Jeff Shore - Böcker
Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance
343 kr
Skickas inom 3-6 vardagar
"Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling
"This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success
Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others
The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you:
How to figure out exactly what inhibits youWhy you make certain decisions in moments of discomfortHow to train your brain to prepare for uncomfortable momentsHow your customer's own discomforts affect his or her purchase decisionsFeaturing self-assessment tools, hands-on exercises, and case studies showing Shore's methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.
257 kr
Skickas inom 3-6 vardagar
Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit
223 kr
Skickas inom 3-6 vardagar
Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster.
What does a sales professional do when the customer says, “Not yet”?
Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity.
In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to:
• Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage• Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task• Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads
Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up.
Follow-up is what separates the good from the great.
223 kr
Skickas inom 3-6 vardagar