High Performance Sales Training

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High Performance Sales Training

Author : Lee Boyan
ISBN : 0814477836
Genre : Business & Economics
File Size : 88.50 MB
Format : PDF, ePub, Mobi
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This easy-to-use collection of 64 active selling exercises helps trainers bring a focused, hands-on approach to teaching selling skills.
Category: Business & Economics

High Performance Sales Strategies

Author : Russell Ward
ISBN : 9780273794721
Genre : Business & Economics
File Size : 28.44 MB
Format : PDF, ePub, Docs
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YOU’VE GOT JUST 60 MINUTES TO WIN OR LOSE YOUR NEXT SALE - HOW WILL YOU MAKE THEM COUNT? If your job is to win new business, then you’ll know it’s important to make a strong first impression. But do you realise that the first 60 minutes are critical to your chances of success? High Performance Sales Strategies is bursting with highly effective ways to make that first critical hour deliver. It’s a formula that’s been proven to work by thousands of sales people and through its revolutionary approach you’ll discover how to: Plan and prepare properly - be fully prepared for the meeting Understand your customers - get to the bottom of your client’s pains and challenges Make that sale - deliver a compelling value proposition that they can’t resist Stay upbeat - maintain your focus and adopt a positive mindset Build better relationships - turn new business into long term partnerships. High Performance Sales Strategies will give you extraordinary skills to deliver exceptional sales results – whatever your level.
Category: Business & Economics

Scientific Selling

Author : Nancy Martini
ISBN : 9781118239605
Genre : Business & Economics
File Size : 28.80 MB
Format : PDF, ePub
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Sales managers have the most difficult job in the businessworld. They are responsible not just for revenue, but also for thehiring, coaching, training, and deployment of the employees whomust generate it. Before the advancements that inspired Scientific Selling,sales managers had few tools to help them succeed at thesedisparate yet essential tasks. Today, however, the scientificapproaches described in this book allow sales managers to moreeffectively measure, refine, and improve every aspect of the salesenvironment. Using easily-understood examples, graphics, charts, andexplanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studiesillustrating exactly how scientific measurement and testing haveimproved sales performance within different kinds of sales groupsinside multiple industries.
Category: Business & Economics

Sales Training Basics

Author : Angela Siegfried
ISBN : 9781607283966
Genre : Business & Economics
File Size : 48.29 MB
Format : PDF, ePub, Mobi
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Category: Business & Economics

High Performance Sales Organizations

Author : Kevin J. Corcoran
ISBN : 0786303522
Genre : Customer relations
File Size : 24.13 MB
Format : PDF, Docs
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Understanding customer expectations and how they are changing is vital to developing sales strategies that will succeed in today's complex marketplace. Based on research studies conducted by Learning International, a worldwide leader in sales and service training, this book provides insights into the principles and practices used by some of the world's leading sales organizations.
Category: Customer relations

World Class Selling

Author : Brian W . Lambert
ISBN : 9781562865580
Genre : Business & Economics
File Size : 54.97 MB
Format : PDF, ePub, Docs
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A data-driven guide for developing a high-performing sales team and driving results. If you lead a sales team and are in search of a better way to run your sales function, stop guessing! Use World ClassSelling as your foundational resource for driving sales and getting results. Based on data-driven criteria from thousands of sales managers, sales trainers, and sales people, this publication identifies the necessary criteria for building a world-class sales team.
Category: Business & Economics

High Performance Sales Organizations Creating Competitive Advantage In The Global Marketplace

Author : Darlene Coker
ISBN : 0071367624
Genre : Business & Economics
File Size : 51.78 MB
Format : PDF
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"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.
Category: Business & Economics

Sales Training The Art Of Selling To Intelligent People

Author :
ISBN :
Genre : Business & Economics
File Size : 84.70 MB
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How will this book benefit you? Sales people often think: If I’m hard-working and honest with my customers, why do I need a better understanding of things like “neuroscience”, “the psychology of trust” and “reverse psychology”? The answer is simple: there are some truly amazing sales people, who go the extra mile to collect their customers at the airport, entertain them at restaurants, tell funny jokes on LinkedIn and then after doing all these things to impress customers, they find out that the customer bought from their competitor who did not do any of these things to impress them. Sometimes the customer can even perceive dedicated sales consultants as being desperate, causing them to lose the deal. Other sales people still attempt to use mental strategies to persuade their customers to buy their products or services and by doing so they seem to forget that resistance to persuasion is a common reaction in all human beings. This results in salespeople failing to close straightforward sales that should have been very easy to close. This is precisely why salespeople need a deeper understanding of how customers think, whom they trust, and why they decide to buy. Appreciating these concepts will give you a real edge as a salesperson: you will gain the confidence and proficiency to take your sales performance to the highest level. All the techniques found in this book focus on smarter sales, not harder sales. Hopefully, by the end of this book you will have understood that sales success does not depend on your desire to sell or on how hard you try. Rather, it depends on your ability to understand the mechanisms that underlie the buying process. You will learn to be a smarter salesperson, who is confident and relaxed and can dextrously use a handful of strategies leading to success. What this book is NOT about Now let’s be clear about something: some people think that this book is about the dark side of sales. However, this is not the case. Au contraire, if you are stuck in a pattern where you are currently using questionable sales techniques that are making good money but is bad for your reputation, you’re about to learn new methods that are more effective and will give you an excellent reputation instead. The methods described in this book are insightful rather than dubious. Who is this book for? There are three groups of people who will benefit tremendously from reading this book. Firstly, if you already work in sales and perform well, but somehow find that over time your reputation is suffering in the process. Secondly, if you are totally new to sales and would like to get it right from the start, with this book you can learn to master the psychology of selling so that you never struggle in this profession. Thirdly, if you work in sales, have a good reputation, but you need to increase your conversion rate to see better performance, this book will allow you to fine-tune your selling approach. Cautionary notes The tactics explained in this book are best used when selling a credible product or service to the right prospect. Please don’t abuse these tactics to try and manipulate buyers into spending their money on inferior products that they will regret buying. After all, it is your responsibility to preserve your long-term reputation as a sales professional.
Category: Business & Economics

Kaching Auto Sales Training Manual

Author : Bernard Smalls
ISBN : 9781411617827
Genre :
File Size : 89.58 MB
Format : PDF, ePub
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The complete automotive sales training process that will make you big bucks. Learn the psychology of auto sales, selling in the 21st century, the art of negotiations, creating raving fan customers and much more...
Category:

Fortify Your Sales Force

Author : Renie McClay
ISBN : 9780470552902
Genre : Business & Economics
File Size : 81.69 MB
Format : PDF, ePub, Mobi
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How can organizations provide the right sales training to the right sales people at the right time? This book is filled with a diverse collection of case studies from top companies and provides a practical road map and the proven tools for organizations that want to implement a winning sales training program. The book offers helpful techniques and tips on how to successfully execute sales training with limited resources and cut budgets. It provides how-to guidelines for successful sales training in a down economy. It is written by 13 experts who have experience selling and have managed sales people. The contributors have combined experience of improving sales performance of over 120 years. The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.
Category: Business & Economics

Sales Management

Author : Earl D. Honeycutt
ISBN : 0415300436
Genre : Business & Economics
File Size : 77.85 MB
Format : PDF, Mobi
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As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations * hiring, training, motivating and evaluating the international sales force * Customer Relationship Management (CRM) * sales territory design and management. Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.
Category: Business & Economics

10 Great Games And How To Use Them

Author : Cat Sharpe (Editor)
ISBN : 1562861476
Genre : Educational games
File Size : 57.29 MB
Format : PDF
Download : 395
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Discover the learning value of games, exercises, and puzzles.
Category: Educational games

Engage

Author : Jeanine O'Neill-Blackwell
ISBN : 9781118029435
Genre : Business & Economics
File Size : 65.1 MB
Format : PDF, ePub
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Discover Your Training Style Strengths and Build Your Skills with Online Tools, Videos, and More "A superb book that gives learning and development professionals in every industry an automatic must-read. This book is filled with wisdom and insight as well as clear analytic models and real actionable concrete steps." -- Bruce Tulgan, author of It's OK to Be the Boss and Managing Generation X "Engage takes the innovation of 4MAT® and looks at it through the lens of the trainer. An engaging learning experience itself, Engage is full of interactive assessments, links to videos, and foolproof action plans and ideas designed to transform any learning event into a dynamic learning experience."-- Shelley Barnes, executive director, Field Education/Program Development, Aveda Corporation For any trainer who needs easy-to-apply strategies that are grounded in solid research, Engage offers a hands-on guide to understanding learning styles. It includes a four-step model for engaging all learning styles in any learning situation. The book integrates both the art and research-based science of strong instructional design reaching all learning styles with activities, tricks, and tips that are proven to boost skills quickly. Filled with illustrative examples and online companion resources, the book explores the brain research that lays the foundation for the book's 4MAT® model and includes activities and strategies that can be applied for each step in the process. Engage also gives the reader access to an online version of the 4MAT® Training Style Inventory. The results of the assessment give a strengths score in four key training roles.
Category: Business & Economics

Emotional Intelligence For Sales Leadership

Author : Colleen Stanley
ISBN : 9781400217731
Genre : Business & Economics
File Size : 90.25 MB
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Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales. Emotional Intelligence for Sales Leadership: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.
Category: Business & Economics

Sales Force Management

Author : Mark W. Johnston
ISBN : 9781135128364
Genre : Business & Economics
File Size : 38.27 MB
Format : PDF, ePub
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In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students’ ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .
Category: Business & Economics

Building A Winning Sales Force

Author : Andris A. Zoltners
ISBN : 0814410405
Genre : Business & Economics
File Size : 71.98 MB
Format : PDF, Kindle
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Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today's sales organizations. With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Category: Business & Economics

High Performance Selling

Author : Anthony S Chaine
ISBN : 1085998770
Genre :
File Size : 60.35 MB
Format : PDF, Mobi
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Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.
Category:

The Perfect Hire

Author : Katherine Graham-Leviss
ISBN : 9781613081204
Genre : Business & Economics
File Size : 79.14 MB
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How many sales candidates have you hired for their technical skills only to fire for their bad attitude? How many experienced sales hires have you had to let go for poor on-the-job performance? Whether you’ve experienced such scenarios or you hope to avoid them, the takeaway is simple—the perfect hire requires more than technical skills and experience. Sales strategist Kathi Graham-Leviss invites you to stop the revolving door of sales hires and arms you with the critical steps to choosing the perfect hire—every time. Utilizing proven best practices—revealed from the latest research in sales performance drivers—learn how to assess soft skills, problem solving abilities, and behavioral attributes, in addition to technical know-how, to select candidates who are well matched for the job, not just well qualified. Uncover the secrets to creating a successful hiring methodology that enables you to: • Attract quality candidates • Screen for high performers • Predict on-the-job success • Select the perfect hire • Increase productivity • Reduce turnover • Increase Profits Be it time, money, opportunities lost—the cost of finding and hiring a new sales employee is significant. Stop spending on poor prospects and start profiting with the perfect hire!
Category: Business & Economics

Sales Management The Brian Tracy Success Library

Author : Brian Tracy
ISBN : 9780814436301
Genre : Business & Economics
File Size : 26.60 MB
Format : PDF, Mobi
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The job of the sales manager is to recruit, manage, and motivate a top team of high-performing sales professionals. This book shows you how to do it. World-renowned sales expert Brian Tracy has spent decades studying what sets the most successful sales managers and professionals apart from the rest-and now in this pocket-sized guide, he distills these simple but powerful strategies. Readers will discover the six key characteristics of a winning sales team and learn how to: Select and recruit sales champions * Start them off on the right foot * Establish clear objectives * Determine a sales plan * Inspire singleness of purpose * Demonstrate respect and appreciation * Motivate people with the right incentives * Boost their self-concept to boost revenue * Develop winners through continuous coaching and training * Brainstorm sales solutions * Measure results * Conduct game-changing performance reviews * Discipline effectively * De-hire poor performers *Lead by example A compact but essential resource, Sales Management will help readers increase the effectiveness of their sales force, improve their bottom line, and advance their own career and satisfaction in the process.
Category: Business & Economics