Sell With A Story

Author: Paul Smith
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814437125
Size: 64.27 MB
Format: PDF, Kindle
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.

Sell With A Story

Author: Paul Smith
Publisher: Amacom
ISBN: 9780814437117
Size: 23.27 MB
Format: PDF, Kindle
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"Storytelling expert Paul Smith helps salespeople add this potent tool to their toolkit, and get dramatically better results. Based on interviews with sales and procurement professionals at more than 50 top companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, and Hewlett Packard, Sell with a Story explains how stories work, when to use a story to move the sales process along, which ones to always have handy, and how to turn real-life experiences into stories that resonate"--

Lead With A Story

Author: Paul Smith
Publisher: Amacom Books
ISBN: 0814420303
Size: 64.15 MB
Format: PDF, Kindle
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"Features powerful stories for 21 of the toughest challenges businesspeople face"--Jacket.

Unique Sales Stories

Author: Mark Satterfield
Publisher: Mark Satterfield
ISBN: 9780972471527
Size: 28.29 MB
Format: PDF, Kindle
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In Unique Sales Stories, you will learn: The components of a Unique Sales Story (USS) and how to craft your message; how to create stories that communicate why you're good at what you do and how you're different; how to use stories to build trust and credibility; how to use stories to convert prospects into actual paying clients; and how to put benefits into your story without saying, “These are the benefits of working with me.” Original.

Business Storytelling For Dummies

Author: Karen Dietz
Publisher: John Wiley & Sons
ISBN: 1118730178
Size: 77.65 MB
Format: PDF, ePub, Mobi
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Use storytelling to influence people and move them to action Need to get your point across? Get staff on board with change? Foster collaboration? Increase sales? Strengthen employee engagement? Build customer loyalty? Drive innovation and creativity? Capture best practices? Align people around a goal? Grow your business? Business Storytelling For Dummies can help you do this—and more. Pre-order your copy today through Amazon! Discover: Expert advice with real-world examples Proven case studies, tips, and templates How to get results by capturing, crafting, telling stories, and more

The Challenger Sale

Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Size: 45.21 MB
Format: PDF, Docs
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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.

High Trust Selling

Author: Todd Duncan
Publisher: Thomas Nelson
ISBN: 1418513628
Size: 11.70 MB
Format: PDF, ePub, Docs
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Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job? For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to connect who you are and what you are about in your selling career, the results will be phenomenal and long-lasting. No matter what industry you work in or what type of sales position you hold, adopting the practical principles in High Trust Selling will open the door to a new way of thinking and a life beyond your wildest expectations. “Long-term sales success happens when high trust exists—when you are a trustworthy salesperson running a trustworthy sales business, and when it’s clear to your clients that you are a person of integrity who will not only do what you say but who also has the means to deliver.” —Todd Duncan

Smart Selling On The Phone And Online

Author: Josiane Chriqui FEIGON
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814414664
Size: 66.30 MB
Format: PDF
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The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s TeleSmart 10 System for Power Selling, Smart Selling on the Phone and Online pinpoints the ten skills essential to high-efficiency, high-success performance. Sales professionals will learn how to: • Overcome ten different forms of “paralysis” and reestablish momentum • Sell in sound bites, not long-winded speeches • Ask the right questions to reveal customer needs • Navigate around obstacles to get to the power buyer • Prioritize and manage their time so that more of it is spent actually selling • And more Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of “Sales 2.0” and become a true sales warrior!

Parenting With A Story

Author: Paul Smith
Publisher: AMACOM
ISBN: 0814433588
Size: 76.25 MB
Format: PDF, ePub, Docs
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Tell a young person what to do-play fair, be yourself, stick to the task at hand-and most will tune you out. But show them how choices and consequences play out in the real world, with real people, and the impact will be far more profound. Parenting with a Story gathers 101 narratives from people around the world and from all walks of life, reflecting unexpected moments of clarity about who they are and how they should treat others. The lessons illuminate the power of character-integrity, curiosity, creativity, grit, kindness, patience, gratitude, and more-to prepare us for anything. Sometimes heart-wrenching, sometimes funny, always compelling, these stories impart wisdom and help steer choices about: Resisting peer pressure * Remaining open-minded * Being humble * Making courageous decisions * Standing by their word * Bouncing back from failure * Showing compassion * Picking friends wisely * And more Stories help shape who we are and who we aspire to become. Share these, discuss them, and watch your child grow into the adult you'll be proud of. Free companion discussion guide on the author's site: Lead with a Story

The Accidental Salesperson

Author: Chris Lytle
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814430864
Size: 74.34 MB
Format: PDF, ePub
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Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they arenÆt fully prepared for. The Accidental Salesperson is the answer, providing the advice and inspiration they need to master the essentials and hit the ground running. Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales. Filled with money-generating strategies, humorous yet instructive anecdotes, thought-provoking axioms, and powerful tools, the book includes brand new guidance on: Selling to people who donÆt have time to meet ò Differentiating between infor mation seekers and genuine prospects ò Using social media, Skype, GoToMeeting, WebEx, and other online tools ò Building relation ships competitors canÆt steal Lively, entertaining, and mercifully free of the dull theories, manipulative methods, and high-pressure tactics of most sales booksùthe second edition of The Accidental Salesperson guides readers through every aspect of selling to todayÆs customers.