3 Oct, 2010
Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time by Landy Chase
Buyers are the savvy bunch, aren’t they? They use a variety of vendors and use the competition against you. Landy wants you to make the sale, knowing that the competition is all around you. There are things you can do to work your way through the system to the decision makers and close the deal.
I talk with Landy about gatekeepers, what to do in the first meeting and more.
More about the book, and Landy at http://LandyChase.com/.
10 Jan, 2010
Go-Givers Sell More by Bob Burg and John David Mann
Building on The Go-Giver, Bob and John return to dispense the practical side of focusing on generosity. Rather than taking every opportunity to close a sale, they have found that its far better to establish a relationship and build trust. They’ve found salespeople who have the heart have more long-term success.
I talk to Bob about how bringing the heart back into sales changes the process, what we do with the sales techniques we’ve been taught, ways to establish a relationship and more.
More about the book at Go-GiversSellMore.com
And more about Bob at Burg.com
13 Mar, 2009
How to WIN a Pitch by Joey Asher
If presenting to customers before a sale is a regular part of your routine, this book will be a welcomed gem to your collection. It’s focused on that part of the sales cycle. Joey lays out in clear language what he sees as the clear differentiators in presentations that win clients over.
I talk with Joey about death by powerpoint, using your voice, and more. More on the book at www.HowToWinAPitch.com.
24 Dec, 2007
The Art of Woo by G. Richard Shell and Mario Moussa
If you’ve ever have had a great idea, but found that was all the further it went, now there’s hope. Being able to ‘woo’ (win others over) is dissected between the covers of this book. Everything from assessing your style of communication to packaging your idea in the most effective way to removing the barriers that prevent you from getting your message across. If you want to be able to take your ideas and see them be launched, here’s how it’s done.
I talk with Mario about how Woo-ing is different from selling a product or service, signs to know your idea is ready to go and how to prevent that awkward feeling that you’re not getting your message across to the person you’re talking to.
Link:
www.TheArtOfWoo.com
23 Nov, 2007
Hug Your Customers by Jack Mitchell
Are customers the center of your world? Of course we say they are, but are they treated that way? Jack wants you to treat them like kings and queens. Impress them by remembering their nicknames, favorite sports team and anniversary. Have their favorite beverage on hand when they stop by. Create a culture that appreciates and personally interacts with your customers. It not only creates a place that’s fun to work, but it creates loyal customers that come back time and again.
I don’t know a business owner who wouldn’t say the customer is the most important part of their business, so I asked Jack how he would know if an owner or CEO really believes that or is just kidding themselves. See if you pass the test.
Links:
www.HugYourCustomers.com
www.MitchellsOnline.com
