Showing titles in Sales & Selling

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Este libro te enseñará el arte de conseguir que más clientes gasten más dinero más rápido.

MEDDICC gives you methods to increase your hit rate—by asking 8 important questions to customers, you can focus all your energy on the deals you can win—and ignore the rest. You will win faster and close more deals.

In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.

Rainmakers make the big bucks. For their companies and for themselves. Here's how. The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won't do, a very particular human being must get involved...

Top performers have figured out a radical new approach that is redefining what it means to be a "rainmaker" in today's professional services market. Drawing on a comprehensive, quantitative study of nearly 3,000 partners, The Activator Advantage identifies the five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.

Stuck in a "win-win versus win-lose" mind-set, most negotiators focus on the face-to-face process at the table. David Lax and James Sebenius urge bargainers to look beyond tactics at the table. Persuasive tactics are only the "first dimension" of the authors' path-breaking approach, developed from their decades of doing deals and analyzing great dealmakers.

#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive: the insightful and pragmatic book that explores the powerful role selling plays in our lives. According to the U.S. Bureau of Labor Statistics, one...

How to Persuade and Get Paid is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.

Read by the author. The first meeting is where everything begins—or ends. Get it right, and you build unstoppable deal momentum. Get it wrong, and the deal is in big trouble. Traditional discovery meetings must die! Today's buyer demands it. They no longer tolerate one-sided sales...

Exactly How to Sell walks you through a tried-and-true process that draws on time-tested methods that are designed to attract and keep more customers. No matter what you are selling (yourself, your product, or your services), this simple listen is certain to provide you actionable strategies to deliver you more of the sales results you are seeking.

In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another, but Darius noticed that all they are related to the same illness: the inability to qualify. This book covers both the why and the how of sales qualification. It describes the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) sales methodology in-depth. This is not a book of theories or academic concepts, but techniques with practical recipes.

This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

Land the deals you want and develop your instincts with million-dollar negotiation techniques. After selling over $3 billion in real estate, including the most expensive one-bedroom house in history, Josh Altman, costar of the hit show Million-Dollar Listing Los Angeles, wants to teach you the real estate sales and negotiation tactics that have made him one of America's top agents. Buying or selling a house, whether for a client or yourself, is one of the most important and stressful deals anyone can make, demanding emotional intelligence and a solid set of negotiating skills.

This isn't a book. It's a collection of chapters containing proven tactics I withheld from the $100M Series because they were "too advanced," "too niche," or "too much math." Translation: They work too well for specific situations.

Learn how today’s artists survive, exhibit, and earn money, without selling out! This book explains how to be a professional artist and new methods to define and realize what success means. Whether you’re a beginner, a student, or a career artist looking to be in the best museum shows, this book provides ways of advancing your plans on any level. Making It in the Art World is an invaluable resource for artists at every stage, offering readers a plethora of strategies and helpful tips to plan and execute a successful artistic career.

Consuming and performing the exercises in this book can transform individuals, teams, and organizations from undifferentiated sellers into high-performing experts who truly enable buyers, resulting in mutually successful outcomes that endure.

You know sales is essential to your business. But you’re nearly burned out from trying to meet your quota. Lately, you’ve begun wondering if sales is really your calling. The problem isn’t you. You’re simply missing the fundamentals you need to succeed. That’s why The B2B Sales Playbook is packed with strategies for closing deals across all sales sizes and sectors.

In the high-stakes world of tech sales, consistent top performers are a rare breed. What separates the elite from the rest isn’t charm, luck, or even raw talent—it’s mindset. The President’s Club Mindset by Bob Kocis offers a definitive look at what it takes to become—and remain—a top sales professional in SaaS, enterprise, and B2B technology sectors. A multiple President’s Club winner turned global sales leader, Kocis brings more than thirty years of field-tested experience to bear.

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.