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1) SPIN selling
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Written by Neil Rackham, former president and founder of Huthwaite Corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite Corporation's massive 12-year, $1-million dollar research into effective sales performance, and this groundbreaking resource details the revolutionary SPIN (Situation, Problem,...
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The classic guide to getting the best deal when selling a home—from America's #1 real estate expert
This latest edition of Bob Irwin's classic Tips & Traps When Selling a Home brings you up to speed on all the recent changes, regulations, and trends in real estate—whether you're new to the selling process or are an experienced home seller. It provides important information on market conditions, new tax advantages,
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Virtual selling is here now, and it is here to stay. Going forward virtual selling will remain a big part of any business success equation. Clients who rarely agreed to a virtual sales meeting before Covid have quickly become comfortable with it. It will become far easier to get a virtual sales appointment vs face to face meetings. For that reason alone, you must quickly sharpen your virtual selling skills. In short, strike while the iron is hot....
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B2B sales has evolved from a product-focused transactional approach to a consultative one placing emphasis on asking the right questions, understanding the customer's needs, identifying their issues and pitching the right solution to solve them.
The challenge with the consultative approach is that it's based on the assumption that customers know what their problems are and how to solve them. The Transformational Seller does not make this assumption,...
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The program is revolutionizing high-end selling, by showing companies how to “clone” their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of...
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"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training." -Charles H. Green, Author, The Trusted Advisor
You can't sell the same way you did pre-2020. If you do, you won't achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. To thrive...
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Selling: The Fundamentals is a set of tools aimed at the first-time Enterprise salesperson just entering this world of long-form selling as a pursuit can take months or years to complete, its also aimed at the business consultant fresh from university that will be asked to sell before they consult and finally the entrepreneur that has a specific product and needs to sell to large businesses.
Selling: The Fundamentals is a set of tools to de-mystify...
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Sales is the life blood of every company. Developing the product can pale in comparison with getting out there and trying to sell it. Yet selling is a footnote in the curriculum of many MBA programs. As Jim Healy points out, if you underestimate the critical importance of selling, you can lose opportunities and risk getting sidelined by the competition. You need a fundamental understanding of the four dynamic and interactive aspects of selling: analyzing...
11) Selling at Fairs
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Listen to these tactics from an experienced vendor who has attended dozens of events.
The author relates his experiences of signing up for local fairs, paying a fee, and trying to talk to people to make a profit. These experiences have helped him and his partner gain insights in selling and marketing. Selling at events is an art by itself. No matter which product you're selling, there are things you need to know about positioning, target groups, approaching...
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"Whether your local real estate market is super-heated or still making a comeback, there are steps you can take to reach the right buyers, pick the best offer, and ultimately get top dollar for your home. Selling Your House: Nolo's Essential Guide will take you through the process from start to finish. And, you'll learn how to do it all in the shortest possible time. Selling Your House: Nolo's Essential Guide provides tips from industry pros--including...
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"Direct Selling For Dummies is the perfect resource for anyone involved or interested in direct sales. Written by a 35-year veteran of this booming industry, this useful guide teaches you everything you need to know to achieve and maintain lasting success. You'll learn the insider tips that only the pros know, and how to structure your business, your time, and your customer relationships to optimize sales and achieve your goals. Compare party plans,...
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