Try free for 30 days
-
Why People Buy
- The Real Reason Features and Benefits Selling Doesn't Work
- Narrated by: Graham Rowat
- Length: 3 hrs and 48 mins
Failed to add items
Add to basket failed.
Add to Wish List failed.
Remove from Wish List failed.
Follow podcast failed
Unfollow podcast failed
Buy Now for $16.99
No valid payment method on file.
We are sorry. We are not allowed to sell this product with the selected payment method
Listeners also picked
-
Asking Questions the Sandler Way
- Or: Good Question - Why Do You Ask?
- By: Antonio Garrido, David Mattson - foreword
- Narrated by: Bruce Mann
- Length: 7 hrs and 13 mins
- Unabridged
-
Overall
-
Performance
-
Story
When does the sales process really begin? Some say that sales starts at the very first "hello". Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No". "Otherwise", they insist, "it's just order-taking". Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good questions.
-
-
this is read by a fxxxxxx ROBOT. refund, please!!
- By Amazon Customer on 04-07-2022
-
You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- By: David Mattson - foreword, David H. Sandler
- Narrated by: Sean Pratt
- Length: 8 hrs and 23 mins
- Unabridged
-
Overall
-
Performance
-
Story
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
-
Selling Professional Services the Sandler Way
- Or, Nobody Ever Told Me I’d Have to Sell!
- By: Chuck Polin, Evan Polin, David Mattson - foreword
- Narrated by: Tom Parks
- Length: 5 hrs and 39 mins
- Unabridged
-
Overall
-
Performance
-
Story
Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.
-
Negotiating from the Inside Out
- A Playbook for Business Success
- By: Clint Babcock
- Narrated by: Graham Rowat
- Length: 3 hrs and 48 mins
- Unabridged
-
Overall
-
Performance
-
Story
The best strategic negotiators take advantage of self-esteem or self-image issues they uncover in their negotiating partners. These professionals have mastered more than the tactics. They have mastered the inner game of negotiating. You can, too.
-
The E-Myth Revisited
- Why Most Small Businesses Don't Work and What to Do About It
- By: Michael E. Gerber
- Narrated by: Michael E. Gerber
- Length: 8 hrs and 5 mins
- Unabridged
-
Overall
-
Performance
-
Story
In this audio edition of the totally revised underground best seller, The E-Myth, Michael Gerber dispels the myths surrounding starting your own business and shows how commonplace assumptions can get in the way of running a business. He walks you through the steps in the life of a business, from entrepreneurial infancy, through adolescent growing pains, to the mature entrepreneurial perspective, the guiding light of all businesses that succeed.
-
-
Fluff and repetition
- By Chris on 31-12-2016
-
Gold Medal Selling
- Ten Conditioning Strategies for World Class Performance
- By: Sandler Training
- Narrated by: Paul Heitsch
- Length: 3 hrs and 59 mins
- Unabridged
-
Overall
-
Performance
-
Story
How much specialized training must a world-class athlete put in before they reach that coveted top step, hear their country's national anthem played, and receive the gold medal? The answer varies by country and by specialty...but it is always measured in years and sometimes even in decades.
-
Asking Questions the Sandler Way
- Or: Good Question - Why Do You Ask?
- By: Antonio Garrido, David Mattson - foreword
- Narrated by: Bruce Mann
- Length: 7 hrs and 13 mins
- Unabridged
-
Overall
-
Performance
-
Story
When does the sales process really begin? Some say that sales starts at the very first "hello". Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn't begin till the prospect first says, "No". "Otherwise", they insist, "it's just order-taking". Antonio Garrido's Asking Questions the Sandler Way rejects both of those answers. It holds that selling begins when you start asking good questions.
-
-
this is read by a fxxxxxx ROBOT. refund, please!!
- By Amazon Customer on 04-07-2022
-
You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- By: David Mattson - foreword, David H. Sandler
- Narrated by: Sean Pratt
- Length: 8 hrs and 23 mins
- Unabridged
-
Overall
-
Performance
-
Story
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
-
Selling Professional Services the Sandler Way
- Or, Nobody Ever Told Me I’d Have to Sell!
- By: Chuck Polin, Evan Polin, David Mattson - foreword
- Narrated by: Tom Parks
- Length: 5 hrs and 39 mins
- Unabridged
-
Overall
-
Performance
-
Story
Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.
-
Negotiating from the Inside Out
- A Playbook for Business Success
- By: Clint Babcock
- Narrated by: Graham Rowat
- Length: 3 hrs and 48 mins
- Unabridged
-
Overall
-
Performance
-
Story
The best strategic negotiators take advantage of self-esteem or self-image issues they uncover in their negotiating partners. These professionals have mastered more than the tactics. They have mastered the inner game of negotiating. You can, too.
-
The E-Myth Revisited
- Why Most Small Businesses Don't Work and What to Do About It
- By: Michael E. Gerber
- Narrated by: Michael E. Gerber
- Length: 8 hrs and 5 mins
- Unabridged
-
Overall
-
Performance
-
Story
In this audio edition of the totally revised underground best seller, The E-Myth, Michael Gerber dispels the myths surrounding starting your own business and shows how commonplace assumptions can get in the way of running a business. He walks you through the steps in the life of a business, from entrepreneurial infancy, through adolescent growing pains, to the mature entrepreneurial perspective, the guiding light of all businesses that succeed.
-
-
Fluff and repetition
- By Chris on 31-12-2016
-
Gold Medal Selling
- Ten Conditioning Strategies for World Class Performance
- By: Sandler Training
- Narrated by: Paul Heitsch
- Length: 3 hrs and 59 mins
- Unabridged
-
Overall
-
Performance
-
Story
How much specialized training must a world-class athlete put in before they reach that coveted top step, hear their country's national anthem played, and receive the gold medal? The answer varies by country and by specialty...but it is always measured in years and sometimes even in decades.
Publisher's Summary
Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you.
Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople and found that more than 90 percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: They never find out the prospects' true feelings - and feelings are where selling takes place.