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Archive for the ‘books’ Category

“A must-read for salespeople wanting to make the leap from good to great sales results.” — Bart Weitz, former chair of the American Marketing Association;Executive Director, Miller Center for Retailing; JC Penney Professor of Marketing, Warrington College of Business, University of Florida
“An encyclopedia of information that provides commonsense principles for achieving sales success. Read this one before your competition does.” — Barry Farber, entrepreneur and author of
“Consultant Josh Costell offers a uniquely quantifiable and refreshing sensible method for achieving the perfect win-win sales pitch.” — FtWorth TX, Morning Star Telegram March 2004
“Not since the periodic table in high school chemistry, have I encountered a scientific tool so useful.” — Jack Covert, syndicated columnist

“The repeatable,adaptable processes cited here are stimulating for management and sales professionals alike. Both you and the Customer win here! — Bill Clement, Director, Enterprise Process Development, Siemens Building Technologies, Inc.
“a very well structured book with a ton of information that could be used by anyone who is in business…” — Paul Tulenko, syndicated columnist –This text refers to the Hardcover edition.

Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal.
From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest addition to the popular Briefcase Books series will show salespeople how to organize their sales efforts, work successfully with today’s more demanding customer base, efficiently and effectively close a sale, consistently follow up after the sale to encourage high-profit repeat business and referrals, and much more.

The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author’s “TeleSmart 10 System for Power Selling”, “Smart Selling on the Phone and Online” pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, “Smart Selling on the Phone and Online” will help any rep master the world of ‘Sales 2.0′ and become a true sales warrior!

Guide to the art of the sale, offering methods and techniques that lead to bigger sales and more loyal customers. Revised edition includes updated articles. Previous edition: c1994. Softcover. DLC: Selling–Study and teaching. “The Sales Bible has directed my sales successes from Sales Manager, to Sales Director, to Area Sales Director, to my current position of Vice President of Sales. Thank you, Jeffrey, for leading me up ‘ the corporate ladder.’ ”
–Bryan D. Moore, vp of Sales & Marketing, Targeted Golf Solutions