No B.S. Sales Success In The New Economy

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Beschreibung

In The New Economy, only a select few will gain and keep membership in the elite sales fraternity enjoying the top incomes, the greatest security, the most independence and power, and the highest status. And, who better to show you how to get in than "Millionaire Maker"; Dan Kennedy? Kennedy covers:
• Adapting to The New Economy Consumer
• How to STOP PROSPECTING Once And For All—and why you must
• Put the awesome power of TAKEAWAY SELLING to work—in any environment
• If you're in a commodity business, get out!—how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy
• The One Thing to do, to leverage The New Economy's "Chaos of Choices"; to your benefit
• How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool
• The 6-Step No BS Sales Process: finally, a reliable system you can stick with!
• 6 Ways Sales Professionals Sabotage Themselves
• BS that Sales Managers shovel onto salespeople—beware!
• How to switch from One-to-One to One-to-Many with Technical Tools
• 8 Steps to getting past any "No";
• How to CREATE TRUST (FAST) in the trust-damaged, post-recession world

Über den Autor

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Inhaltsverzeichnis

FOREWORD
INTRODUCTION
PART 1
FIFTEEN NO B.S. STRATEGIES FOREXCEPTIONAL SUCCESS IN SALES,PERSUASION, AND NEGOTIATIONS
Chapter #1STRATEGY #1: IMMUNITY TO THE WORD"NO"
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE PREPARATION
Chapter #3STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE
Chapter #4STRATEGY #4: AVOID CONTAMINATION
Chapter #5STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING
Chapter #6STRATEGY #6: REMEMBERING WHY YOU'RE THERE
Chapter #7STRATEGY #7: DO EXPECTATIONS GOVERN RESULTS?
Chapter #8STRATEGY #8: PROOF: THE MOST IMPORTANT TOOL FOR EXCEPTINONAL SUCCESS IN SELLING
Chapter #9STRATEGY #9: FRED HERMAN'S K.I.S.S. PRINCIPLE
Chapter #10STRATEGY #10: SELL MONEY AT A DISCOUNT
Chapter #11STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES
Chapter #12STRATEGY #12: IN SEARCH OF THE FREE LUNCH
Chapter #13STRATEGY #13: THE MAGIC OF MYSTIQUE
Chapter #14STRATEGY #14: I'D RATHER BE DUMB ANDPERSISTENT THAN SMART AND IMPATIENT
Chapter #15STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE
PART 2HOW TO STOP PROSPECTINGONCE AND FOR ALL
Chapter #16POSITINING, NOT PROSPECTING
Chapter #17HOW TO USE "LEAD GENERATION ADVERTISING" TO ATTRACT HIGHLY QUALIFIED PROSPECTS
PART 3A NO B.S. START-TO-FINISHSTRUCTURE FOR THE SALE
Chapter #18THE SIX STEPS OF THE NO B.S. SALES PROCESS
PART 4DUMB AND DUMBERThings That SabotageSales Success
Chapter 19B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
Chapter 206 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
PART 5MY BIGGEST SECRET TO EXCEPTIONALRESULTS IN SELLING: TAKEAWAY SELLING
Chapter #21THE AWSOME POWER OF TAKEAWAY SELLING
Chapter 22A FINAL WORD FROM THE AUTHOR
BONUS BOOK: HOW TO READ ANYONE'S MIND
REFERENCES SECTION

Details

Erscheinungsjahr:	2010
Fachbereich:	Allgemeines
Genre:	Importe , Wirtschaft
Rubrik:	Recht & Wirtschaft
Medium:	Taschenbuch
Inhalt:	Kartoniert / Broschiert
ISBN-13:	9781599183572
ISBN-10:	1599183579
Sprache:	Englisch
Einband:	Kartoniert / Broschiert
Autor:	Kennedy, Dan S
Hersteller:	Entrepreneur Press
Verantwortliche Person für die EU:	Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Maße:	228 x 151 x 20 mm
Von/Mit:	Dan S Kennedy
Erscheinungsdatum:	21.01.2010
Gewicht:	0,388 kg