HIGH PROFIT PROSPECTING

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High Profit Prospecting

Author : Mark Hunter
ISBN : 9780814437797
Genre : Business & Economics
File Size : 52.95 MB
Format : PDF, ePub
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect—and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t cold-calling dead?” Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices, High-Profit Prospecting will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail Craft compelling emails Use social media effectively Leverage referrals Get past gatekeepers and open new doors Steer clear of prospecting pitfalls Connect with the C-Suite And more The Internet won’t fill your sales funnel—and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs—in your hands. Follow its formula and start bringing in valuable new business.
Category: Business & Economics

Combo Prospecting

Author : Tony J. Hughes
ISBN : 9780814439128
Genre : Business & Economics
File Size : 20.28 MB
Format : PDF, ePub, Mobi
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Unleash a killer combination of old and new sales strategies. How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won’t provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks. The book reveals today’s new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works. With actionable insights in every chapter, it explains how to: Do deep-dive research into social Locate leverage points that matter Secure decision-maker meetings Earn executive engagement Build a knockout, online brand Nurture a network that helps you thrive Profit from referrals Publish insights that set you apart and steer the agenda Employ an efficient, lethal library of scripts and templates And much, much more Want to wildly exceed your quota? Combo Prospecting is a potent playbook that will pack your pipeline and turn you into a selling champ.
Category: Business & Economics

The Introvert S Edge

Author : Matthew Pollard
ISBN : 9780814438886
Genre : Business & Economics
File Size : 67.27 MB
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An introvert? Great at sales? YES. Sales is a skill anyone can learn and master-and introverts are especially good at it once they learn how to leverage their natural strengths. Introverts aren't comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections. That's the beauty of The Introvert's Edge: it doesn't focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y. Powerful and practical, the book reveals how to: Find natural confidence * Prepare for every situation * Present your value so that customers want to buy * Sidestep objections * Judge when the customer's ready to buy * Ask for the sale-without asking * Continually adapt and improve * Profit from a process that doesn't rely on personality * Enjoy sales With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert's Edge shows you how to succeed in sales-without changing who you are.
Category: Business & Economics

The Sales Survival Handbook

Author : Ken Kupchik
ISBN : 9780814438657
Genre : Business & Economics
File Size : 27.18 MB
Format : PDF, ePub, Docs
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"The Sales Survival Handbook, the funniest sales book of all time." --Hubspot Working in sales, you have the opportunity to make more money and drink more coffee than you ever thought possible! You also get these bonus benefits: customers who lie to your face, quotas that change as soon as you hit them, management that puts soul-crushing demands on you to produce . . . and so much pressure you're likely to experience PSSD (Post Sales Stress Disorder). Whether you've been in sales for a while, are new to the game, or just need a lift, this humorous yet practical guide shows you how to: Overcome objections without tears * Get out of a sales slump...legally * Cold call without sedatives * Beg for referrals * Spot common types of customers, coworkers, and managers * Decipher compensation plans * Deal with the day-to-day * Maintain a social life (mission impossible) * And much, much more The Sales Survival Handbook contains all the do's, don'ts, quizzes, lists, and real-world advice you need to survive the agony and enjoy the ecstasy of your sales career.
Category: Business & Economics

Get The Meeting

Author : Stu Heinecke
ISBN : 9781948836692
Genre : Business & Economics
File Size : 51.20 MB
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What’s the one critical networking skill that can make or break your career? Your ability to Get the Meeting! Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke’s innovative concept of Contact Marketing—using personalized campaigns to create alliances with executive assistants and reach the elusive VIPs who can make or break a sale, with response rates as high as 100 percent—has helped professionals around the world open more doors in their careers and reach new heights of success. Now, in Get the Meeting!, Heinecke, author of the groundbreaking How to Get a Meeting with Anyone, shares the latest tips, tools, and tactics to help readers break through to their top accounts in the most effective ways possible. With more than 60 fully illustrated case studies and tactical examples, this new book takes you inside successful contact marketing campaigns—from strategy, through execution, to results—and forecasts the contact marketing campaigns of the future based on cutting-edge technology. Full-color photography and in-depth interviews with the campaigns’ designers provide unparalleled insight into how to get those critical conversations that can change your life. Plus, step-by-step how-to sections help you get started creating your own contact marketing campaigns. From Hollywood to the search for Amazon’s HQ2, from a surprising new Contact Marketing model, to “Pocket Campaigns,” which could replace traditional business cards, and persistence elements that run throughout a sales cycle, and from LinkedIn to virtual reality, Get the Meeting! will spark your imagination and give you the tools you need to get the meetings—and life-changing results—you always wanted.
Category: Business & Economics

High Profit Selling

Author : Mark Hunter
ISBN : 9780814420102
Genre : Business & Economics
File Size : 59.80 MB
Format : PDF, Kindle
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In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins-short-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on "profitable sales." This eye-opening book shows readers how to: Avoid negotiating * Actively listen to customers * Match the benefits of their product or service with the customer's needs and pains * Confidently communicate value * Successfully execute a price increase with existing customers * Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Category: Business & Economics

High Trust Selling

Author : Todd Duncan
ISBN : 9781418513627
Genre : Business & Economics
File Size : 82.67 MB
Format : PDF, ePub
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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
Category: Business & Economics

Selling From The Heart

Author : Larry Levine
ISBN : 1720220131
Genre :
File Size : 61.60 MB
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Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don't work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed! In this powerful book, Larry Levine challenges modern myths about how to approach buyers and close the sale. He deftly shows you how, in a world suffering from information overload and technology fatigue, sales professionals who demonstrate authenticity and empathy gain an unbeatable competitive edge. Jeb Blount, CEO SalesGravy.com and Author of Sales EQ Too many of us (salespeople) look outward for success and in the most brilliant, down to earth way, Selling From The Heart reminds us that our success starts within, not out. In a world of copycats, Larry Levine, with a softness of a benevolent mentor and the disarming approach of Fred Rogers, stresses that we can't win as a copy, but only as an original. "Be YOU!" The best message the sales world has received in a long time. Keenan, CEO of A Sales Guy Selling from the Heart is not really a book about sales. It's a book about YOU. This is the ultimate playbook for showing up as yourself, so you can increase your sales. Deb Calvert, author of DISCOVER Questions® and co-author of Stop Selling & Start Leading Real sales, real world, real life. Larry Levine shares what it takes to be an authentically successful salesperson. Selling From The Heart will have you probing your own heart, and when you read and apply the lessons from the book, you'll find yourself seeing authentically. Mark Hunter, CSP, "The Sales Hunter" author of High-Profit Prospecting and High-Profit Selling Selling From The Heart is powerful, refreshing, and...authentic! Larry Levine and this new book are a breath of much-needed fresh air. He's the most honest social selling expert in the business, and this book is exactly what sellers need today. Larry shares wisdom from his years of successful experience, with both blunt truth and effective advice. You will love his writing style, stories, and most of all, the increased sales from implementing his advice! Mike Weinberg, author of New Sales Simplified, and Sales Management Simplified. In sales, the heart always comes before the head. What I love and admire most about Larry Levine is that he sees the potential in all of us and compels us to act with heart and authenticity. In Selling From The Heart, Larry draws upon the wisdom that is both timeless and relevant. Read it and increase your sales, but more importantly, connect with yourself and live a more meaningful life. Shari Levitin, Founder, and CEO of Levitin Group and author of Heart and Sell-10 Universal Truths Every Salesperson Needs to Know,
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The Million Dollar Rebuttal And Stratospheric Lead Generation Secrets

Author : David Walter
ISBN : 1796209589
Genre :
File Size : 49.90 MB
Format : PDF, ePub
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TURN YOUR BUSINESS PHONE INTO A COLD CALLING CASH MACHINE!Imagine yourself picking up a phone and setting fifteen appointments cold calling -- in one day! In this book David provides effective lead generation strategies, telemarketing scripts and rebuttals that will eliminate objections and enable you to set ten times the appointments with half the calls!David's claim to fame came from setting a record 15 appointments a day, every day for 6 months cold calling for a PEO company setting a total of over 1800 appointments! Buy Now and learn the lead generation secrets in his book, The Million Dollar Rebuttal, and discover how to make More Money selling to prospects that Don't have a Need!Learn How To Breeze Past the Herculean Obstacle called Gatekeepers!Instead of just running into a brick wall over and over again, stop and look around to see if there is another route to your ultimate destination. In our book you'll learn several techniques, such as using the power of distraction to get past call screeners, make fewer calls, and dramatically increase your contacts!Learn How To Harness the Power of Your Alter-Ego for Cold Calling Success! The concept of muscle memory is the subconscious mind in action and all hot streaks are born in the subconscious mind, as with my appointment setting hot streak! To communicate with your alter-ego, the first step is knowing what you want, and having a clearly defined goal. The book outlines the rest of our comprehensive strategy for putting success on auto-pilot!Leverage My Million-Dollar Rebuttal for Cold-Calling Success! The Million Dollar Rebuttal is a powerful concoction of several psychological techniques, from 'leading the witness' to reverse psychology, planting ideas while the prospect thinks it's their own, using sincere complements, making prospects feel important, and more!Once you learn to do this, you'll dramatically increase the number of appointments you set, while making far fewer calls, because with this system, the prospects will become like putty in your hands!Best Selling Author Endorsements:Not only is cold calling still a great strategy, when done right it might just be your best marketing method ever. David's book shows the counter-intuitive strategy you must use to cold call your way to explosive growth."- Mike Michalowicz, author of Profit First and ClockworkThe title says a million, and that's what you'll make when you read David's story. There's no fluff, no theory, just proven fact from his life in sales as a top performer."- Mark Hunter, author of High Profit Prospecting
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