Productive Questioning Strategies clearly and succinctly illustrates the purpose, and structure of productive questioning techniques, as well as the value of effective questioning. You will be trained how to use effective questioning techniques, and what questioning techniques need to be employed to identify problems and customer needs, including how to identify the root of a problem in five questions. You will learn how to use questions to develop information, and what questioning techniques need to be employed. You will also … Continue reading →

No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and, Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book. “Red-Hot Selling” presents a simple, start-to-finish sales process for new sales professionals and veterans alike. “Red-Hot Selling” also includes the author’s powerful three-tiered planning process, proprietary tools including … Continue reading →

Business presentations that inform, inspire and persuade Power Presentation Tips offer you practical insights to be a more effective presenter so you can prepare and deliver successful business presentations in less time and with less stress. Public speaking is not a natural born talent. It is a skill that can be learned and improved. Power Presentation Tips offer you the bests ideas from George Torok, The Speech Coach for Executives. He helps business leaders deliver million dollar presentations. George Torok … Continue reading →

Winning New Business is for anyone who needs to know the skills of winning new customers but lacks the training or the courage for effective selling.  Richard Denny, a renowned sales guru, takes the fear out of selling and shows what to do and how to do it.  In typical style, Denny motivates and inspires from the first page to the last, giving readers the ability and confidence to succeed.  He covers numerous key topics including making a winning presentation, … Continue reading →

This leading text continues to set the standard with up to the minute coverage of the trends and issues in the dynamic sales field, equipping students with a strong foundation and the innovative skills needed for 21st century selling. Sales Management: Analysis and Decision Making BY Selling & Sales Tools

How do you turn website visitors into customers? Conversion Optimization offers practical advice on how to persuade visitors to make a buying decision — without driving them away through data overload or tedious navigation. You’ll learn how to use marketing principles, design, usability, and analytics on your site to increase your buyer-to-visitor ratio, whether you’re involved with marketing or designing a large ecommerce site, or managing a modest online operation. Based on the authors’ broad experience in helping businesses attract … Continue reading →

Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time • create a proactive … Continue reading →