Authors:
Audio Cassette, pages
Publisher: HarperAudio
Publication Date: 1993-03-01


Reviews :

    The authors have distilled their 40-plus years of marketing expertise to provide the key to today's competitive marketplace, showing you what makes some products inordinately successful while others fall by the wayside.

...

Authors: Dorothy Sarnoff.
Audio Cassette, pages
Publisher: Audioworks
Publication Date: 1992-10-01
Edition: Unabr/Csst

Reviews :

    Introduces an effective program designed to help listeners eliminate nervousness, enhance public-speaking and conversational skills, and improve communication with others....

Authors: Jeff Cox.
Audio Cassette, pages
Publisher: Sound Ideas
Publication Date: 2000-01-01


Reviews :

   

Selling the Wheel is a fascinating story about sales and marketing written in the form of the ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention...

In this irresistible tale, Max and his wife, Minnie take the ultimate sales challenge and learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change.

As dramatized by Jeff Cox, Selling the Wheel is based on the pioneering research of Howard Stevens' employment-testing and customer-research firm, the H. R. Chally Group. This indispensable guide to sales styles, strategies, and markets is an important tool for salespeople, entrepreneurs, marketing managers and business students who want to evaluate their skills, fortify their strengths, and rise above their weaknesses....

    Jeff Cox has done it again. The coauthor of Zapp! and The Goal--bestselling business books that employ engaging fictional tales to advance a slew of practical suggestions--now teams with marketing specialist Howard Stevens to do for sales what his previous efforts did for motivation and productivity. In Selling the Wheel, he crafts a witty story around solid sales fundamentals that Stevens has gleaned from a quarter-century of research and analysis. Its hero is a fledgling old-time entrepreneur named Max who invents the wheel but can't get anybody to buy one. With marketing assistance from his wife ("In the olden days," Cox explains, "women almost always did the marketing"), and guidance from a cave-dwelling wise man, Max ultimately succeeds with help from four distinctly different types of salespeople, dubbed Closer, Wizard, Builder, and Captain. While this may sound silly when taken out of context, the story is entertaining and, more important, filled with sound tips that could help sales professionals and their managers deal with varying evolutionary phases of any product or service. Among its many nuggets: "Silence has been used for centuries as a closing technique. The game is simple. After asking a closing question, say nothing--because the person who speaks next loses." --Howard Rothman...

Authors:
Audio Cassette, 10 pages
Publisher: Nightingale
Publication Date: 1996


Reviews :

    In this course the best salespeople in America got together to give you their most powerful sales techniques!!! Over 40 topics with over 50 Experts like - Andel Scheel, Roger Dawson, Zig Ziglar, Brian Tracy, Denis Waitley, Roger Ringer, Mark Victor Hansen and many more...

Authors: Brian Tracy.
Audio Cassette, pages
Publisher: Nightingale-Conant
Publication Date: 1995-07-01


Reviews :

    Find The Keys To Sales Success! Success Can Be Yours With Brian Tracy's "The Psychology of Selling!" The world's foremost producer of personal development and motivational audio programs now offers an expanded version of Brian Tracy's sales classic. The Unsuccessful Salesperson says, "The other guy has the best territory." The Successful Salesperson says, ""Every" territory is the best one." The Unsuccessful Salesperson says, "That company will never buy." The Successful Salesperson says, "I can "make" that company buy." Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy, an expert sales trainer, shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including: The two major "motivating" factors in closing a sale The three "hot buttons" to push when selling to businesses How to avoid the five simple errors that spell the difference between success and near-success Brian Tracy will help you master the art of closing the deal....

Authors: Chet Holmes.
Audio Cassette, pages
Publisher: Blackstone Audio Inc.
Publication Date: 2007-07-01
Edition: Unabridged

Reviews :

    There are countless books, seminars and consultants that offer the secrets to everlasting business success. After heeding their advice, perhaps you manage your time more efficiently write a compelling pitch letter, or close a few more deals. But after a week or a month you revert to your old bad habits and mediocre performance, until the next hot new program comes along. The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week, and teach your staff to do the same.

This book shows how to tune up virtually every area of your business, systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business and you will be astonished at hoe much you can accomplish....

Authors: Neil Rackham.
Audio Cassette, pages
Publisher: Highbridge Audio
Publication Date: 1998-08-01
Edition: Abridged

Reviews :

    How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you....

Authors: Brian Tracy.
Audio Cassette, 6 pages
Publisher: Nightingale-Conant Corporation
Publication Date: 1997-02-18

Authors:
Audio Cassette, pages
Publisher: HarperAudio
Publication Date: 1995-02-01


Reviews :

   

Tom Hopkins is one of the most sought after sales trainers in the country. His unique enthusiasm for the sales profession (where no one limits your income but you!), combined with the unbeatable sales techniques he has developed have made him a record-breaking salesman and have helped top-selling producers in every field increase their incomes and enjoy regarding careers.

Whether you're a seasoned sales pro or just starting out, Master the Art of Selling is a classic - an indispensable source of information that includes the five essential steps to successful selling. Guaranteed to give you the edge you need to excel in today's competitive business environment, Master the Art of Selling is for anyone who is ready to realize their goals and fulfill their highest potential

Tom Hopkins is President of Tom Hopkins International. He has counseled over 2500 of America's largest corporations, trained over four million people on five continents, and is the author of six books, including the bestseller How to Master the Art of Selling.

 

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Authors:
Audio Cassette, pages
Publisher: HarperAudio
Publication Date: 1990-11-01
Edition: Unabridged

Reviews :

    Joe Girard went from being a failure -- thrown out of high school, fired from over forty jobs, lasting only 97 days in the U.S. Army -- to being named in the Guinness Book of Records as "the world's greatest retail salesman" for 12 consecutive years.

Now he shares the winning techniques that helped him become "the world's greatest retail salesman." In this step-by-step guide, he teaches listeners how to:

read a customer like a book and keep that customer for life

Change people reluctant to buy by selling them the right way

develop priceless information from a two-minute phone call

make word-of-mouth your most successful tool

close a deal and make a friend

One of America's most sought-after speakers, Joe Girard appears before civic groups, religious organizations, and sales conventions of many major corporations, including General Motors, K-Mart, and IBM.

...