en-US Sun, 17 Nov 2019 13:58:50 -0800 60 144 41 /images/layout/goodreads_logo_144.jpg 22593950 260 Catherine Obianuju Acholonu Jonas 0 currently-reading 4.29 2014
author: Catherine Obianuju Acholonu
name: Jonas
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]]> 32971397 394 Jonas Caino 0995483604 Jonas 5 5.00
author: Jonas Caino
name: Jonas
average rating: 5.00
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]]> 88183 The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills.

In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need.

The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being.

In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.]]> 112 Spencer Johnson 0060514922 Jonas 5 3.86 1984
author: Spencer Johnson
name: Jonas
average rating: 3.86
book published: 1984
rating: 5
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]]> 5142793
SPIN selling has been the dominant technique for the past decade but Connective Selling makes the sales process easier and more sophisticated. The practical ?8 junction? approach will help you sell effectively without the ?hard sell?. Connective Selling is for salespeople who want to win business with techniques that really work.]]> 195 John Timperley 1841126128 Jonas 4 4.00 2004
author: John Timperley
name: Jonas
average rating: 4.00
book published: 2004
rating: 4
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]]> 115631 The Psychology of Selling.

Strategy, tactics, and mental preparedness separate superior salespeople from the average—and with technological advances evening the competition, the selling edge is now more important than ever. Drawing on his own successful sales career and on his extensive experience as a sales consultant and seminar leader, Brian Tracy has developed the most comprehensive and effective approach to selling ever created.

Advanced Selling Strategies provides you with the techniques and tools used by top salespeople in every industry—methods that net immediate and spectacular results. This book explains how to:
* Develop the self-image to give you the edge in every sales situation
* Concentrate on the customer’s emotional factors to ensure better sales results
* Identify your customer’s most pressing concerns and position your product or service to fill those needs

A MUST READ FOR SALESPEOPLE AND BUSINESSPEOPLE ALIKE.]]> 429 Brian Tracy 0684824744 Jonas 5 4.15 1995
author: Brian Tracy
name: Jonas
average rating: 4.15
book published: 1995
rating: 5
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]]> 833015 216 Neil Rackham 0070511136 Jonas 5 3.98 1988
author: Neil Rackham
name: Jonas
average rating: 3.98
book published: 1988
rating: 5
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]]> 74628 288 Charles B. Handy 0875843018 Jonas 4 3.95 1989
author: Charles B. Handy
name: Jonas
average rating: 3.95
book published: 1989
rating: 4
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]]> 1394860 288 Jack J. Phillips 1576753999 Jonas 2 3.00 2007
author: Jack J. Phillips
name: Jonas
average rating: 3.00
book published: 2007
rating: 2
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]]> 796562 240 Neil Rackham 0070511144 Jonas 5 4.19 1989
author: Neil Rackham
name: Jonas
average rating: 4.19
book published: 1989
rating: 5
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]]> 11910902 What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.]]> 221 Matthew Dixon 1591844355 Jonas 5 3.88 2011
author: Matthew Dixon
name: Jonas
average rating: 3.88
book published: 2011
rating: 5
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]]> 16189536
"The CustomerCentric Selling"(R)" Field Guide to Prospecting and Business Development" focuses on engaging potential clients in relevant conversations to keep them engaged, engaging targeted executives using multiple methods, developing sales-ready messaging that provides answers to business challenges, and identifying triggering events that are important to the executives targeted. Most importantly, it is a guide for winning more business and developing more lasting relationships with customers.

Gary Walker is a cofounder of CustomerCentric Systems, LLC, which "Training Magazine" routinely lists in its list of top 25 sales training companies.]]> 224 Gary Walker 0071808051 Jonas 5 3.36 2013
author: Gary Walker
name: Jonas
average rating: 3.36
book published: 2013
rating: 5
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]]> 7281292 304 Bosworth 0071637087 Jonas 5 3.90 2003
author: Bosworth
name: Jonas
average rating: 3.90
book published: 2003
rating: 5
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