Best Sales & Selling Management
As Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others ) explains in his paradigm-shattering book Drive , the secret to high performance and satisfaction in today's world is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. "Pink makes a convincing case that organizations ignore intrinsic motivation at their peril." Corporate boards, in fact, could do well by kicking out their pay consultants for an hour and reading Pink's conclusions instead." "Pink's deft traversal of research at the intersection of psychology and economics make this a worthwhile read-no sticks necessary." "Pink's a gifted writer who turns even the heaviest scientific study into something digestible-and often amusing-without losing his intellectual punch." "Important reading...an integral addition to a growing body of literature that argues for a radical shift in how businesses operate." Pink makes a strong, science-based case for rethinking motivation--and then provides the tools you need to transform your life."
Reviews
Find Best Price at Amazon"This doesn’t help much if you are already doing employee motivation in your company and you are a progressive leader."
"The best jobs I've had and the best leaders I've had got all 3 of these core factors right (autonomy, mastery, and purpose)."
"This book is well crafted."
"the author did give a few good ideas but largely he is just rehashing what others have said over the years."
"Really great!"
"This was great."
"Illuminating to the human character."
"My perspective has changed and I thank him for it I was a little disappointed on the ending I wanted more Tories or more instead of resources."
The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The most important advance in selling for many years.
Reviews
Find Best Price at Amazon"I like some of their approach such as, “Lead to your solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a different view.” I believe the authors also get it right when they state, “In this world of dramatically changing customer buying behavior and rapidly diverging sales talent, your sales approach must evolve or you will be left behind.”. However, they missed an opportunity to move complex sales to the next level. Product, solution and consultative selling (which includes Challenger Sales) are all still focused on gaining the salesperson’s goal of selling a product. The authors have defined two categories of sales people, core performers and high performers as well as five major “salesperson profiles”: The Hard Worker, The Challenger, The Relationship Builder, The Lone Wolf and The Reactive Problem Solver. They took control of the conversation, challenged the customer’s thinking and differentiated themselves by educated the customer on things about their industry/customers that were new to the customer. A better profile title would be “The Appeaser.” In this profile, the salesperson believes the relationship is the most important aspect of their job and will do nothing to jeopardize that customer relationship. In both of those books, the authors make it clear that the proper mindset for sales is to authentically have the customer’s best interest at heart, not just the salesperson’s best interest. In my opinion, a closer reading of the data and parsing of the survey results will show that the so called Challenger Salesperson is someone who first builds a trusting relationship by demonstrating that they have the customer’s best interest at heart, not just their own, and then help their customer better serve the end customers. Our products or services would be employed only by the customers who would truly be best served by using them as determined by someone who had nothing to gain by selling one manufacturer or consulting service over another. That is, presumably, how large complex ERP systems are sold – independent consultants and the customer review the large complex software offerings, determine the most suitable fit and the selection is made by the customer with only “arm’s length” influence by the software vendor. It is unfortunate since the authors are exactly correct that “In this world of dramatically changing customer buying behavior and rapidly diverging sales talent, your sales approach must evolve or you will be left behind.” Sadly, their prescription will result in more of the same salesperson focused tactics."
"I have worked in sales, sales consulting and CRM system implementation for over 20 years."
"I'm not sure this approach wors for all - and in fact the book says it probably won't - but the Challenger approach is certainly a different approach to the Customer than the same old Solution Provider approach."
"The book is well written and concise about how to take control of the sales process and how to demonstrate value without price becoming the issue."
"Great book."
"Now the areas I found lacking: I thought the book could go farther in provide more specifics about how to actually implement some of the research findings and ideas. Things like quantifying value for customers, dealing with professional buyers, and integrating the learnings into the sales process would be nice to address in future editions."
"This book is wonderfully written with real world examples."
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. Yes, one in nine Americans works in sales. “Pink has penned a modern day How to Win Friends and Influence People ... To Sell Is Human is chock full of stories, social science, and surprises…All leaders—at least those who want to ‘move’ people—should own this book.”. — Training and Development magazine. “Like discovering your favorite professor in a box…packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples… this book deserves a good, long look.”. — Publishers Weekly (starred review). "An engaging blend of interviews, research and observations by [this] incisive author". — The Globe and Mail. Daniel H. Pink is the author of four books, including the long-running New York Times bestsellers Drive and A Whole New Mind .
Reviews
Find Best Price at Amazon"People think selling is a dirty business, but as the world changes, we are all salesmen. We might be trying to sell our kids the need to work hard, or our congregation on a vision, or our loves on healthy eating. We all suffer failure in congregations in various areas, but some learn how to more forward. You do not sell snake oil, rather you are trying to help people realize the blessing of being in Christ."
"Pink has an entertaining and easy to read style that makes it a good book for anyone who's trying to promote their own business/skills/ or just wants to improve the way they communicate ideas."
"To sell is human goes to the simple concept that everybody sells something, that being goods, services, ideas, projects, actions to be made, whatever."
"i have been reading this in between books for MONTHS now, because its a little slow and boring for my tastes."
"Not so with this book."
"They often look like they were written by the author's allies or undiscerning readers. Thanks to social networks, they can share their thoughts instantly --- and the world listens. The Internet means more than replacing faxes with emails, and building squeeze pages to answer objections."
Best Sales & Selling Presentations
“If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Method, you will discover that PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. Once you realize you have control over the agenda and the flow, you’ll always stay composed, get the high-status position, own the frame, and get to the hook point. PITCH ANYTHING is a fast-paced narrative packed with crystal clear examples illustrating the unique S.T.R.O.N.G. Method, which takes advantage of how the brain really works by Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; and Getting a Decision. IF YOU’RE THE FRONT MAN, THE PERSON WHO HAS TO PITCH THE DEAL OR SELL SOMETHING, THEN TODAY YOU HAVE TO RISE TO A NEW LEVEL. "I use Oren's unique strategies to sell deals, raise money, and handle tough situations."
Reviews
Find Best Price at Amazon"-When explaining your track record of success people remember the average of your achievements not the sum. -If you have to explain your authority, pwer, position, leverage and advantage, you do not have frame control. Frame collision - instigate a mildly shocking but not unfriendly act. This captures attention and elevates your status by giving you "local star power. Types of Frames: Power Frame - Comes from ego and status. Withdraw if buyer tries to change time, location, attendees, etc.. 201: trial closes are crude and ineffective. Make target perform a task to earn the deal. Running long or beyond the point of attention shows weakness, neediness, and desperation. Talking faster and forcing more information leads to less retention. Most intelligent people take great pleasure in being confronted with something new, novel and intriguing. Frame Stacking: Creates hot cognition, they like the idea/you before they fully understand the facts. -Intrigue-> prize-> time-> moral authority-> hookpoint. Intrigue - stories about interexting and eccentric people. Create a short and strong narrative that introduces characters who overcome real-world obstacle. -Put a man in the hungle, have the beasts attack him, get him to the edge of the jungle, will he get to safety? Prize - I have one of the better deals on the market; I am choosy about who I work with; it seems like I could work with you, but really, I need to know morel please start giving me some materials on yourself; I still need to figure out if we would work well together and be good partners; what did your last business partner say about you; when things go sidewatys in a deal how do you deal with it; my existing partners are choosy. Don't be avert or aggressive with pressure, there is a real time constrain, bring it up and recognize it. Then quickly grab status, shrink the focus of the information being discussed to something that you specialize in, then pull away. Seizing Situational Status: Politely ignore power rituals. Look for opportunitis to perpetrate small denials and defienaces that trengthen your frame and elevate your status. As soon as you gain power switch discussion into an area where you are the domain expert. Do not send anything to the neocortex for problem solving unless you have a situation that is really unexpected and out of the ordinary. Tension introduces real consequences to the social encounter. - Don't manipulate the person, just keep them alert. -Want nothing, focus only on things you do well, announce your intentions to leave the encounter. A strong "theory of mind:" means you are able to understand how thoughts, desires and interest of others cause them to act. -All important information must fit into the person's attention span - usually about 20 minutes."
"It triggered that part of my brain to get my attention then used other framing techniques to maintain the alpha position while using 'prizing' and 'push/pull' to make me want to go buy."
"I bought this book to brush up on my sales skills as i will be raising capital to invest in large commercial real estate this year and boy was i surprised to learn a whole new way of selling and social interaction."
"The last chapter simply lists out the names of the concepts without giving us a brief definition."
"Actually, dont buy this, cause then one day I could rule the world if nobody had this knowledge."
"While I am still reading Pitch Anything I have and am learning so much I can use to make my presentations better."
"Epic explanation of how to pitch properly."
"Coming from the industry of coaching and assisting, I had not considered how often I would frame things, and then give that power away!"
Best Running Meetings & Presentations
-Six ways to make people like you. -Twelve ways to win people to your way of thinking. -Nine ways to change people without arousing resentment. Financial success, Carnegie believed, is due 15 percent to professional knowledge and 85 percent to "the ability to express ideas, to assume leadership, and to arouse enthusiasm among people." You learn how to make people like you, win people over to your way of thinking, and change people without causing offense or arousing resentment.
Reviews
Find Best Price at Amazon"The realization that my marriage was being effected by my nearly empty toolbox of social skills promoted me to take personal responsibility and shoulder the blame myself for once instead of blaming everyone around me for everything. I grew up with a hypercritical Mother so I think I had promised myself that I would never be criticized again, even if that meant writing people off the instant I felt like I had made myself vulnerable enough to be hurt by them. The strategies are applicable to and helpful in all aspects of my life so far, from my marriage to my job, and even to the way I interact with clerks in gas stations."
"I did think several of the principles explained in the book are common sense, but I found that it could be easy for a person to react quickly to conflicts. The first principle emphasizes the importance of avoiding criticism and he describes working with people as: working with people of logic. With this principle, he describes the importance of self-expression and connects it to the importance of thinking in terms of the other person, so that they come up with your ideas on their own, which they will like more. Dale then describes the importance to recall a person's name in the third principle. He further explains this point in principle five: Talk in terms of the other person's interests. Dale describes in the third part of the book the steps to have a person think in terms of your own thoughts. He then explains the importance of agreement and having the person say "yes," at least twice. If all else fails, he explains the importance of competition and how it drives people to feel important and empowered to work efficiently and effectively. He then explains the importance of asking questions that direct the person you’re speaking to, to obtain your idea on their own. He emphasizes the importance of having the person be saved from embarrassment, and then explains the importance of praise again, even if it is small."
"I don't get why people think this is so amazing, this is basically a guide book to being a psychopath, at one point just tells you to force yourself to smile to others."
Best Purchasing & Buying Industry
PRIVATE LABEL EMPIRE will give you all the information required to help you on your way to building a HUGE business. Tags: Amazon Private Label FBA, FBA, Private Label FBA, Amazon FBA, Amazon FBA Secrets, Sell on Amazon, Physical Products, Private Label, FBA, Private Label, Home-Based Business, Amazing Selling Machine, Fufillment by Amazon, Private Label FBA, Selling on Amazon.
Reviews
Find Best Price at Amazon"I was thinking about paying for the ASM course, but this book is a summary of their steps."
"Excellent point made in this book that are shaping my thinking and helping me get to the next level."
"This was a quick read very informative with specific actionable information and insight."
"Learn how to make extra money in your spare time."
"Short and to the point."
"I thought this was a great ebook."
"Good read I found the book details on exact steps."
"A well researched book on how to start private label business."
Best Sales & Selling Techniques
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. Yes, one in nine Americans works in sales. “Pink has penned a modern day How to Win Friends and Influence People ... To Sell Is Human is chock full of stories, social science, and surprises…All leaders—at least those who want to ‘move’ people—should own this book.”. — Training and Development magazine. “Like discovering your favorite professor in a box…packed with information, reasons to care about his message, how and why to execute his suggestions, and it's all accentuated with meaningful examples… this book deserves a good, long look.”. — Publishers Weekly (starred review). "An engaging blend of interviews, research and observations by [this] incisive author". — The Globe and Mail. Daniel H. Pink is the author of four books, including the long-running New York Times bestsellers Drive and A Whole New Mind .
Reviews
Find Best Price at Amazon"Disclosure: I've read most of the classic books like Influence by Cialdini, How I Raised Myself from Failure to Success in Selling by Bettger, Pitch Anything by Oren Klaff, etc."
"This book is not like any of the ones I have read prior to this nor is Pink espousing any of the usual hype about overcoming objections, how to close and/or how to manipulate folks into buying your product or services. Instead, Pink is proposing something that I have been struggling with for the past five years and suggesting to anyone who would listen: traditional sales isn't any longer anyone's job. He develops a new category he introduces as "non-sales selling" where we (all of us not in the traditional sales position) are "persuading, convincing, and influencing others to give up something they've got in exchange for what we've got." At the end of each chapter in parts 2 and 3 are dozens of techniques assembled from fresh research and best practices around the world. Hall is shadowed as he goes through his usual (and traditional in many ways) sales job in San Francisco. I remember the Fuller Brush man (and yes, they were all men as far as I know) ringing our doorbell and brining new products into the house for my parents to purchase. There is no going back though, and those who work in the sales function would do well to read Pink's view on how things have changed."
"So while we don't exactly expect to get money in return, we still want to influence others to change their habits or their life in one way or another. The chapters in the second and third part are accompanied by what the author calls "Sample Cases", in which he gives more concrete tips on the topic discussed in the chapter, e.g. after explaining buoyancy, the sample case section gives advice to practise interrogative self-talk, to monitor your positivity ratio and on how to tweak your explanatory style. Also, the new ABC - Attunement, Buoyancy, Clarity - doesn't exactly roll off the tongue, especially if you're not a native speaker (I had to look up "buoyancy" and I'm still not sure how it's pronounced). I think it would have been better to find a new, more memorable slogan."
Best Real Estate Sales & Selling
(7L) The Seven Levels of Communication tells the entertaining and educational story of Rick Masters, who is suffering from a down economy when he meets a mortgage professional who has built a successful business without advertising or personal promotion. If you want to win in business...this book will show you how.” Dave Ramsey, author of EntreLeadership and The Total Money Makeover (7L) is the clearest, most concise book I’ve read on what it takes to be a great salesperson. This book will become a classic.” Larry Kendall, Chairman Emeritus of The Group, LLC, and author of Ninja Selling. Master the generosity game...build a powerful, referral-based business...put the wisdom of (7L) into practice.” Gary Keller, New York Times bestselling author of The Millionaire Real Estate Agent , The Millionaire Real Estate Investor , SHIFT , and The ONE Thing , and Cofounder of Keller Williams Realty International.
Reviews
Find Best Price at Amazon"Michael Maher has hit on the true essence of communication!"
"Still reading this one and it is a little slow going in the beginning but this is a very insightful read and really gets you thinking about your relationships and the way you are received in your communications with people."
"Wonderfully written."
"Overall, do like the book but get the impression he was successful in real estate, but then changed and the book is marketed to promote his current business - speaking / coaching / etc."
"We are blessed to have him here in Atlanta and are privileged to have him speak each month (for free) at the Generosity Generation Atlanta meetings."
"In fact, I just bought copies as holiday gifts for several other folks I know that are struggling to get their businesses into high gear."
"It has many good ideals you can implement in your real estate business and reads like a nonfiction so easy to digest."
"I found Mr. Maher's approach very refreshing."
Best Small Business Sales & Selling
The Miracle Morning for Network Marketers is your key to making immediate and profound changes on the path to peak performance.
Reviews
Find Best Price at Amazon"The MM for NWM book had many great nuggets, but one super significant nugget for me: don't answer every notification on your phone like a trained seal. One can specify certain apps to push notifications to the status bar, but be silent."
"I decided to purchase and read this book because the valuable principles and insights tucked inside this little gem, can help any person in any profession become more confident, successful, and productive."
"The message conveyed by this book (and others in this series) is simple, yet powerful: Instead of going about your morning haphazardly and playing catch up all day, start each day purposefully and gain clarity on your goals and how to accomplish them."
"Have prided myself on my night owl tendencies for years and REALLY resisted this read for a LONG time. My whole team used it as a personal growth challenge."
"Pat has left us an entire blueprint of clues...I've begun to incorporate his recommendations and it's astounding how well it works!---Pat is wise beyond his years and once again, he has blown me away with his effort and this quality book...My advice?...read this book, read it again..Then implement the morning rituals he lays out and then watch the magic happen!---By the way, the Miracle Morning works no matter what you do in your business and personal life."
"This book takes you from transforming your mindset day by day and then introduces basic skills that are required to build a solid Network Marketing Empire."
"Good adaptation of the original."
"I don't recommend alot of stuff about network marketing but this book I do!"