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Sales & Business

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Split-Second Persuasion: The Ancient Art and New Science of Changing Minds

Mapping the cutting-edge psychology and neuroscience of this incisive new influence, he introduces us to the natural super-persuaders in our midst. He shows us which simple triggers can make someone trust you immediately; what hidden pathways in the brain lead us to believe something even when we know it’s not true; how group dynamics can make us more tolerant or deepen our extremism; and what we can learn from newborns about winning arguments.

Fanatical Prospecting

-The 30-Day Rule for keeping the pipeline full -The Law of Replacement to avoiding sales slumps -Reduce prospecting friction and avoid rejection -The 5 C’s of Social Selling -5 Step Telephone Framework to get more appointments fast -How to double call backs with a powerful voice mail technique -How to leverage the powerful 4 Step Email Prospecting Framework -How to get text working for you with the 7 Step Text Message Prospecting Framework

Gain deep insight into: - Human influence frameworks that turn you into a master persuader -Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation -How to easily skip past reflex responses on cold calls and when prospecting -How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle -The 5 Step Process for Buying Commitment and closing the sale -Rapid Negotiation techniques Leadership, Audiobooks, Book Summaries, Closing Sales, Reading Online, Sales Process, Hard Truth, Military Recruiting, Sale Cycles

Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

Gain deep insight into: - Human influence frameworks that turn you into a master persuader -Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation -How to easily skip past reflex responses on cold calls and when prospecting -How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle -The 5 Step Process for Buying Commitment and closing the sale -Rapid Negotiation techniques

The final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. Closer, New Books, Books To Read, Entrepreneur Books, Hardcover

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

The final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey.

The highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Apps, Sales And Marketing, Challenge The Status Quo, Business Reviews, Harvard Business Review, Customer, Bestselling Author

Apps

Sales And Marketing

Challenge The Status Quo

Business Reviews

Harvard Business Review

Customer

Bestselling Author

The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

The highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with.

The Challenger Sale: Taking Control of the Customer Conversation

What's the secret to sales success? The best salespeople don't just build relationships with customers. They challenge them. Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.

"SPIN Selling" by Neil Rackham

Many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: -Situation questions -Problem questions -Implication questions -Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance

Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake. Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion. Youtube, Self Help Books, Self Help, Negotiation, Business Insider, Life Experiences

"Never Split the Difference: Negotiating As If Your Life Depended On It" by Chris Voss

Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake. Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The Secret, Norman, Ed Meds, Great Books

"To Sell Is Human: The Surprising Truth About Moving Others" by Daniel H. Pink

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more.

Explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader―and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Ebooks, Academy Of Sciences, Book Club Books, Business Major, Behavioral Science, Book Club

"Influence: The Psychology of Persuasion" by Robert B. Cialdini

Explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader―and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.