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1. Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale
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AmacomDescription
Stories sell. Great SALES STORIES sell even more. "Sell With a Story is a rich compilation of story techniques that can improve any persuasion process." -Forbes.com "If you're serious about increasing your effectiveness as a communicator and looking to transform your sales results, Sell with a Story is for you. This book empowered and energized me, and I know it will do the same for you." - Mike Weinberg, consultant, speaker, and author of New Sales. Simplified. and Sales Management. Simplified. Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to: Select the right story * Craft a compelling and memorable narrative * Incorporate challenge, conflict, and resolution * Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.2. How I Raised Myself from Failure to Success in Selling
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Great product!Description
A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideasor anything elsethis book is for you.When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettgers life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?
The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitableand more valuable to your companywhen you apply Bettgers keen insights on:
The power of enthusiasm
How to conquer fear
The key word for turning a skeptical client into an enthusiastic buyer
The quickest way to win confidence
Seven golden rules for closing a sale
3. Never Split the Difference: Negotiating As If Your Life Depended On It
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Never Split the Difference Negotiating as If Your Life Depended on ItDescription
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiationswhether in the boardroom or at home.
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBIs lead international kidnapping negotiator. Never Splitthe Difference takes you inside the world of high-stakes negotiations and into Vosss head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principlescounterintuitive tactics and strategiesyou too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
4. POP!: Create the Perfect Pitch, Title, and Tagline for Anything
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Why do some ideas break out and others fade away? What causes people to become so excited about a product that they can?t wait to tell their friends? How can an idea be communicated so that it catches fire in people?s imaginations?Popular author, consultant, and workshop leader Sam Horn identifies what makes an idea, message, or product break out, and presents a simple and proven process?POP! (Purposeful, Original, Pithy)?to create one-of-a-kind ideas, products, and messages that pop through the noise, off the shelf, and into consumers? imaginations.
5. The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results
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The ONE Thing The Surprisingly Simple Truth Behind Extraordinary ResultsDescription
The ONE Thinghas made more than 400 appearances on national bestseller lists, including #1Wall Street Journal, NewYork Times, and USA Today.It won 12 book awards, has been translated into 30 languages, chosen as one of the Top 5 Business Books of 2013 by Hudson's Booksellers and one of Top 30 Business Books of 2013 by Executive Book Summaries.Voted one of Top 100 Business Books of All Time on Goodreads. People are using this simple, powerful concept to focus on what matters most in their personal and work lives. Companies are helping their employees be more productive with study groups, training, and coaching. Sales teams are boosting sales. Churches are conducting classes and recommending for their members. By focusing their energy on one thing at a time people are living more rewarding lives by building their careers, strengthening their finances, losing weight and getting in shape, deepening their faith, and nurturing stronger marriages and personal relationships.6. The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
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PortfolioDescription
Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve?sales, marketing, management, and more.
7. Sell or Be Sold: How to Get Your Way in Business and in Life
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Sell or Be Sold How to Get Your Way in Business and in LifeDescription
Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind.
In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten sales cycles, and guarantee yourself greatness. Cardone will also teach you the success essentials of
Selling in a bad economy
Overcoming call reluctance
Filling your pipeline with new business
Staying positive, despite rejection
With the experience of a seasoned sales vet at the helm, Sell or Be Sold will change the way you perceive the sale and life.
8. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
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McGraw-HillDescription
About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision
One truly great pitch can improve your career, make you a lot of money--and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.
Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience--and you'll have more funding and support than you ever thought possible.
9. Change or Die: The Three Keys to Change at Work and in Life
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Great product!Description
Change or Die: The Three Keys to Change at Work and in Life10. To Sell Is Human: The Surprising Truth About Moving Others
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To Sell Is HumanDescription
Look out for Daniel Pinks new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller
#1 Wall Street Journal Business Bestseller
#1 Washington Post bestseller
From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges:
Yes, one in nine Americans works in sales. But so do the other eight.
Whether were 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, were all in sales now.
To SellIs Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind,Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.
Along the way, 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 result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.
11. The Sales Bible, New Edition: The Ultimate Sales Resource
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The Sales Bible New Edition The Ultimate Sales ResourceDescription
The Sales Bible softbound NEW EDITION WITH SOCIAL MEDIA ANSWERSGlobal sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work every day, in real-world selling situations.
With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program.
Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.
The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights:
- The 10.5 Commandments of Selling
- Generate leads and close sales in any market environment
- Find 25 proven ways to set hard-to-get appointments
- Use top-down selling to fill your sales pipeline with prospects who are ready to buy now
- Ask the right questions to make more sales in half the time
- How to use the top social media platforms to create inbound leads and prove value
The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal and it can help you. So what are you waiting for?
12. Markings
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Vintage Books USADescription
"Perhaps the greatest testament of personal devotion published in this century." The New York Times
A powerful journal of poems and spiritual meditations recorded over several decades by a universally known and admired peacemaker.A dramatic account of spiritual struggle, Markings has inspired hundreds of thousands of readers since it was first published in 1964.
Markings is distinctive, as W.H. Auden remarks in his foreword, as a record of "the attempt by a professional man of action to unite in one life the via activa and the via contemplativa." It reflects its author's efforts to live his creed, his belief that all men are equally the children of God and that faith and love require of him a life of selfless service to others. For Hammarskjld, "the road to holiness necessarily passes through the world of action." Markings is not only a fascinating glimpse of the mind of a great man, but also a moving spiritual classic that has left its mark on generations of readers.
13. Pitch Anything by Oren Klaff - Book Summary: An Innovative Method for Presenting, Persuading, and Winning the Deal
Description
This is a book summary on: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
Original book description:
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.
Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art - it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage in the pitch process.
Pitch Anything introduces the exclusive strong method of pitching, which can be put to use immediately:
- Setting the frame
- Telling the story
- Revealing the intrigue
- Offering the Prize
- Nailing the hookpoint
- Getting a decision
One truly great pitch can improve your career, make you a lot of money - and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.
Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience - and you'll have more funding and support than you ever thought possible.