Book description
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges:
No prior sales education or training
Lack of formalized sales training, resources, and methodologies provided by their companies
Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies
A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services
Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world:
Acclivus
AchieveGlobal
Action Selling
Tony Allesandra
Brian Azar
Baker Communications, Inc.
Mike Bosworth
Ian Brodie
Ed Brodow
Mike Brooks
Bob Burg
Jim Cathcart
Robert Cialdini PhD
Communispond, Inc.
Tim Connor
CustomerCentric Selling
Dale Carnegie
Sam Deep
Bryan Dodge
Barry Farber
Jonathan Farrington
Jeffrey Fox
Colleen Francis
FranklinCovey Sales Performance Solutions
Thomas A. Freese
Patricia Fripp
Ari Galper
General Physics Corporation
Jeffrey Gitomer
Charles H. Green
Ford Harding
Holden International
Chet Holmes
Tom Hopkins
Huthwaite, Inc.
Imparta, Ltd.
InfoMentis, Inc.
Integrity Solutions
Janek Performance Group, Inc.
Tony Jeary
Dave Kahle
Ron Karr
Knowledge-Advantage, Inc.
Jill Konrath
Dave Kurlan
Ron LaVine
Kendra Lee
Ray Leone
Chris Lytle
Paul McCord
Mercuri International
Miller Heiman, Inc.
Anne Miller
Dr. Ivan Misner
Michael Macedonio
Sharon Drew Morgen
Napoleon Hill Foundation
Michael Oliver
Rick Page
Anthony Parinello
Michael Port
Porter Henry
Prime Resource Group, Inc.
Neil Rackham
Revenue Storm
Linda Richardson
Keith Rosen
Frank Rumbauskas
Sales Performance International, Inc.
Sandler Training
Dr. Tom Sant
Stephan Schiffman
Dan Seidman
Blair Singer
Terri Sjodin
Art Sobczak
Drew Stevens, PhD
STI International
The Brooks Group
The Friedman Group
The TAS Group
Brian Tracy
ValueSelling Associates
Wendy Weiss
Jacques Werth
Floyd Wickman
Wilson Learning
Dirk Zeller
Tom Ziglar
Zig Ziglar
Table of contents
- Copyright
- Acknowledgments
- Foreword
- Introduction
- Your Past and Present Hold the Key to Your Future
- 1. Collaboration: Changing the World
- 2. Living Your Vows in a Whirlwind Economy
- 3. Ninety Percent of All Sales Force Training Fails
- 4. Eleven Telephone Tips to Effectively Reach Out and Touch Others
- 5. The "At-Leaster" Phenomenon
- 6. Confronting the CRM Challenge
- 7. Rethinking Sales Success: Storytelling
- 8. Selling for the Independent Professional
- 9. Ten Tips for Convincing the Buyer to Pay More
- 10. How to Sell a Pencil—and Your Product or Service
- 11. Cultivating Endless Referrals: An Introduction
- 12. Twenty-One Ways to Increase Sales This Year
- 13. The Psychology of Persuasion
- 14. The Virtual Presentation: Mastering the Medium
- 15. Do You Have an Effective Closing Strategy?
- 16. Sales Manager or Administrator?
- 17. Uncover Sales Opportunities
- 18. How Can I Wow the Audience When Speaking?
- 19. The Good Life Rules
- 20. Five Traits of a Great Sales Leader
- 21. Reconstructing the Pieces of the Sales Puzzle
- 22. Manage Salespeople as You Would Invest
- 23. The Amazing Power of Testimonials
- 24. Want More Sales? Stop "Selling" and Start Helping Clients Succeed
- 25. Your Next Job Interview
- 26. Nine Biggest Mistakes Salespeople Make in Their Presentations
- 27. Seven Cold-Calling Secrets Even the Sales Gurus Don't Know
- 28. Learn More, Sell More
- 29. Are You a Sales Rock Star, or Just a Member of the Band?
- 30. Selling Professional Services
- 31. Dealing with Unreturned Phone Calls
- 32. Engaging and Defeating Competition: Competitive Strategy and Political Alignment in World-Class Selling
- 33. How to Double Sales in 12 Months Flat
- 34. Developing the Thank-You Note Habit
- 35. Escaping the Price-Driven Sale Selling to Clients at a Premium
- 36. Creating Client Value: A Practical, Modern Approach to Building Business
- 37. Selling through the Eye of the Buyer
- 38. Building a Bridge between Service and Selling
- 39. Developing and Implementing a Structured Sales Process
- 40. How to Present with Mastery, So People Take Action
- 41. Biggest Time Wasters for Salespeople
- 42. The Key to Growing Your Sales: Work on Your Openings, Not Your Closings!
- 43. How, What, and Why Projects Fail
- 44. Making a Difference
- 45. How to Overachieve
- 46. How to Make Successful Cold Calls
- 47. Create E-Mail Subject Lines That Draw Prospects In
- 48. The Sales Funnel
- 49. Having a "Great Meeting" Is Not the Objective
- 50. "Referrals" Are a Waste— Introductions Are Golden
- 51. Increasing Sales Quickly
- 52. Seven Myths and Misconceptions about Top-Performing Salespeople
- 53. Magic Moments in Selling: Subtle Yet Crucial Actions to Advance the Sale
- 54. Truth or Delusion: Busting Networking's Biggest Myths
- 55. Buying Decisions: What Happens behind the Scenes?
- 56. Your "Needs" May Not Be Your "Rights"*
- 57. The Real Secret to Effectively Enrolling and Selling
- 58. Qualifying Your Sales Process
- 59. Selling to VITOs (Very Important Top Officers)
- 60. The "Book Yourself Solid" Simple Selling System
-
61. Managing Sales Success: 10 Critical Performance Factors That Drive Revenue and Sales Team Growth—A System for Improving Both Sales Manager and Sales Team Performance
- 61.1. BENEFITS OF A MANAGING SALES PERFORMANCE SYSTEM
- 61.2. OVERVIEW OF THE SALES PERFORMANCE SYSTEM
- 61.3. COMMUNICATE/MONITOR CRITICAL SUCCESS FACTORS
- 61.4. IDENTIFY PERFORMANCE INDICATORS (GAINS/GAPS)
- 61.5. DETERMINE CAUSES
- 61.6. TAKE APPROPRIATE ACTIONS
- 61.7. IMPLEMENTING THE MANAGING SALES PERFORMANCE SYSTEM
- 62. Value Clarity: The Optimal Source of Differentiation
- 63. Selling in Harder Times
- 64. Advanced Questioning Techniques: Utilization of Questioning Techniques for Consultative Selling
- 65. Sales Coaching Increases Sales Performance
- 66. Mismanaging Expectations: Are You Preparing Your Sales Team for Change?
- 67. Use Social Dynamics to Control Sales Appointments
- 68. The Successful Sales Formula: Why 50 Percent of Deals Fail to Close
- 69. The Up-Front Contract: Adding Control and Predictability to Your Sales Calls
- 70. How to Write a Winning Proposal
- 71. The 11 Biggest Sales Lies
- 72. One Great Opening Is Worth 10,000 Closes
- 73. Life = Sales
- 74. What Are the Biggest Sales Presentation Mistakes That Professionals Make and How Can You Avoid Them?
- 75. It's Not a Numbers Game, It's a Game of Numbers
- 76. Optimizing Sales Leads: Moving Quickly from Inquiry to Lead to Closure
- 77. Unmanaged, Telling Tensions Cost You Sales
- 78. Twelve Things Your Buyers Want Other Than Lowest Price1
-
79. No Thanks, I'm Just Looking!: Professional Retail Sales Techniques for Turning Shoppers into Buyers
- 79.1. THE PRIMARY GOAL OF OPENING THE SALE IS TO GET PAST RESISTANCE
- 79.2. ESTABLISH A PERSON-TO-PERSON RELATIONSHIP RATHER THAN A SALESPERSON-TO-CUSTOMER RELATIONSHIP
- 79.3. OPENING LINES
- 79.4. OPENING LINES MUST HAVE NOTHING TO DO WITH BUSINESS
- 79.5. THE MERCHANDISE APPROACH IS INEFFECTIVE AND RUDE
- 79.6. OPENING LINES SHOULD BE QUESTIONS TO ENCOURAGE CONVERSATION
- 80. The Keys to Successful Pipeline Management
- 81. Superior Sales Management
- 82. Jump-Starting a Stalled Sales Opportunity
- 83. All Salespeople Use Scripts
- 84. Top 10 Reasons Sales Managers Fail and What to Do about It
- 85. Become the Duke or Duchess of Dialogue: Three Keys to Successful Dialogue Selling
- 86. Is Your Customer Base at Risk?: Protecting Your Existing Business in Tough Times
- 87. Become a Champion Performer
- 88. Timeless Truths in a 2.0 Sales World: Ownership, Integrity, and Amplification
- 89. Your Best Sales Year Ever!
- 90. More World-Class Sales Training Resources
- About the Authors
Product information
- Title: Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales
- Author(s):
- Release date: August 2010
- Publisher(s): Wiley
- ISBN: 9780470617861
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