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The Secret Language of Influence: Master the On...
17,90 CHF *
zzgl. 3,50 CHF Versand

A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches readers to think of influence as something occurring at a level just below the buyer’s awareness. Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, in his entertaining and practical book he demonstrates the power of words to break down resistance and incline buyers toward purchase. The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are: motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid); proactive vs. reactive; big picture vs. detail oriented; systems thinkers vs. creative minds; and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). Today’s buyer is savvy and all too familiar with traditional selling techniques. But great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.

Anbieter: Orell Fuessli CH
Stand: 23.09.2020
Zum Angebot
Coaching Salespeople into Sales Champions
22,00 CHF *
ggf. zzgl. Versand

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(TM) 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 leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Anbieter: Orell Fuessli CH
Stand: 23.09.2020
Zum Angebot
Coaching Salespeople into Sales Champions
22,00 CHF *
ggf. zzgl. Versand

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 leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Anbieter: Orell Fuessli CH
Stand: 23.09.2020
Zum Angebot
Engage Me
13,90 CHF *
ggf. zzgl. Versand

The content of this book has developed over ten years. Kevin Higgins and his DoubleDigit Sales team (formerly Fusion Learning) have worked with hundreds of companies and thousands of sales leaders building the philosophy of a Great Sales Culture = an Engaged Sales Team. But many firms have a common problem of retaining staff even before working on improving the sales culture. Sales people seek 'greener pastures' when not enjoying proper coaching, developed or motivated to be their best. Engage Me: Sales Strategies from the Sales Effectiveness Source will help ensure the team not only stays but thrives. The practical approach in Engage Me is based on attitude, skills and sales management disciplines - the three parts of this book. . Attitude: the first building block to creating an engaged and winning sales culture. It is 'the way we do things around here'. Part I will demonstrate that a strong sales culture is a mesh of elements and attitudes. . Skills: The fundamentals of great sakes management are coaching and feedback. These basics, when done correctly and frequently, will elicit engagement. Part II will examine how you are using the skills to deliver strong results and engaged sales team. . Sales Management Disciplines: add value to your sales people and create productivity in your organization. If you have a process, the discipline is in consistently exercising it. Part III will ensure you have a structure for each sales management discipline that helps engage your team. The DoubleDigit Sales Culture Survey identifies the hot-button issues at the beginning of each chapter, followed by a real-life story from author, Kevin Higgins' considerable experience in the sales industry. In addition, within each chapter you'll find: . Lists of samples, tips and examples to help you implement concepts, . Tools and Forms to put theory into action, and . Real-life stories to motivate and inspire you and your team. In a nutshell, Engage Me helps sales leaders and salespeople perform better. DoubleDigit Sales has been recognized as one of the best sales training organizations. Recently named one of North America's Top 20 Sales Training Companies by Selling Power magazine for the third consecutive year, they were also named in Profit magazine as one of Canada's fastest growing companies.

Anbieter: Orell Fuessli CH
Stand: 23.09.2020
Zum Angebot
Get-Real Selling: Your Personal Coach for Real ...
21,99 € *
ggf. zzgl. Versand

This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.

Anbieter: Thalia AT
Stand: 23.09.2020
Zum Angebot
The Secret Language of Influence: Master the On...
19,99 € *
zzgl. 3,00 € Versand

A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches readers to think of influence as something occurring at a level just below the buyer’s awareness. Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, in his entertaining and practical book he demonstrates the power of words to break down resistance and incline buyers toward purchase. The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are: motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid); proactive vs. reactive; big picture vs. detail oriented; systems thinkers vs. creative minds; and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). Today’s buyer is savvy and all too familiar with traditional selling techniques. But great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes.

Anbieter: Thalia AT
Stand: 23.09.2020
Zum Angebot
Coaching Salespeople into Sales Champions
19,99 € *
ggf. zzgl. Versand

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(TM) 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 leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Anbieter: Thalia AT
Stand: 23.09.2020
Zum Angebot
Engage Me
11,89 € *
ggf. zzgl. Versand

The content of this book has developed over ten years. Kevin Higgins and his DoubleDigit Sales team (formerly Fusion Learning) have worked with hundreds of companies and thousands of sales leaders building the philosophy of a Great Sales Culture = an Engaged Sales Team. But many firms have a common problem of retaining staff even before working on improving the sales culture. Sales people seek 'greener pastures' when not enjoying proper coaching, developed or motivated to be their best. Engage Me: Sales Strategies from the Sales Effectiveness Source will help ensure the team not only stays but thrives. The practical approach in Engage Me is based on attitude, skills and sales management disciplines - the three parts of this book. . Attitude: the first building block to creating an engaged and winning sales culture. It is 'the way we do things around here'. Part I will demonstrate that a strong sales culture is a mesh of elements and attitudes. . Skills: The fundamentals of great sakes management are coaching and feedback. These basics, when done correctly and frequently, will elicit engagement. Part II will examine how you are using the skills to deliver strong results and engaged sales team. . Sales Management Disciplines: add value to your sales people and create productivity in your organization. If you have a process, the discipline is in consistently exercising it. Part III will ensure you have a structure for each sales management discipline that helps engage your team. The DoubleDigit Sales Culture Survey identifies the hot-button issues at the beginning of each chapter, followed by a real-life story from author, Kevin Higgins' considerable experience in the sales industry. In addition, within each chapter you'll find: . Lists of samples, tips and examples to help you implement concepts, . Tools and Forms to put theory into action, and . Real-life stories to motivate and inspire you and your team. In a nutshell, Engage Me helps sales leaders and salespeople perform better. DoubleDigit Sales has been recognized as one of the best sales training organizations. Recently named one of North America's Top 20 Sales Training Companies by Selling Power magazine for the third consecutive year, they were also named in Profit magazine as one of Canada's fastest growing companies.

Anbieter: Thalia AT
Stand: 23.09.2020
Zum Angebot
Coaching Salespeople into Sales Champions
19,99 € *
ggf. zzgl. Versand

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 leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Anbieter: Thalia AT
Stand: 23.09.2020
Zum Angebot