Sales & Selling Books - Page 4

The Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships

Amazon Price: $31.49 List Price: $49.99 Not yet published By: Simon & Schuster Audio

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Customer Reviews:
Total reviews: 79 Average rating: 4.0 of 5

Editorial Review:

People in all kinds of jobs, in big and small companies career builders, sales people, and aspiring executives will love this edgy, practical, and fun book In the spirit, style, and format of the bestselling Little Red Book of Selling, the country's #1 sales trainer, Jeffrey Gitomer, offers a fresh take on networking and connecting your way to success. The Little Black Book of Connections is based on the power of give value first. It's about how you can climb the ladder without stepping on people's backs. It's about how to earn the respect of a powerful mentor without begging. It's about how to build stronger relationships with customers, bosses, co-workers, vendors, friends, and family. It's about being in the same room with powerful people. It's about how to connect and how to not connect. It's about how to say the right things to the right people in the right circumstances to make the right impression. The book is small. The cover is classic black cloth. The four-color text graphics makes it attractive and easy to read the compelling content is easy to understand and implement.

Marketing Metrics: 50+ Metrics Every Executive Should Master

Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, David J. Reibstein

Amazon Price: $26.39 List Price: $39.99 Usually ships in 24 hours By: Wharton School Publishing Amazon Marketplace: 53 new & used starting at $22.99

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Customer Reviews:
Total reviews: 27 Average rating: 4.5 of 5

Editorial Review:

Few marketers recognize the extraordinary range of metrics now available for evaluating their strategies and tactics. In Marketing Metrics, four leading researchers and consultants systematically introduce today's most powerful marketing metrics. The authors show how to use a "dashboard" of metrics to view market dynamics from various perspectives, maximize accuracy, and "triangulate" to optimal solutions. Their comprehensive coverage includes measurements of promotional strategy, advertising, and distribution; customer perceptions; market share; competitors' power; margins and profits; products and portfolios; customer profitability; sales forces and channels; pricing strategies; and more. You'll learn how and when to apply each metric, and understand tradeoffs and nuances that are critical to using them successfully. The authors also demonstrate how to use marketing metrics as leading indicators, identifying crucial new opportunities and challenges. For clarity and simplicity all calculations can be performed by hand, or with basic spreadsheet techniques. In coming years, few marketers will rise to senior executive levels without deep fluency in marketing metrics.This book is the fastest, easiest way to gain that fluency.

How to Master the Art of Selling

Tom Hopkins

Amazon Price: $10.87 List Price: $15.99 Usually ships in 24 hours By: Business Plus Amazon Marketplace: 48 new & used starting at $6.38

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Customer Reviews:
Total reviews: 74 Average rating: 4.5 of 5

Average 3 out of 5 stars.
4 of 4 people found this review helpful.

While the book is very well worth the money, some of the concepts are far fetched and much too cheesy for today's selling environment.

In my personal opinion, the consumers today are too savvy and some of the techniques in this book will scream at them 'USED-CAR SALESMAN'. However, there are some very good tips in the book, and as with any book, if you can get one good idea out of it it is very well worth the money spent.

Editorial Review:

With over one million copies sold and now fully revised and updated, HOW TO MASTER THE ART OF SELLING motivates and educates readers to deliver superior sales. After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are revealed in HOW TO MASTER THE ART OF SELLING, as Tom explains toreaders what the profession of selling is really about and how to succeed beyond their imagination, including:

The Long Tail: Why the Future of Business is Selling Less of More

Chris Anderson

Amazon Price: $16.47 List Price: $24.95 Usually ships in 24 hours By: Hyperion Amazon Marketplace: 150 new & used starting at $2.94

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Customer Reviews:
Total reviews: 179 Average rating: 4.0 of 5

Editorial Review:

What happens when the bottlenecks that stand between supply and demand in our culture go away and everything becomes available to everyone?

"The Long Tail" is a powerful new force in our economy: the rise of the niche. As the cost of reaching consumers drops dramatically, our markets are shifting from a one-size-fits-all model of mass appeal to one of unlimited variety for unique tastes. From supermarket shelves to advertising agencies, the ability to offer vast choice is changing everything, and causing us to rethink where our markets lie and how to get to them. Unlimited selection is revealing truths about what consumers want and how they want to get it, from DVDs at Netflix to songs on iTunes to advertising on Google.

However, this is not just a virtue of online marketplaces; it is an example of an entirely new economic model for business, one that is just beginning to show its power. After a century of obsessing over the few products at the head of the demand curve, the new economics of distribution allow us to turn our focus to the many more products in the tail, which collectively can create a new market as big as the one we already know.

The Long Tail is really about the economics of abundance. New efficiencies in distribution, manufacturing, and marketing are essentially resetting the definition of what’s commercially viable across the board. If the 20th century was about hits, the 21st will be equally about niches.

It's Not How Good You Are, Its How Good You Want to Be: The World's Best Selling Book

Paul Arden

Amazon Price: $8.95 List Price: $8.95 Usually ships in 24 hours By: Phaidon Press Amazon Marketplace: 117 new & used starting at $0.88

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Customer Reviews:
Total reviews: 48 Average rating: 4.0 of 5

Don't waste your money, or your time. 2 out of 5 stars.
2 of 2 people found this review helpful.

I was very disappointed in this book after reading the multiple reviews of it on Amazon.
Arden advocates that "it's wrong to be right" and "it's right to be wrong", arguing that being right contradicts creativity since you're "not open to new ideas." I heartily disagree with his stance here because people that are searching for the "right" answer MUST be open to considering multiple points of view and opportunities in order to find the right answer; therefore the very idea that a person has come to a right conclusion presupposes that they are (or at least have been) open to new ideas.
When he talks about being wrong, he presents it as if it were a worthy goal to achieve. This section starts out with "Start being wrong and suddenly anything is possible". Pretty erroneous in my opinion, but then again he would probably consider that to be a compliment.
I am sure you could get some benefit out of this book if you tried hard enough, but it would take some concentrated effort as the whole 126 pages contains similar low-content nonsense (like, "You don't have to be creative to be creative"). I wouldn't recommend spending actual money on this book, let alone taking the minimal amount of time required to read it.

Editorial Review:

"It's Not How Good You Are, It's How Good You Want to Be" is a handbook of how to succeed in the world - a pocket "bible" for the talented and timid to help make the unthinkable and the impossible possible. Advertising guru Paul Arden offers up his wisdom on issues as diverse as problem solving, responding to a brief, communicating, playing your cards right, making mistakes and creativity, all endeavours that can be applied to aspects of modern life. This book provides an insight into the world of advertising and is a quirky compilation of quotes, facts, pictures, wit and wisdom, packed into easy-to-digest, bite-sized spreads.

The SPIN Selling Fieldbook

Neil Rackham

Amazon Price: $16.47 List Price: $24.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 152 new & used starting at $1.82

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Customer Reviews:
Total reviews: 20 Average rating: 5.0 of 5

Editorial Review:

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

The Culture Code: An Ingenious Way to Understand Why People Around the World Live and Buy As They Do (Your Coach in a Box)

Clotaire Rapaille

Amazon Price: $23.38 List Price: $29.98 Usually ships in 24 hours By: Your Coach Digital Amazon Marketplace: 20 new & used starting at $17.70

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Total reviews: 56 Average rating: 4.0 of 5

Editorial Review:

Internationally revered cultural anthropologist and marketing expert Clotaire Rapaille reveals for the first time the techniques he has used to improve profitability and practices for dozens of Fortune 100 companies. His groundbreaking revelations shed light not just on business but on the way every human being acts and lives around the world.

Rapaille's breakthrough notion is that we acquire a silent system of codes as we grow up within our culture. These culture codes invisibly shape how we behave in our personal lives, even when we are completely unaware of our motives. We can learn to crack these Codes and achieve new understanding of why we do the things we do.

Rapaille has used the Culture Code to help Chrysler build the PT Cruiser, the most successful American car launch in recent memory, helped Procter & Gamble design its campaign for Folger's coffee, one of the longest-lasting and most successful advertising campaigns. He has helped GE, AT&T, Boeing, Honda, Kellogg, and L'Oreal improve their bottom line at home and abroad. Now, in this audiobook he uses it to reveal why Americans act distinctly like Americans and what makes us different from the world around us.

Understanding the "codes "gives us unprecedented freedom over our lives. It lets us do business in dramatically new ways. And it finally explains why people around the world really are different and reveals the hidden clues to understanding us all.

The Official Get Rich Guide to Information Marketing: Build a Million-Dollar Business in 12 Months

Dan Kennedy, Bill Glazer, Robert Skrob

Amazon Price: $16.47 List Price: $24.95 Usually ships in 24 hours By: Entrepreneur Press Amazon Marketplace: 40 new & used starting at $13.36

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Customer Reviews:
Total reviews: 22 Average rating: 4.0 of 5

Editorial Review:

Welcome to the information marketing industry - a little-known industry of entrepreneurs, most working only part-time hours and netting seven-figure profits.

Info-marketers gather information and sell it in convenient forms to people who need it. The topics include everything imaginable from better sex, to teaching parrots to talk, to gardening, to investing in real estate, to running businesses. In addition to an easy 9-step process for you to create your own info-business, this book profiles 29 info-marketers, reveals their businesses strategies, marketing materials and business documents so you can have the tools you need to duplicate their success.

How a Real Estate Millionaire Gets His Customers to Do the Selling for Him ….. Page 159

How One Ex-Salesman, Ex-Law Enforcement Officer, Ex-Company Owner Turned Surplus Junk Into a Million-Dollar Info-business ….. Page 28

A High School Kid Built a Business and Earned More Than His College Professors ….. Page 32

A Direct Sales Process That Turned Into an Info-Business ….. Page 35

The 40 Ways to Make Money With Information Products ….. Page 41

The Quick Way to Determine the Selling Price of Information Products …. Page 43

How Simple Changes Multiplied a Product's Sales Price 4Times …. Page 51

How a Professional Speaker Got Off the Road and Built a Million-Dollar Business She Could Run From Her Home Office …. Page 53

Blinded and Handicapped by Multiple Sclerosis, One Info-Marketer Used His Disability to Build a Successful Info-Business …. Page 59

What a Successful Veterinarian Did to Get Veterinarians From Around the World to Buy His Marketing Strategies …. Page 62

How an Info-Marketer From a Small Town in Kansas (population 565) Built an International Business …. Page 72

Someone Who Teaches Men How to Get Women to Approach Them for Dates …. Page 76

An Australian Built a Business Teaching Salons How to Book More Appointments, and He's Never Owned a Salon Before …. Page 81

How an Info-Marketer Used His Products to Create a Professional Speaking Business Earning Him $10,000.00 per Gig …. Page 89

How a Mom From New York Built a Business From Her Home That Kept Bill Collectors Away and Gave Her Family the Extra Money for a Great Lifestyle …. Page 101

What an Info-Marketer Did With No Knowledge and No Customers to Build a Million-Dollar Business Within a Year …. Page 149

What to Say to Get Customers to Believe That You Really Do Offer High Quality Products …. Page 121

Information Marketing is responsive to and fueled by the ever-increasing pressure on peoples' time. Businesspeople and consumers alike need information provided to them in convenient forms, and in some cases, need an extension of it; methods and strategies that might merely have been taught to them 10 years ago are now done for them. The Information Industry encompasses products like traditional books, audio programs, videos or DVD's that you might buy in a store, from a catalog, or online; magazines, newsletters, e-books, membership websites, teleseminars and webinars, telecoaching programs, and seminars and conferences; and combinations thereof. Much of this business is conducted by lone wolf, small, quiet operators, many with home-based businesses, most with zero to no more than a few employees, most working only part-time hours and most netting 7-figure profits.

Selling 101: What Every Successful Sales Professional Needs to Know

Zig Ziglar

Amazon Price: $9.99 List Price: $9.99 Usually ships in 24 hours By: Thomas Nelson Amazon Marketplace: 50 new & used starting at $5.00

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Customer Reviews:
Total reviews: 18 Average rating: 4.0 of 5

Timeless Advice 5 out of 5 stars.
2 of 2 people found this review helpful.

Zig has been providing great advice to sales people for decades and this book is no exception. Pick it up, read it, and make more money.

Practical sales advice for all levels 5 out of 5 stars.
1 of 1 people found this review helpful.

This book provides practical sales advice for all levels. The man is a guru so you should read knowing that the path has been walked already.

Editorial Review:

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

Zig Ziglar's Secrets of Closing the Sale

Zig Ziglar

Amazon Price: $10.20 List Price: $15.00 Usually ships in 24 hours By: Berkley Trade Amazon Marketplace: 105 new & used starting at $1.60

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Customer Reviews:
Total reviews: 43 Average rating: 4.5 of 5

One of the true sales classics! 5 out of 5 stars.
3 of 3 people found this review helpful.

I have read a few of Zigs books and always come away satisfied and educated. This book should be required reading if you are in sales, and I would even recommend it if you are not in sales. The reason a non-sales person could profit from this book are manifold. This book teaches more than selling, it teaches how to deal with people. If you understand how a person thinks, or understand what they mean as opposed to what they are saying, you can steer them where you need them. You can connect to them. thats a great thing on many levels.

As you read this book you will keep thinking to yourself "thats a great idea" or "thats a good point". After reading this book and using what Zig teaches, you will look at your sales calls in a different light. You will go into every meeting with the expectation that you will sell your product or service, it will help your prospect, and there is no way they will not see the value of what you are offering. Its that simple. If you believe you are there to help this person, it comes through in your words and actions.

Zig has an excellent technique to teaching, he tells stories. That works great for me because I can easily remember more and it quickly comes to mind when I hear an objection or question from a prospect. I am then able to quickly word it in a way that helps the prospect.

"Failure to hit the bullseye is never the fault of the target and failure to close the sale is never the fault of the prospect". You need to be better to help more prospects buy your product or service. This book will help you in that goal.

Another classic addition to your sales library should be How to Master the Art of Selling by Tom Hopkins.

Editorial Review:

Ziglar's ultimate sales guide covers creative closes, reasons people won't buy and ways to overcome them, selling with integrity, and more. Previously available as a direct mail package for $59.95. Unabridged.