Little Red Book of Selling: 12.5 Principles of Sales Greatness

Little Red Book of Selling: 12.5 Principles of Sales Greatness

Salespeople hate to read. That's why 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.

  • ASIN: 1885167601
  • ISBN: 1885167601
  • Brand: Bard Productions
  • Manufacturer: Bard Press

SPIN Selling

SPIN Selling

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.

  • UPC: 352099390877
  • ASIN: 0070511136
  • ISBN: 0070511136
  • Brand: McGraw-Hill Companies
  • Manufacturer: McGraw-Hill

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action­­immediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

  • UPC: 352720197653
  • ASIN: 0070522359
  • ISBN: 9780070522350
  • Brand: Rackham, Neil
  • Manufacturer: McGraw-Hill Education

The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale

The Very Little but Very Powerful Book on Closing: Ask the Right Questions, Transfer the Value, Create the Urgency, and Win the Sale

A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms. The Very Little But Very Powerful Book on Closing is a great tool to help you ask effective closing questions, create urgency, and find your winning formula. With this book as your guide, you’ll master closing the sale in just five steps. • Packed with insights grounded in real world experience from the bestselling author of The Sales Bible and The Little Book of Leadership • Contains essential advice from the leading authority in sales and customer service • Teaches you how to ask the right questions to close the sale

  • ASIN: 1118986520
  • ISBN: 1118986520
  • Brand: imusti
  • Manufacturer: Wiley

FREDERICK CARL FRIESEKE: The Evolution of an American Impressionist

FREDERICK CARL FRIESEKE: The Evolution of an American Impressionist

The color-drenched gardens and sun-dappled nudes by Frederick Carl Frieseke (1874-1939) have long been loved by admirers of American Impressionism, and his paintings are treasured in museum collections across the country. This beautiful and comprehensive volume--with more than one hundred color and almost eighty black-and-white plates--is the most ambitious ever devoted to his work. It is being published in conjunction with a major retrospective of the artist's work. A biographical overview and a detailed chronology by the artist's grandson, including charming vintage photographs, provide much new information and correct several misconceptions about Frieseke's life and career. Three invaluable essays by leading scholars discuss the diverse stages of his work and place it in art historical context, detailing his experience as a student at Whistler's atelier in Paris and as a central member of the group of American expatriates who settled in Giverny, France, near the French master Monet. The book's groundbreaking scholarship casts new light on Frieseke, American Impressionism, and the art world at the turn of the last century. The contributors are Nicholas Kilmer, guest curator of the exhibition and the artist's grandson; Virginia M. Mecklenburg, senior curator of painting and sculpture at the Smithsonian American Art Museum; David Sellin, art historian and author of American Painters in Brittany and Normandy; and H. Barbara Weinberg, curator of American painting and sculpture at The Metropolitan Museum of Art. EXHIBITION SCHEDULE: The Telfair Museum of Art, Savannah, Georgia March 20-June 3, 2001 The Dixon Gallery and Gardens, Memphis June 23-August 19, 2001 San Diego Museum of Art September 8-November 11, 2001 Terra Museum of American Art, Chicago December 8, 2001-February 3, 2002

  • ASIN: 0691089221
  • ISBN: 0691089221
  • Brand: Brand: Princeton University Press
  • Manufacturer: Princeton University Press

Major Account Sales Strategy

Major Account Sales Strategy

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

  • ASIN: B006B7LP9G
  • ISBN: 0071708405
  • Manufacturer: McGraw-Hill Education

John Donne and the Protestant Reformation: New Perspectives

John Donne and the Protestant Reformation: New Perspectives

The early transition from Catholicism to Protestantism was a complicated journey for England, as individuals sorted out their spiritual beliefs, chose their political allegiances, and confronted an array of religious differences that had sprung forth in their society since the reign of Henry VIII. Inner anxieties often translated into outward violence. Amidst this turmoil the poet and Protestant preacher John Donne (1572-1631) emerged as a central figure, one who encouraged peace among Christians. Raised a Catholic but ordained in 1615 as an Anglican clergyman, Donne publicly identified himself with Protestantism, and yet scholars have long questioned his theological orientation. Drawing upon recent scholarship in church history, the authors of this collection reconsider Donne's relationship to Protestantism and clearly demonstrate the political and theological impact of the Reformation on his life and writings.The collection includes thirteen essays that together place Donne broadly in the context of English and European traditions and explore his divine poetry, his prose work, the Devotions Upon Emergent Occasions, and his sermons. It becomes clear that in adopting the values of the Reformation, Donne does not completely reject everything from his Catholic background. Rather, the clash of religion erupts in his work in both moving and disconcerting ways. This collection offers a fresh understanding of Donne's hard-won irenicism, which he achieved at great personal and professional risk.

  • ASIN: 0814330126
  • ISBN: 0814330126
  • Manufacturer: Wayne State University Press

The Domino Effect 1: Life Happens

The Domino Effect 1: Life Happens

Money, power, and sex are not always what it’s cracked up to be. At fifteen things change for Domino, she saw a new life that she wanted and was willing to do whatever was needed to get it. She had money, women, and a life that most men wish they had. The city was hers to do as she pleases; just her name alone went a long ways. Smart; she was without a doubt but greed is what kills the dream. Dealing with the big dogs of the game and getting caught in a sex game that she does not know how to get out of. She had it all until that one day it all came falling down all around her. No one stays on top forever. Will Domino finally get her just do or will she have just lost it all? Come join Domino as she takes one hell of a journey throughout her life.

  • ASIN: B01N06JTF3
  • Manufacturer: CFP

Red Light Therapy: Beginners Step by Step Guide on How to use Red Light Therapy for Optimum Health (pain relief, wound healing, weight loss, anti-aging, anxiety,cognitive performance

Red Light Therapy: Beginners Step by Step Guide on How to use Red Light Therapy for Optimum Health (pain relief, wound healing, weight loss, anti-aging, anxiety,cognitive performance

This is a medical research book on red and near-infrared light therapies - 21st century natural remedy. In the whole world, no pill has been produced that can effectively help us to lose weight, relieve pain and inflammation, reduce aging, hair loss, fatigue and improve overall energy levels. If such scientifically-proven remedy exists, it will cost a million dollars! However, there is a natural way you can enjoy optimum good health with little or no spending. This is what the author describes as “miracle remedy,” and the name is simply “Red and Near-infrared light therapy.” I believe you have heard about it but probably skeptical about the effectiveness of the therapy. This guide has brought the good news about the amazing benefits of these red and near-infrared light therapies and what to expect. You don’t need to visit the anti-aging or pain relief clinic as you can apply these therapies yourself in the comfort of your home using the step by step guide in this book. Below are some of the things you will learn: →What the red and infra-red light therapies are all about →How to use these therapies for pain relief, weight loss, anti-aging, improved thyroid function, etc. →How to use it to improve brain function, hormonal balance, overcome fatigue and improve energy levels →Best recommended dosages to use →Best recommended red and near-infrared devices to purchase →Frequently-Asked –Questions (FAQ) →Many more! Red light therapy is one of the best remedies for various ailments in this era. So what are you waiting for? Harness this opportunity now! Pick up this guide today by clicking the “BUY NOW” button.

  • ASIN: 1719970637
  • ISBN: 1719970637
  • Manufacturer: Independently published

Crime & Punishment in Ancient

Crime & Punishment in Ancient

A comprehensive 423 page study of attitudes and law regarding crime and punishment throughout the entire world's ancient nations, not just Greece and Rome, i.e. also Israel, Oceania, Japan, Egypt, China, Ethiopia, the Basques, and so on.

  • ASIN: 0669012793
  • ISBN: 0669012793
  • Brand: Brand: Lexington Books
  • Manufacturer: Lexington Books