ruiz distills essential Toltec wisdom, expressing with clarity and impeccability what it means for men and women to live as peaceful warriors in the modern world.” — Dan Millman, Author, Way of the Peaceful Warrior

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Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller#1 Wall Street Journal Business Bestseller#1 Washington Post bestsellerFrom the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.But dig deeper and a startling truth emerges:Yes, one in nine Americans works in sales. But so do the other eight.Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERSGlobal sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work ― every day, in real-world selling situations.With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program.Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights: The 10.5 Commandments of Selling Generate leads and close sales in any market environment Find 25 proven ways to set hard-to-get appointments Use top-down selling to fill your sales pipeline with prospects who are ready to buy now Ask the right questions to make more sales in half the time How to use the top social media platforms to create inbound leads and prove valueThe Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal ― and it can help you. So what are you waiting for?

Struggling to Get Your Foot in the Door of Big Companies?Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.Discover how to:• Target accounts where you have the highest likelihood of success.• Find the names of prospects who can use your offering.• Create breakthough value propositions that capture their attention.• Develop an effective, multi-faceted account-entry campaign.• Overcome obstacles and objections that derail your sale efforts.• Position yourself as an invaluable resource, not a product pusher.• Have powerful initial sales meetings that build unstoppable momentum.• Differentiate yourself from other sellers.Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

Do you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal.As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid sales leaders in every business.When salespeople follow a proven, step-by-step process, they can get more orders, faster and quicker than before. Through this comprehensive program, Tracy shares more than 50 practical, daily techniques for increasing your confidence in your sales abilities and boosting sales profits.In The Art of Closing the Sale, you will learn: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-successNo matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing.The Art of Closing the Sale teaches skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a successful future.

``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.

Ditch the failed sales tactics, fill your pipeline, and crush your numberWith over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, 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.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. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.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.This book reveals the secrets, techniques, and tips of top earners. 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.In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. 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. It's time to get off the feast or famine sales roller-coaster for good!

Being an agile seller virtually guarantees a prosperous career.When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results.What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days.In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactionalFor as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.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.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. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance.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. Inside the pages of Objections, 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, increase pipeline velocity, 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 pricesAs you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.

"This is the best book on selling I've ever read." Joe Calloway, Hall of fame speaker and best selling author. B2B is Really P2P is A MUST READ for every member of your sales team. Frank Somma has written a virtual step by step manual for sales managers, sales teams, business owners, and solopreneurs who want to create instant rapport, spike sales, and cement long-term customer loyalty. If closing more sales is your goal, this is your sales bible. In B2B Is Really P2P, you’ll read many of Frank’s real-life stories, about sales, negotiation, prospecting, and closing embedded with immediately actionable tools for creating rapport and understanding with virtually anyone and that means selling. A graduate of the Neuro-linguistic Programming Institute, (NLP) the same science that catapulted Tony Robbins to stardom, Frank breaks down the components of the sales gene and teaches you the nuances of body language, vocal intonations, word choice and microexpressions that lead to rapport, trust, likeability, long-term relationships, and sales. Whether you’re a seasoned sales veteran, sales leader, or a Gen-Next college grad just starting out, you will find tools, techniques, and best practices for persuasion utilizing the varied communication skills Frank describes. You'll learn Frank's two rules for every negotiation and what prospecting means today. Frank also interviewed some of the most successful sales professionals and entrepreneurs in the country and shares with you their points of view on sales teams, persuasion, prospecting, negotiation, selling, and closing. Selling is no longer the art of the deal. It’s the art of the relationship.

THE CLASSIC GUIDE TO HIGH-LEVEL SELLING.Updated with new insights from global executives.How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term?The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to:•Target the most relevant executives in any sales opportunity•Win support from the executive’s network of gatekeepers and influencers•Position yourself as the supplier who will add the most value with least risk•Update your prospecting and selling skills for the digital age•Sell higher, win bigger, and close faster.Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.

Unlock the power of question-based selling and skyrocket your sales successThe Secrets of Question-Based Selling is the ultimate guide to mastering the art of asking the right questions to close deals and build strong customer relationships.In this updated and expanded second edition, renowned sales expert Tom Freese shares his proven techniques and strategies for leveraging the power of questions to uncover customer needs, overcome objections, and win more business.Key Features: Question-Based Selling Methodology: Learn the step-by-step process of engaging customers through strategic questioning techniques. Sales Success Strategies: Gain practical insights and actionable tips to enhance your sales skills and boost your performance. Customer-Centric Approach: Understand the importance of aligning your selling process with the needs and priorities of your customers. Relationship Building: Discover how asking the right questions can strengthen customer relationships and foster long-term loyalty. Build rapport, understand customer motivations, and deliver personalized solutions that meet their unique needs. Updated and Expanded Content: This second edition features new case studies, examples, and insights from the evolving sales landscape. Stay ahead of the game with the latest strategies and techniques for question-based selling.Enhance your sales effectiveness and achieve breakthrough results with The Secrets of Question-Based Selling. Whether you're a sales professional, entrepreneur, or business owner, this book provides the tools and knowledge to transform your sales approach and close deals with confidence. Embrace the power of strategic questioning and unleash your sales potential!Real testimonials about the power of The Secrets of Question-Based Selling:"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results." ―Jim Cusick, vice president of sales, SAP America, Inc."Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!" ―Alan D. Rohrer, director of sales, Hewlett Packard

★ ★ ★ ★ ★ "A must read for every entrepreneur"★ ★ ★ ★ ★ "Highly actionable"★ ★ ★ ★ ★ "Methodical, practical, and well structured"Are you a founder searching for customers to grow your B2B startup?Fast Forward will help you find, win, and keep customers. This detailed guide on B2B sales tells you how to grow your revenue from zero to 1 million, 10 million and 100 million.The authors share more than 40 years of successful operating experience as startup founder, senior executive, board member, mentor, and investor in startups. Fast Forward outlines their insider’s perspective on market segmentation, pricing, contract negotiation, sales process, customer conversations, pipeline management, reporting, sales organization, and customer success.Fast Forward also features exclusive advice from more than 30 top-tier B2B startup founders and CEOs, including:Moritz Zimmermann (Hybris, now SAP) - Neil Ryland (Peakon, now Workday) - Peter Carlsson (Northvolt) - Bastian Nominacher (CelonisCelonis) - Erez Galonska (Infarm) - Veronika Riederle (Demodesk) - Jonas Rieke (Personio) - Matt Robinson (GoCardless) - Nicolas Dessaigne (Algolia) - Jörg G. Beyer (LeanIX) - Firmin Zocchetto (Payfit) - Avinoam Nowogrodski (Clarizen)“This book demystifies the sales journey, breaking it down into clear phases, and is packed with hands-on, pragmatic advice. To save time and avoid mistakes, read this book.”- Bastian Nominacher, Co-Founder & Co-CEO, Celonis

This book offers an up-to-date and definitive explanation of how to build relationships via social media in the sales process and is a guide to encouraging sales people to embrace these revolutionary techniques.With more than 400 million active users on Facebook alone (50 percent of whom log in on any given day), today's social media-oriented climate has redefined the way people communicate and interact. It's also changed the way consumers operate in the marketplace. Unfortunately, as a whole, sales professionals have been slow to embrace the new technology.In The New Handshake: Sales Meets Social Media, coauthors Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional face-to-face or telephone sales methods. The book begins by examining the impact of the communication revolution on sales as well as the history of selling. It contains case examples that justify incorporating social media in business. The final chapters of the book describe each social network, explain how they work, and create a road map for a social media sales strategy―including how to empower salespeople to overcome their resistance to change.

Customer Success Managers and Account Managers are the newest addition to the sales team, whether they and their organizations know it or not. Building on the ideas in The SaaS Sales Method, which discusses how fundamental sales skills must be applied by every customer-facing employee, The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers goes deep on the fundamental skills of CSMs and Account Managers. It also goes beyond, to discussing in detail how CSMs and AMs must interact with other sales teams in order to truly maintain an consistent customer experience and maximize revenues from existing customers.

From Inc.com's most popular columnist, a counterintuitive--but highly practical--guide to finding and maintaining the motivation to achieve great things.It's comforting to imagine that superstars in their fields were just born better equipped than the rest of us. When a co-worker loses 20 pounds, or a friend runs a marathon while completing a huge project at work, we assume they have more grit, more willpower, more innate talent, and above all, more motivation to see their goals through.But that's not at actually true, as popular Inc.com columnist Jeff Haden proves. "Motivation" as we know it is a myth. Motivation isn't the special sauce that we require at the beginning of any major change. In fact, motivation is a result of process, not a cause. Understanding this will change the way you approach any obstacle or big goal.Haden shows us how to reframe our thinking about the relationship of motivation to success. He meets us at our level--at the beginning of any big goal we have for our lives, a little anxious and unsure about our way forward, a little burned by self help books and strategies that have failed us in the past—and offers practical advice that anyone can use to stop stalling and start working on those dreams.Haden takes the mystery out of accomplishment, proving that success isn't about spiritual awakening or a lightning bolt of inspiration --as Tony Robbins and adherents of The Secret believe--but instead, about clear and repeatable processes. Using his own advice, Haden has consistently drawn 2 million readers a month to his posts, completed a 107-mile long mountain bike race, and lost 10 pounds in a month.Success isn't for the uniquely-qualified; it's possible for any person who understands the true nature of motivation. Jeff Haden can help you transcend average and make lasting positive change in your life.

Sales is a skill just like any other, which anyone can learn and master--including the introvert who is more comfortable alone than in the sales field. As with any type of success, it’s all about learning how to leverage your natural strengths.Extroverts are rarely short on words, and their conversations and pitches never feel sales-y to them. The world of sales just comes naturally to the extrovert. However, introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections.Known as “The Rapid Growth Guy”, author Matthew Pollard shares how introverts can feel equally comfortable and sincere in the sales world as well without changing who they are.In The Introvert’s Edge, this book reveals how to: Find your natural confidence Prepare for every situation Easily sidestep objections Ask for the sale (without asking) Leverage the power of virtual and social networkingThe introverted salesperson is no longer an oxymoron, it’s a recipe for success.Whether you want to drum up clients, pitch investors, or exceed quotas, The Introvert’s Edge will unleash the low-key, high-impact sales machine lurking inside of you.

Sales training doesn’t develop sales champions. Managers do.The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leaderTraining develops salespeople. Coaching develops sales champions. Your new competitive edge.

How To Double and Triple Your Sales in Any Market.Understanding the "psychology of selling" is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again.In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves more effective. You'll learn: "The inner game of sales and selling." How to eliminate the fear of rejection. How to build unshakeable confidence. The psychology of why people buy and how to leverage it.The Psychology of Selling quickly gives you a series of ideas, methods, strategies, and techniques that you can use right away to make more sales, faster and easier than ever before.More salespeople have become millionaires by listening to and applying these ideas than from any other sales training process ever developed.

The UK?s number one sales book in 2010 - this new edition will give you the lowdown on how to be a brilliant salesperson.Brilliant Selling will show you how to instantly improve your sales performance. Packed with practical tips and advice from sales professionals who know what works and what doesn?t, you will discover trade secrets that will guarantee sales success.As well as learning all the key skills, you will find out how to use your personality to perfect your technique and understand customer?s needs so that you are always one step ahead.

Use data, technology, and inbound selling to build a remarkable team and accelerate salesThe Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time ― The Sales Hiring Formula Train every salesperson in the same manner ― The Sales Training Formula Hold salespeople accountable to the same sales process ― The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month ― The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeopleBusiness owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.A formula does exist.

More than 6,000 words and phrases that make the difference between "yadda-yadda-yadda" and copy that sellsLooking for a better way to say "authentic?" Words That Sell gives you 57 alternatives. How about "appealing?" Take your pick from 76 synonyms. You'll even find more than 100 variations on "exciting." Fully updated and expanded, this edition of the copywriting classic is packed with inspiration-on-demand for busy professionals who need to win customers--by mail, online, or in person. More than 75 lists of powerful and persuasive words and phrases, including 21 new lists for this edition Cross-referencing of categories to jump-start creative thinking A crash course in basic copywriting techniques Helpful lists of commonly misspelled words, confusing words, pretentious phrases to avoid, and moreRoget's is fine for writing term papers and letters to the editor, but when it comes to the business of writing copy that translates into sales, there is no substitute for Words That Sell.Find the perfect words and phrases to win over customersGrabbers that get attention:No-risk offer * One day only! * No strings attached! * What have you got to lose? * All the right ingredients * Inside information * Do you enjoy...? * Leap into...Descriptions and benefits that create appeal:Irresistible * winning * zesty * huggable * satisfying * You'll fall in love with...* Your ticket to... * king-size * Gives you the power * baby-soft *Clinchers to win over your customer:Reap the benefits today * Don't miss out! * No risk now, no risk later! * You can do it!* You be the judge * Send for our free catalog * 100% satisfaction guaranteeSpecial strategies that seal the deal:Five-star quality * You're worth it * Don't fall for... * We make life easier * You're one of a select few... * discriminating * Your thoughtful gift

Jordan Belfort - immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system-the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan's $1,997 online training. Now in WAY OF THE WOLF, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.Written in his own inimitable voice, WAY OF THE WOLF cracks the code on how to persuade anyone to do anything, and coaches readers, regardless of age, education, or skill level, to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Book Yourself Solid-now in paperback-is a complete instructional guide for startingn and growing a successful service business. It gives you simple, yet effective techniques for creating relentless demand and endless leads. It includes more than 200 proven marketing strategies for attracting new clients, earning more referrals, and building profitable, long-lasting professional relationships. If you want to take your service business to the next level, start here and Book Yourself Solid.

BRAND NEW, Exactly same ISBN as listed, Please double check ISBN carefully before ordering.

Raise your hand if your company needs more new customers.I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space.The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. It presents six elements for building new pipeline and accelerating revenue growth with inside sales.1. Strategy offers a framework for aligning your sales development model with your specific market and buyer's journey.2. Specialization presents stories of new thinking. You'll learn about segmenting your prospect universe, specializing roles, and how it all comes together.3. Recruiting offers a roadmap for hiring with urgency. Tactics, compensation, and a bullet-proof hiring process are presented in great detail.4. Retention goes deep on the stuff that never seems to get enough consideration: engaging, developing, and motivating people. 5. Execution switches gears and presents examples and tactics for onboarding, crafting buyer-based messaging, and designing effective outreach cadence.6. And, finally, Leadership, gives actionable advice on what it takes to lead sales development today. There's a lot to learn about quota setting, measuring what matters, and acceleration technologies, so those are covered in depth.As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry.”

With this bestseller, you can learn how to transform your life through the story of Hafid, a camel boy who lived 2,000 years ago and the ten ancient scrolls containing the wisdom necessary for him to achieve all his ambitions. This is the sequel to the inspirational motivational classic.