Sales & Selling
mobi |eng | 2009-08-19 | Author:Cialdini, Robert B. [Cialdini, Robert B.]
* * * Malfunctioning Copier Five minutes before the start of school on May 20, 1999, 15-year-old Thomas (“TJ”) Solomon opened fire on his classmates, shooting six of them before ...
( Category:
General
January 3,2016 )
epub |eng | 2014-04-28 | Author:Larry Weber & Lisa Leslie Henderson
Nothing Happens without Desire Many things contributed to the formation of Larry's first company, the Weber Group. A background in English literature, a terrific wife, supportive clients, a booming new ...
( Category:
Marketing
November 11,2015 )
epub |eng | 2015-10-25 | Author:Erik Peterson & Tim Riesterer & Conrad Smith & Cheryl Geoffrion
Figure 8.2 Income statement. Most income statements show three years of results. This is great because you’ll be able to look at trends. Looking at two years is good, but ...
( Category:
Sales & Selling
October 26,2015 )
mobi |eng | 2010-12-08 | Author:Maher, Michael J. [Maher, Michael J.]
6 Phone Calls “Too often we underestimate the power of a touch, a smile, a kind word, a listening ear, an honest compliment, or the smallest act of caring, all ...
( Category:
Customer Relations
October 9,2015 )
epub |eng, eng | 2015-08-04 | Author:Brent Adamson
For Xerox, that sparking content took multiple forms: Provocative data points promoted through social media, where Mobilizers are doing that Passive Learning A series of e-mail scripts that sales reps ...
( Category:
Sales & Selling
October 8,2015 )
epub |eng | 2015-04-20 | Author:Levesque, Ryan
COLUMN U: SMIQ (SINGLE MOST IMPORTANT QUESTION) Between Column A and Column U, I’ve “hidden” all the data we won’t be using (e.g., Session ID, IP Address) to simplify what ...
( Category:
Web Marketing
September 5,2015 )
epub |eng | 2014-03-31 | Author:Tom Hopkins & Ben Katt
Trial close questions can help you gauge how close buyers are to taking action in two ways. First, if buyers are nowhere near taking action, they will tell you that ...
( Category:
Sales & Selling
August 25,2015 )
epub |eng | 2014-07-01 | Author:Nathan Jamail
Learning, Energy, Challenges There are many ways to motivate people, but as my plant executive’s plan reveals, coaches in business can always rely on three things that almost anyone responds ...
( Category:
Sales & Selling
August 20,2015 )
mobi |eng | 2011-02-24 | Author:Schultz, Mike & Doerr, John E. [Schultz, Mike]
Employ Indifference by Reversing Direction Reversing direction is a strategy that communicates and employs the concept of indifference. You can reverse direction: Early in a conversation “We’ve been talking for ...
( Category:
Sales & Selling
June 21,2015 )
epub, mobi |eng | 2008-11-09 | Author:David Mattson;Anthony Parinello [Parinello, David Mattson;Anthony]
We're about to sketch out the basic principles of the Five Waves sequence for you now. The specific tools and conversational strategies you'll be using with each Wave will be ...
( Category:
Management
June 21,2015 )
epub |eng | 2009-04-01 | Author:Miller, Marc [Miller, Marc]
Training + Technology + Accountability = Transformation of Productivity The real lesson of Glenn McCoy’s story is how the combination of training, technology, and accountability can radically improve productivity. I’ve ...
( Category:
Sales & Selling
June 19,2015 )
epub, pdf |eng | 2010-03-03 | Author:Sobczak, Art [Sobczak, Art]
“I’m ______ With ______. Are You Familiar With Us?” If they aren’t familiar with you, you’ll have to explain your company anyway. It’s not to your advantage to do it ...
( Category:
Retailing
June 18,2015 )
mobi, pdf |eng | 2009-10-30 | Author:Paul Cherry
• For how long have your needs not been met?" • "What criteria are you using to determine who can best meet your needs?" • "Which of your needs are ...
( Category:
Research
June 18,2015 )
epub |eng | | Author:Stephan Schiffman
HABIT #14 Create a Plan with Each New Prospect I go through a little monologue each time I meet a new prospect. I say, “Here's someone new. Here's someone I've ...
( Category:
Sales & Selling
June 13,2015 )
epub |eng | 1999-12-31 | Author:Robert Solomon
CHAPTER 28 Listening Is More Important Than Talking At a major presentation for a big piece of business, my colleagues and I came prepared with what we thought was powerful ...
( Category:
Advertising
June 13,2015 )
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