Paul Smith - Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
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- Book:Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
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New Sales. Simplified.
by Mike Weinberg
New Sales. Simplified. will help anyone in sales become more effective at his or her most important responsibilityacquiring new customers. Packed with examples and anecdotes, the book offers an easy-to-follow framework to successfully develop new business, and takes a blunt, often funny look at what you may be doing wrong when planning and executing your sales attack.
Sales Management. Simplified.
by Mike Weinberg
Is it possible youre unknowingly under-mining your companys sales effort? In Sales Management. Simplified., expert sales consultant Mike Weinberg offers blunt truth from the front lines, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales leaders. Sales Management. Simplified provides a simple, actionable framework you can adopt to create dramatic and lasting sales performance improvement.
Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants
by Paul Cherry
Asking questions is the simplest and fastest way to make a sale. They help you find out what kinds of problems your clients are having, what their needs are, and how much theyre willing to pay for a solution. But you cant just ask a few questions and expect to get a saleyou have to ask the right questions, in the right order. Questions That Sell not only supplies you with hundreds of sample questions you can use in any type of sales situation, but gives you an in-depth, easy-to-use process with which to use them.
Smart Selling on the Phone and Online: Inside Sales That Get Results
by Josiane Chriqui Feigon
Youre an inside sales pro: on the front lines in your businesss battle for dominance, riding the crest of the wave of Sales 2.0 change, and fighting to be heard by todays busy, opt-out prospects. You need to find the power players, get their attention on the phone and online, and close dealsfast. Josiane Feigons robust and comprehensive TeleSmart 10 System for Power Selling helps you do all that and more.
Emotional Intelligence for Sales Success: Connect with Customers and Get Results
by Colleen Stanley
If you find yourself getting flustered with clients, caving to discount pressure, jumping the gun with your sales presentation, or wasting time with low-level prospects, adding another sales tactic to your tool kit wont fix the problem. Instead, theres a far more effective way to get your sales back on track: Ignite and develop your emotional intelligence (EI). Empathizing with your prospects, expressing assertiveness, staying cool when hot buttons are triggered, even recognizing your buttonsthis is the powerful inner territory explored in Emotional Intelligence for Sales Success, a breakthrough book that extends the range of EI to include common sales scenarios and challenges.
AMACOM Books
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The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device for terms of interest. For your reference, the terms that appear in the print index are listed below
Abercrombie & Fitch
Accenture
accuracy
audience expectations of
litmus test for
precision vs.
action, recommended, see also transition out (lesson and action)
active voice
Adams, Kenn
Adventures in the Screen Trade (William Goldman)
aggression, in embellishing stories
air travel, see Iceland volcano story
All Marketers Are Liars (Seth Godin)
Amway
Anecdote
Anthony, Mitch
anti-stories
apologizing for storytelling
Apple Computer
appropriateness, of emotion in story
Ariba
Powers desire to work at
surprise in story of
Aristotle
Armstrong, Sir Robert
asking for the sale, see closing the sale
asking questions, to elicit stories from buyers
ATM in Las Vegas story
conflict in
context in
emotion in
recommended action in
using Story Structure Template for
Attacking Faulty Reasoning (T. Edward Damer)
authenticity, details for
Backroads story
context of
as founding story
length of
structure of
as whats worked well in the past story
being remembered, as reason for storytelling
bfinance
BizLibrary
Blair, Steve
Blake, Barry
body language
Bosworth, Michael
Bounty paper towels
Bowser, Mark, see also These are not my pants! story
brain
emotion centers of the
speaking to decision-making part of
Bransford, John
breakups, coaching
Bruner, Jerome
buddy system
Burton, Quave
Business Storytelling for Dummies (Karen Dietz and Lori Silverman)
buyers
out-of-office time with
stories to help relax
stories wanted by
telling your stories to
buyers stories
tactics for eliciting
types of
value of hearing
Callahan, Shawn
Campbell, Joseph
Carnegie, Andrew
case studies, see Story Clinic
catalyst, see challenge
challenge
in discovery journey stories
relevant
in stories
Childrens Hospital (location not given)
Childrens Hospital (Los Angeles)
choosing stories, see selecting stories
Christy Demetrakis
Cialdini, Robert
Circle of the 9 Muses (David Hutchens)
Clagett, Becky
Clancy, Tom
client conferences, as source of stories
closed-ended questions
closing the sale
after an emotional story
arming sponsor with a story for
and coaching breakups
creating sense of urgency in
stories used after
coaching the breakup
company
canned background information on
stories about going to bat for customer with
stories about your
company website, as source of stories
competitors, stories about differences from
complication, see challenge
conferences, as source of stories
conflict
conflict-resolution structure
connection, degrees of
contagious, stories as
contests
context
in discovery journey stories
missing pieces of
skipping one element of, for surprise
unnecessary details of
what main character wants in
where and when in
who main character is in
context-shifting
Costco Wholesale
crafting stories
challenge in
conflict in
context in
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