I've been selling professionally since 1973, and in the sales training and development business for more than 36 years. I founded Objective Management Group, the world’s leading provider of sales force evaluations and sales candidate assessments, and we have data on 2.2 million salespeople. OMG measures 21 Sales Core Competencies, so that’s around 250 findings on 2.2 million salespeople or close to 500 million data points! I've personally trained and coached tens of thousands of salespeople, sales managers, and sales leaders and I have published nearly 2,000 articles on my multi-award-winning blog, Understanding the Sales Force. I was installed in the Sales & Marketing Hall of Fame in 2013.
I wrote...
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball
Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity.
Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population. Why? Because of the complexity, learning curve, and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize.
Gap Selling is the best book written about selling in the past ten years. Keenan comes out swinging, keeps swinging, and swings hard. He pulls no punches, hits you with the truth, and you’d better be strong enough to handle what he dishes out. Keenan’s approach is modern, consultative, and it is the right book for these challenging times.
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price…
Frank Betger was a sales guru before there were sales gurus! Most of his insights, despite being sixty years old, are still spot on and he influenced my sales consulting and writing career of thirty-five years and counting. Frank was a professional baseball player with the St. Louis Cardinals prior to becoming a sales guru and everyone will relate to his story of failure and how he made himself successful.
What are the selling secrets that raised Frank Bettger from initial failure to unparalleled success, and fame, as one of the highest paid salesmen in America? Encouraged to tell his story by admiring colleague Dale Carnegie, Bettger reveals his proven success formula so that you too can work magic with sales - and multiply your income and happiness a thousandfold! Inside you will find instructive examples and step-by-step guidelines on how to develop the style, spirit, and techniques of a first-rate salesperson. No matter what you sell, your on-the-job performance and profits will increase dramatically when you apply Bettger's keen…
Larry Levine has written one of the only sales books on how to be authentic when selling and his book resonates with people who don’t want to sound like a salesperson. But there is so much more to Larry’s book than permission and instructions on being true to yourself. Larry’s personal experiences are a big part of the book and you’ll want to read the stories that Larry shares because they truly resonate!
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!…
Dale Carnegie’s book is an eighty-five-year-old classic and with all of the books on how to sell, this book on how to build powerful, lasting relationships should be on every salesperson’s reading list. If not for its solid and time-tested content, then just because it has somehow become an Amazon bestseller in Classic Romance Fiction, Classic Action & Adventure, and Romantic Action & Adventure. Go figure!
Millions of people around the world have - and continue to - improve their lives based on the teachings of Dale Carnegie. In How to Win Friends and Influence People Carnegie offers practical advice and techniques, in his exuberant and conversational style, for how to get out of a mental rut and make life more rewarding.
His advice has stood the test of time and will teach you how to: - make friends quickly and easily - increase your popularity - win people to your way of thinking - enable you to win new clients and customers - become a…
Everyone needs a handbook and New Sales. Simplified. is a good choice! I like Mike Weinberg’s book for several reasons, the first being his emphasis on Prospecting. While most sales experts have caved to the mob that runs the online marketing platforms that promised to replace salespeople, Mike flies in the face of the “prospecting is dead” crowd and shows you how to do it and how to get results. A must-have in any salesperson’s library!
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
In New Sales. Simplified., you will learn how to:
Identify a strategic list of genuine prospects
Draft a compelling, customer focused "sales story"
Perfect the proactive telephone…
My book recommendations reflect an abiding passion for Japanese literature, which has unquestionably influenced my own writing. My latest literary interest involves Japanese poetry—I’ve recently started a project that combines haiku and prose narration to describe my experiences as a part-time resident in a 1300-year-old Japanese hot spring town that Bashō helped make famous in The Narrow Road to the Deep North. But as a writer, my main focus remains novels. In late 2023 the second in a planned series of novels set in Ishikawa prefecture will be published. I currently live in Kanazawa, but have also been lucky to call Sapporo, Akita, Tokyo, and Fukui home at different times.
Emmitt’s plans collapse when his wife, Mirai, suddenly backs out of purchasing their dream home. Disappointed, he’s surprised to discover her subtle pursuit of a life and career in Tokyo.
In his search for a meaningful life in Japan, and after quitting his job, he finds himself helping his mother-in-law translate Kanazawa’s most famous author, Izumi Kyoka, into English. He becomes drawn into the mysterious death of a friend of Mirai’s parents, leading him and his father-in-law to climb the mountain where the man died. There, he learns the somber truth and discovers what the future holds for him and his wife.
Packed with subtle literary allusion and closely observed nuance, Kanazawa reflects the mood of Japanese fiction in a fresh, modern incarnation.
In Kanazawa, the first literary novel in English to be set in this storied Japanese city, Emmitt's future plans collapse when his wife, Mirai, suddenly backs out of negotiations to purchase their dream home. Disappointed, he's surprised to discover Mirai's subtle pursuit of a life and career in Tokyo, a city he dislikes.
Harmony is further disrupted when Emmitt's search for a more meaningful life in Japan leads him to quit an unsatisfying job at a local university. In the fallout, he finds himself helping his mother-in-law translate Kanazawa's most famous author, Izumi Kyoka, into English.
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