The Only Sales Guide Youll Ever Need

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 073521168X
Total Pages : 240 pages
Book Rating : 4.81/5 ( download)

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Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0525537627
Total Pages : 242 pages
Book Rating : 4.25/5 ( download)

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Download or read book Eat Their Lunch written by Anthony Iannarino and published by Penguin. This book was released on 2018-11-06 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
Total Pages : 241 pages
Book Rating : 4.98/5 ( download)

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Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Author : Bob Burg
Publisher : Sound Wisdom
ISBN 13 : 1937879135
Total Pages : 208 pages
Book Rating : 4.36/5 ( download)

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Download or read book The Last Prospecting Guide You'll Ever Need written by Bob Burg and published by Sound Wisdom. This book was released on 2013-05-07 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.

Author : Peter B. Stark
Publisher : Currency
ISBN 13 : 1524758914
Total Pages : 304 pages
Book Rating : 4.12/5 ( download)

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Download or read book The Only Negotiating Guide You'll Ever Need, Revised and Updated written by Peter B. Stark and published by Currency. This book was released on 2017-06-13 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.

Author : Susan Thurman
Publisher : Adams Media
ISBN 13 : 1580628559
Total Pages : 192 pages
Book Rating : 4.56/5 ( download)

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Download or read book The Only Grammar Book You'll Ever Need written by Susan Thurman and published by Adams Media. This book was released on 2003-05-01 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Only Grammar Book You'll Ever Need is the ideal resource for everyone who wants to produce writing that is clear, concise, and grammatically excellent. Whether you're creating perfect professional documents, spectacular school papers, or effective personal letters, you'll find this handbook indispensable. From word choice to punctuation to organization, English teacher Susan Thurman guides you through getting your thoughts on paper with polish. Using dozens of examples, The Only Grammar Book You'll Ever Need provides guidelines for: Understanding the parts of speech and elements of a sentence Avoiding the most common grammar and punctuation mistakes Using correct punctuating in every sentence Writing clearly and directly Approaching writing projects, whether big or small Easy to follow and authoritative, The Only Grammar Book You'll Ever Need provides all the necessary tools to make you successful with every type of written expression.

Author : Jade Bowler
Publisher : Kings Road Publishing
ISBN 13 : 1788704207
Total Pages : 257 pages
Book Rating : 4.05/5 ( download)

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Download or read book The Only Study Guide You'll Ever Need written by Jade Bowler and published by Kings Road Publishing. This book was released on 2021-08-05 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: We've all been there: a new school year starts and there's 8 months till your exams - that's plenty of time, right? Then there's 6 months, 3 months, 1 month and oh, now there's 2 weeks left and you haven't started studying... What happens next is a panic-induced mayhem of highlighting everything in the textbook (without even questioning if it's actually helpful). But I'm here to help you change this! In The Only Study Guide You'll Ever Need, I'll cover a range of different topics including: · How to get started and pick up that pen · Learning techniques that actually work (hello, science of memory!) · The dos and don'ts of timetabling · And combatting fear of failure, perfectionism, exam stress and so much more! As a fellow student now at university, I definitely don't have a PhD in Exam Etiquette but this is the book younger me needed. All I wanted was one place that had a variety of tried-and-tested methods with reassurance from someone who had recently been through the education system. The Only Study Guide You'll Ever Need is just that, and I have collected the best techniques and tools I wish I'd known earlier to help you get through your studies and smash your exams! Jade x

Author : Larry E. Swedroe
Publisher : John Wiley & Sons
ISBN 13 : 0470929715
Total Pages : 240 pages
Book Rating : 4.11/5 ( download)

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Download or read book The Only Guide You'll Ever Need for the Right Financial Plan written by Larry E. Swedroe and published by John Wiley & Sons. This book was released on 2010-07-02 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: An accessible guide that outlines the key elements of an effective financial plan From Larry Swedroe, the author of the bestselling series of "The Only Guide" investment books, with Kevin Grogan and Tiya Lim comes a step-by-step handbook that shows you how to develop a winning personal investment strategy and reveals what it takes to make that strategy part of your overall financial plan. The Only Guide You'll Ever Need for the Right Financial Plan focuses on the "art" of investing and gives you the information you need to create a strategy that is tailor-made for your particular situation. Designed for savvy investors and professional advisors, this book offers the vital information needed for developing and implementing an overall strategic financial plan. In this essential resource, Swedroe outlines the basics in asset allocation and other investment planning concepts. Addresses how you can design an investment policy statement and an individual asset allocation plan Examines how to maintain your portfolio's risk profile in the most cost-effective and tax-efficient manner Offers insights on integrating risk management and estate planning issues into your plan The Only Guide You'll Ever Need for the Right Financial Plan offers a handy tool to help you make more informed and prudent decisions that will go a long way to ensure a secure financial future.

Author : Larry E. Swedroe
Publisher : Truman Talley Books
ISBN 13 : 1429909390
Total Pages : 273 pages
Book Rating : 4.96/5 ( download)

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Download or read book The Only Guide to a Winning Bond Strategy You'll Ever Need written by Larry E. Swedroe and published by Truman Talley Books. This book was released on 2007-04-01 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Larry Swedroe, the author of The Only Guide to a Winning Investment Strategy You'll Ever Need, has collaborated with Joe H. Hempen to create an up-to-date book on how to invest in today's bond market that covers a range of issues pertinent to any bond investor today including: bond-speak, the risks of fixed income investing, mortgage-backed securities, and municipal bonds. The Only Guide to a Winning Bond Strategy You'll Ever Need is a no-nonsense handbook with all the information necessary to design and construct your fixed income portfolio. In this day and age of shaky stocks and economic unpredictability, The Only Guide to a Winning Bond Strategy You'll Ever Need is a crucial tool for any investor looking to safeguard their money.

Author : John Stossel
Publisher : Berkley Trade
ISBN 13 : 9780425053164
Total Pages : 242 pages
Book Rating : 4.64/5 ( download)

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Download or read book John Stossel's Shopping Smart! written by John Stossel and published by Berkley Trade. This book was released on 1982 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: