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Masters of sales: secrets from top sales professionals that will transform you into a world class salesperson

Author: Misner, Ivan R. ; Morgan, DonPublisher: Entrepreneur Press, 2007.Language: EnglishDescription: 301 p. ; 23 cm.ISBN: 1599181290Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5438 .M57 2007
(Browse shelf)
900180184
Available 900180184
Book Europe Campus
Main Collection
Print HF5438 .M57 2007
(Browse shelf)
001299052
Available 001299052
Total holds: 0

Includes index

Digitized

Contents Masters of Sales Masters of Sales . Acknmdedgments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .xi .... .. Preface . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .x111 CHAFTER ONE THEMASTER SALES OF ATTITUDE: ALIGNING YOUR INNER SELF WITH YOUROUTSIDE PERSONAL IMAGE ................1 . Direct Selling by Jay Conrad Levinson and A1 Lautenslager ........... 3 . Developing Habits of a Master of Sales by Hazel M . Walker . . . . . . . . . . . I I Selling 101: What Every Successful Sales Professional 15 Needs to Know by Zig Ziglar ................................... The Abtrndant Sales Person by Kirnbedy George ....................19 Social Capital + Quality Capital = Sellirrg More! by Myron Waldman ...........................? .2 The Art ofMonumenta1 Sales by Ron and Joanna Stark . . . . . . . . . . . . .. 2 6 .2 Mastering the Mind-Set by Debbra Sweet. ........................ 8 . Persistence Pays 0fl by Janet Attwood ........................... 3 1 The Ocean of Sales by Linda McCarthy ........................... 3 .3 CHAPTER rWO SELLING GOALS LIFEGOALS: vs (PSSST THEY'RE RELATED!) 37 Set and Achieve All Your Sales Goals by Brian Tracy ................. 40 From Mickey Mottse to Cruise Shrps by Julien Sharp .................46 Million Dollar Sales Goal: Help Enough People by Ed Craine .......... 49 Setting the Stage for Salcs Success by Dawn S. Pastores ............... 52 Creating a Compelling Future by Anthony Kobbins ................ - 5 4 It's in the BHAG bv Krystle Edwards and Barbara Knackstedt ......... 59 Prcrctice the Rule o f 5 by Jack Canficld ............................ 61 . ... ....... CHAPTER THREE GETTING CLIENTS: PROSPECTING OLDWAY THE NEW THE TO ......... 65 Cold Calling Is . . . Well. COLD! by Shelli Howlett ................... 67 Mastering Telephone Terror by Wendy LVeiss ....................... 70 7 Gettingfiom Zero to Snles Hero by Don Mastrangelo ................ 3 A World-Class Frtnnyman Says: "Persist and Set High Expectations" by Trey MsAlister ..............76 The Shortest Sales Pitch by Sherry Steiman ........................ 79 Teaching Your Customers How to Replace Themsflves by Sue Henry ..................................... 81 Giving Really Does Lead to Receiving by Rob Burg . . . . . . . . . . . . . . . . . . 85 Constant Connections by Stephanie O'Hara and Tom Gosche ........- 8 7 by Promote Yam-elfas an Eq~wt Martha Stewart . . . . . . . . . . . . . . . . . . .91 CHAPTER FOUR SPEAK BE HEARD. HEAR KNOW TO AND TO HOWTO SPEAK .......... - 9 5 Supernatural Sellcrs by Susan RoAne ............................. 97 Selling Is Easy with Corisins by Harvey Branman . . . . . . . . . . . . . . . . . . .100 Earning the Right to be Heard by Stuart Mitchell ................... 103 Ask the Right Questions and Win the Sale by Darrell Ross ........... 106 Sell Naked/Telling Isn't Selling by Sandy Donovan ..................109 Your Body Speaks Volumcs . . . 111 IErhut's ft Saying? by Anne Warficld ............................ Do Ya Wanna Buy' by Don Morgan .............................114 CHAPTER FIVE RELATING YOURCORPORATE TO CLIENTS ......................... 119 Selling to Corporate Accounts by Jill Konrath ...................... 121 Face-to-Facc with Your Prospect by Steve Kaplan ...................124 The Five Keys to Working with W T O (The Very lmportanr Top Oficer) by Anthony Parinello ...........131 The Myth of 7. 38. 55 by Joe McBride ............................137 Gaining a Unique Insight into Your Client Company by lames Fischer .........................140 Celebrate the Small Wins by George C. Dearing ....................144 CHAPTER SIX THEBUYER'S PERSPECTIVE ..................................... 149 Sales in the Desert by James Cruickshank .........................152 First Read thc Brrying Signals ... Then Sell by Forrnlrla by Bill i3uckley . . . . . . . . . . . . . . . . . . . . . . . . . . .155 Knowing Your Gems Leads to Mastwful Selling by Dawn Lyons and Dr. Ivan Misncr ............159 Quulifing the Buyer Is a Focusing Process by Cindy Mount .......... 163 Bc First with Motivated Buyers by Craig Elias .....................166 What the Customer Wantsfiom the Seller: 171 Some Tips o/tlze Trade by Don Boisvert . . . . . . . . . . . . . . . . . . . . . . . . CHAPTER S E E M SALES SYSTEMS M'hy Make All the Misrakes. When We Can Learn from Others? by Dr. Ivan Misner with Elisabeth Misner Death ofa Non-Salesman: A Cautionary Tale ............................................... 177 ........... 179 by Geof Scanlon ............................................ 182 The Sandlcr System: From Practice to Theory by Sam Schwartz ........................................... 185 Finding Potver in Reinforcement by David H . Sander ...............188 The Most Effective Product Demonstration Process Ever! by Tom Hopkins and Pat Leiby . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .192 Sales Dynamo through Suggestive Selling by Steve Bell .............. 196 Six Steps All the Richer: Selling by 199 Helping P~ople by Christel Wintels . . . . . . . . . . . . . . . . . . . . . . . . . Buy How Donald Trump Made $1 Million it1 arr Hourby Timothy IM Houston . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .203 . . Self-Management Is Km, to Gemng the Sole by Elaine Retts .......... 208 CHAPTER EIGHT THE VIRTUAL SALESPERSON: SELLING ONLINE TECHNOLOGIES ........213 The Better Mousetmp: How eRoy Charrged thc W a y W e Buy and Sell by Connie Hinton and hlavis Lamb ............. 215 Selling in the Age oftlle Virrual Crrstomrr by Steven Van Yoder ....... 217 A Magic Forrr~ula Selling for on the Interner by Robert Schrinfeld ...........................221 CHAPTER NINE HANDLING OBJECTIONS ...................................... -225 Five Ways to Turn Resistance into Opporrunity by Kevin Eikenberry .........................2 2 7 Lesson on Closing after the "Nu" by Lantz PowcU . . . . . . . . . . . . . . . . . . .231 Eleven Questions to . Your Prospect by Harvey Mackay . . . . . . . . . . .233 4sk Handling Objections the Eusy W a y by Denise Beeson . . . . . . . . . . . . . . .337 Mug Your Cornpetition in thr Hall by Deanna Tucci Schmitt . . . . . . . . .239 Overcoming Objections: 241 A Checklist for Strcccss by Ezra Palmer-Persen . . . . . . . . . . . . . . . . . . . CHAPTER TEN RELATIONSHIP SELLING: THE RAGE ALL ...OR JUST A FAD? ..........247 Will Work for Food by Dehby Peters .............................250 Shy People Can Sell. Too! by Linda hlacedonio .................... 253 Baseball und the Enemy Within by John Suare7 . . . . . . . . . . . . . . . . . . . . 256 The Truth about Relationship Selling bv Jerry Schwartz . . . . . . . . . . . . .260 Do Your Homework: Reully by Keith Ferrazzi ......................263 Referrals Sell You Better Thun Yoti Can Sell Yourself! by Rrian Bufini and David Lally ............267 CHAPTER ELEVEN CLOSING CUSTOMER: THE IT'S IN THE WOW FACTOR ............... 271 Delivrr~rrgt h t "Personal Torich" by Robin Schuckmann . . . . . . . . . . . .273 WO1Y Your Wny to f~rcreased Sdes by Linda Forte-Spearing ........ 276 Searchirl~fbr Larry Gatlin by Christine Clifford Beckwith. CSP ...........................-279 Going l p i n s t the Gr~iirr by Chas Wilson and Cynthia Lueck Sowden . . . . . . . . . . . . . . . . . . . . 333 Selling Dell by W.4 Y Ovcr- Delivcrirrg by Chris At twood . . . . . . . . . . . . .286 .

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