Omar Periu - Böcker

Within each super salesperson is an expert detective as skilled as Sherlock Holmes. Now, Omar Periu, nationally renowned “high energy” sales trainer, provides readers with the secrets of becoming a top sales professional through investigative selling techniques. The author not only details vital skills, but also explains the most effective way to apply these proven techniques to a range of sales activities, from prospecting to presenting to closing.

The Smart StartUp helps readers start strong and stay strong in the early phases of growing their businesses, providing fundamental strategies for beating the odds. Tom Hopkins and Omar Periu want readers to be part of the statistics for businesses that not only succeeded in their first two years, but exceeded their own expectations for success. With this information, readers will be able to establish a solid foundation on which to build their businesses to the success level of their dreams—whether that’s to create a legacy for generations or to follow the build-and-sell-it road to success.Within these pages, Tom and Omar delve deeply into the nuances of business ownership both on the practical and emotional side of things. They will help readers avoid some of the most common pitfalls entrepreneurs face. Readers will learn how to establish a compass they and the rest of their teams can rely on to guide business decisions going forward. Topics covered include: self-analysis as an entrepreneur; how to evaluate a business idea; how to choose the best structure for a business, including working with legal and accounting professionals; business communication skills; hiring and managing team members; prioritization; selling skills; marketing strategies; negotiation skills; and how to keep clients happy long term.

This book provides a blend of quantitative and qualitative approaches to decision making, while also bridging the gap between the theory of how to make good decisions versus how people actually make decisions.  The authors present the tools and techniques of decision analysis to learn how to become a FOCCUSSED decision maker: Identify and properly Frame the decision or problem at handSpecify the goals, Objectives, and values that you are trying to achieveDevelop creative, meaningful Choices from among which you can chooseEvaluate the Consequences of selecting each alternative using your goals, objectives, and valuesThink about the key Uncertainties that could impact the decisionUnderstand the Swaps and trade-offs that you are willing to makeDevelop an approach for implementing your SolutionElicit the data you’ll need from a variety of sourcesand Disseminate and communicate your decisions to others.  The authors define a decision as the choice among alternatives, based on how we value and trade-off their pros and cons, made in the face of uncertainty about what will actually happen. The decision-making process is presented as having three pillars to support the decision maker: Preferences–what we prefer, what meets our goals and objectives, and the recognition that preferences are personal to the one making the decision; Alternatives–the choices, options, or courses of action that we have, and over which we have some degree of control; and Information–what we know about the situation, what we don’t know, how we connect choices to outcomes, and how we deal with uncertainty.  Key components of good decision-making include how to define your goals and objectives, how to incorporate uncertainties that we all face, and how to develop better alternatives, all of which are discussed.  Sophisticated techniques are presented in a way that is accessible to the average decision maker. Probability theory is utilized to improve decisions, and uncertainties are captured in decision trees.  Risk avoidance, risk transfer, and risk mitigation are also discussed.  Readers will gain a clear understanding of how to articulate the goals and objectives that should be the focal point of any decision.