Stop Telling, Start Selling January 18, 2012
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: b2b, Business, business development, business to business, CRM, customer relationship, customer relationship management, inspirational, Negotiation, prospecting, sales, sales goals, sales training, selling, success
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Stop Telling, Start Selling
How to Use Customer-Focused Dialogue to Close Sales
Author: Linda Richardson
ISBN: 9780071603829 / 0071603824
©2012 | 3rd Edition | 256 pages | Paperback
Pub Date: MAR-12
Price: US$ 19.00
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Since 1993 Stop Telling, Start Selling has established itself as the classic sales reps turn to again and again. In it, Linda Richardson, reveals the secret weapon of “dialogue selling”–making this the definitive guidebook of the consultative sales movement that is the leading sales movement today.
Dialogue Selling is the best way sales reps can use to differentiate themselves, their products, and organizations in a hypercompetitive world of look-alike products. “Much of what appears to be ‘consultative selling’ today is a masquerade for product selling,” explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer’s interest, trust–and business–Richardson explains the need to: STOP telling the customer about your product or service and START a true customer dialogue. In this newly revised and updated edition of Stop Telling, Start SellingRichardson shares the critical skills needed to:
- Understand your customer’s personal and business needs
- Position your message so it is important to your customer
- Unlearn manipulative tactics that can kill a sale early on
- Gather customer feedback to adjust your message as you go
- Maintain selling momentum and shorten the sales cycle
Packed with self-tests, scripted selling scenarios and real-world examples, this guide which also features all-new material on “self-coaching,” “peer-coaching,” and “negotiating terms and price.” The result is a revitalized, dialogue-based process designed to pierce the armor of today’s more cynical, tightfisted customers.
About the Author
Linda Richardson is the Founder and Chairwoman of Richardson, a global sales training business and is credited with the movement to Consultative Selling. Other innovations she has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology.
Great Leaders Grow January 9, 2012
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: Business, business development, business leadership, Leadership, leadership development, organizational alignment, servant leadership
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Great Leaders Grow
Becoming a Leader for Life
Authors: by Ken Blanchard , Mark Miller
ISBN: 9781609943035 / 1609943031
©2012 | 1st Edition | 144 pages | Hardback
Pub Date: JAN-12
Price: US$ 22.95
Successful leaders don’t rest on their laurels. Leadership must be a living process, not a title on a business card, and life means growth. As Ken Blanchard and Mark Miller write in the introduction, “the path to increased influence, impact, and leadership effectiveness is paved with personal growth.… Our capacity to grow determines our capacity to lead. It’s really that simple.” Great Leaders Grow shows leaders and aspiring leaders precisely which areas to focus on so they can remain effective throughout their lives.
As the book opens, Debbie Brewster, an accomplished leader herself, becomes a mentor to Blake, her late mentor’s son, as he begins his career. Debbie tells Blake, “How well you and I serve will be determined by the decision to grow or not. Will you be a leader who is always ready to face the next challenge? Or will you be a leader who tries to apply yesterday’s solutions to today’s problems? The latter will ultimately fail. The difference: the decision to grow. And not a short-term decision but a decision to grow throughout your career and throughout your life. This single decision is a game changer for leaders.”
Over the next several weeks Debbie reveals what this means in practical terms. She and Blake explore four ways that leaders must continue to grow, both on the job and off, because who you are as a leader is inextricably connected to who you are as a person. Whether you’re a CEO or an entry-level employee, you’ll be inspired to reflect on your own life and to design your own unique long-term growth plan, leading to not only continuing professional success but personal fulfillment as well.
About the Authors
Ken Blanchard is chief spiritual officer of the Ken Blanchard Companies. He is the author or coauthor of 50 books that have sold more than 20 million copies, including the iconic One Minute Manager®.
Mark Miller is vice president, training and development, for Chick-fil-A. During his career he has served in corporate communications, restaurant operations, quality and customer satisfaction, and numerous other leadership positions. He began his Chick-fil-A career in 1977 working as an hourly team member. He is the author of The Secret of Teams and the coauthor of The Secret.
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