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.
Kiss, Bow, or Shake Hands, Sales and Marketing October 18, 2011
Posted by McGraw-Hill Education (Asia) in Self-Improvement.Tags: Bosworth, buyer, buying cycle, client, complex sale, CRM, customer, decision, lead, leads, Negotiation, Presentation, price differentiation, prospective, relationship selling, sales strategies, selling strategies, target audience, trust
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Kiss, Bow, or Shake Hands, Sales and Marketing
The Essential Cultural Guide’From Presentations and Promotions to Communicating and Closing
Authors: Terri Morrison, Wayne A. Conaway
ISBN: 9780071714044 / 0071714049
©2012 | 1st Edition | 304 pages | Paperback
Pub Date: NOV-11
Price: US$ 20.00
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Build your global sales and marketing relationships on solid ground by using the right cultural etiquette at the right time
Terri Morrison—the acknowledged authority on global business etiquette and author of the business classic Kiss, Bow, or Shake Hands—provides straightforward advice on how to conduct business with global teams, foreign partners, and international customers.
Kiss, Bow, or Shake Hands: Sales & Marketingaddresses such topics as:
- Acceptable/uncceptable icebreakers
- Typical physical distances during greetings
- Key phrases in foreign languages
- Coordinating conference calls
- Time zones and important dates
- Negotiating, public speaking and presentations
- Humor
- Gestures and body language
- Closing sales
- Customer service
- International contracts
Praises for Kiss, Bow, or Shake Hands, Sales and Marketing
“As the global community comes closer together, Kiss, Bow, or Shake Hands: Sales & Marketing will be a valuable resource to every person in every industry around the world.”
—Gil A. Cardon, Convention Manager, Japan National Tourism Organization
“Just as you can be a connoisseur of wine, Kiss, Bow or Shake Hands: Sales and Marketing can help make you a connoisseur of cultures, philosophies, business behaviors, and social practices. Read it not just for work, but for the human side as well.”
—Giuseppe G. B. Pezzotti, Senior Lecturer, Cornell University School of Hotel Administration
“Terri has accurately and succinctly captured the key issues that businesspeople or tourists need to know when traveling. It is spot-on, and a very valuable resource!”
—Thomas M. Feifar, Director of Foreign Military Sales, NAVISTAR Defense
About the Author
Terri Morrison is President of Getting Through Customs, an Internet product and training firm for global business travelers. She is the co-author of eight books, including Kiss, Bow or Shake Hands (A Library Journal “Best Business Books” winner) and Dun & Bradstreet’s Guide to Doing Business Around the World.
Other book you might be interested:
- 9780071634533 Perfect Phrases for Sales Presentations
Harvard Business Review on Winning Negotiations May 12, 2011
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: Business, communication, decision-making, harvard business review paperback series, influence, management, negotiating, Negotiation
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Harvard Business Review on Winning Negotiations
Author: HARVARD BUSINESS REVIEW
ISBN: 9781422162576 / 1422162575
©2011 | 272 pages | Paperback
Pub Date: MAY-11
Price: US$ 22.00
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Not for Sale in India, Sub-Continent & Nepal
Persuade others to do what you want–for their own reasons.
If you need the best practices and ideas for making deals that work–but don’t have time to find them–this book is for you. Here are 10 inspiring and useful perspectives, all in one place. This collection of HBR articles will help you: seal or sweeten a bargain by uncovering the other side’s motives, conquer faulty assumptions to make the right deals, forge deals only when they support your strategy, set the stage for a healthy relationship long after the ink has dried, make promises you can keep, gain your adversaries’ trust in high-stakes talks, and know when to walk away.
This collection of HBR articles will help you:
- Seal or sweeten a bargain by uncovering the other side’s motives
- Conquer faulty assumptions to make the right deals
- Forge deals only when they support your strategy
- Set the stage for a healthy relationship long after the ink has dried
- Make promises you can keep
- Gain your adversaries’ trust in high-stakes talks
- Know when to walk away
Other books you might be interested:
- 9781422162477 HBR on Aligning Technology with Strategy
- 9781422162545 HBR on Finding & Keeping the Best People
- 9781422172391 HBR on Making Smart Decisions
- 9781422162514 HBR on Communicating Effectively
- 9781422162521 HBR on Increasing Customer Loyalty
- 9781422162552 HBR on Reinventing Your Marketing
- 9781422172230 HBR on Advancing Your Career
- 9781422162347 HBR on Building Better Teams
- 9781422162583 HBR on Fixing Health Care from Inside & Out
- 9781422162569 HBR on on Greening Your Business Profitably
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