Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales

Book Description

In this revised edition of her best-seller, noted sales consultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don’ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call: presence, rapport building, questioning, listening, product positioning, and checking.

Download Description

Customer Reviews:

Great advice (if you can assimilate it).......2001-05-25

The problem with any "how to sell" book like this is, until you can integrate the advice given here so that it comes naturally to you, you will sound as mechanical and forced as some of the "tellers" Richardson criticizes. I used to sell big-tiicket business-to-business, and I can say the advice here is timeless: engage your customer, identify what your customer's needs are and position your product so that the customer realizes that your product meets their needs. Of course, if the customer doesn't need your product, then maybe you need to learn some of those "hard-ball sales" techniques (or find a better product!). No amount of customer empathy, listening, or product positioning will help you overcome a customer-product mismatch. Which brings me to a point: although Richardson argues against this, I think playing hardball has a place in negotiations; remember, the party you are negotiating with doesn't always have to feel warm and cozy inside in the process. A true persuader will know when to be soft and fluffy and when to apply the pressure.

Also, the whole paradigm-replacement languuage ("we are moving into a new age of selling...") is corny. The advice Richardson is giving is not new or revolutionary, as she claims. But she has succeeded in organizing a lot of really good sales principles in a clear and coherent way which can easily be appreciated by readers.

I read this book together with Richardson's "Selling by Phone" and frankly, one is just a rehash of the other. Richardson copied entire paragraphs from one in writing the other. So save your money and buy just one of the two. But if you are an accidental salesperson, or even if by trade you are not a salesperson but you are occasionally called upon to negotiate (maybe you are a lawyer or a manager) Richardson's books will be a refreshing introduction to the discipline of negotiation and persuasion.

excellent, customer oriented common sense.......2000-07-08

After reading plenty of those "say what I say, exactly as I say it" sales books, none of which I found truly helpful out in the field, this book was like a breath of fresh air. Easy to read and easy to adapt to personal styles it is a treasure trove of good advise. If you actually care about your customers and want them to return to you on a regular basis, this is the book for you.

should be a textbook for sales classes.......2000-06-09

From my many varied experiences, I realize that I just don't like selling, but when I was trying to bone up on my sales skills, I found this book to be the most useful. It is heads and shoulders above other books on the subject and it was so intersting that I probably read it cover to cover in a day or two. The advice is extremely practical and you are learning great principles of selling. You are not learning a bunch of closing dialogues that only work for the person who invented them. Easily digested, the principles allow you to adjust your approach in mid-sale because you are asking questions whose answers will tell you what you need to do or say next (positioning.) Tons of great info here. It should really be a textbook for sales classes.

Eye-opener and Instant Results Obtained.......2000-04-01

I manage a distributor sales force throughout the U.S. and Canada. After reading this book (actually WHILE reading this book) I applied the information and witnessed immediate success, as did my sales reps. The information is direct, common sense, well presented, easy reading and entertaining. It is not full of 'theory', but actual 'meat' that can be applied each day after reading even a chapter or two the night before. I am buying books for each of my reps and feel it is one of the best gifts I could ever give them. Well done!

How I Raised Myself from Failure to Success in Selling

Average customer rating:

Timeless Advice and a Great Help
Begin your Sales Career Here...
Timeless Advice You Can Apply Today
An Oldie But A Goodie
Excellent for anyone involved in sales!

How I Raised Myself from Failure to Success in Selling
Frank Bettger
Manufacturer: Fireside
ProductGroup: Book
Binding: Paperback

Guides | Job Hunting & Careers | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Leadership | Management & Leadership | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books
Similar Items:

How to Have Confidence and Power in Dealing with People
The Magic of Thinking Big
How to Win Friends & Influence People
Power Position Your Agency
The Greatest Salesman in the World

ASIN: 067179437X

Book Description

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas -- or anything else -- this book is for you.

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on:

• The power of enthusiasm
• How to conquer fear
• The key word for turning a skeptical client into an enthusiastic buyer
• The quickest way to win confidence
• Seven golden rules for closing a sale

Customer Reviews:

Timeless Advice and a Great Help.......2007-08-02

It's incredible how the basic skills learned from Bettger's many examples of his own experiences over 50 years ago still translate today. I highly recommend it for anyone just getting into sales or looking for some ideas to make that light bulb over your head go on. I was really skeptical when someone gave me the book and I saw it was written ages and ages ago, but I remain shocked by how helpful it was.

Begin your Sales Career Here..........2007-07-03

This classic from the 1940s covers all the basics of selling, starting with Chapter 1: Enthusiasm. Dale Carnegie ("How To Win Friends and Influence People") wrote the preface, and Bettger's book is written so well I would not be surprised if Carnegie ghost-wrote the book. Frank Bettger earns our sympathy right off the bat, an average Joe doing average things. When his manager has him start to count his calls and other activity, things start to happen, just as they will in your career if you do the same. This book reads quick, and whether you are selling intangibles (securities, insurance) or tangibles (cars, real estate, etc.) you will benefit.

Timeless Advice You Can Apply Today.......2007-05-29

Frank Bettger's book is a real page turner that's easy to understand. Even better his advice is easily applicable & effective today as it was 60 years ago.

This is a book you should read several times when you receive it & then reread it often through out your career. The tips that lay on these pages will pay the cost back for this book uncountable times over.

An Oldie But A Goodie.......2007-05-15

This book was written over 60 years ago, but the messages on the pages ring loud and clear to sales professionals in today's world. Frank Bettger simply tells his personal story of how he grew his sales career from failure to success....and learned valuable life lessons along the way.

The book does not have the gliz and hype of a Tony Robbins seminar, but it has the power to impact the reader and put one on the path to greatness.

Excellent for anyone involved in sales!.......2007-05-09

This book has really great techniques along with excellent real life examples. An extremely valuable book for anyone involved in sales.

Average customer rating:

You, Inc.: The Art of Selling More of the Same
Not bad, but not great
kris
Brilliant!
So so

You, Inc.: The Art of Selling Yourself
Harry Beckwith , and Christine Clifford Beckwith
Manufacturer: Business Plus
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books

Running Meetings & Presentations | Skills | Business & Investing | Subjects | Books

Vocational Guidance | Job Hunting & Careers | Business & Investing | Subjects | Books
Similar Items:

What Clients Love: A Field Guide to Growing Your Business
Selling the Invisible: A Field Guide to Modern Marketing
The Invisible Touch: The Four Keys to Modern Marketing
Little Green Book of Getting Your Way: How to Speak, Write, Present, Persuade, Influence, and Sell Your Point of View to Others (Jeffrey Gitomer's Little Books)
What Got You Here Won't Get You There: How Successful People Become Even More Successful

ASIN: 0446578215

Book Description

As founder of Beckwith Advertising and Marketing, HarryBeckwith learned early on in his career that no matter what product isbeing sold, the most important component of the sale is you. Here Beckwithteams up with his wife, motivational speaker and former sales executiveChristine Clifford Beckwith, to provide tips, anecdotes, and insights basedon their 30 years of selling experience. Written in a traditional homespunstyle, the Beckwiths offer doses of humor and practical knowledge to anyonewho wants to learn how to seal the deal and thrive in business.

Customer Reviews:

You, Inc.: The Art of Selling More of the Same.......2007-10-16

Please, save yourself the money! You, Inc. is an OK book that covers a lot of basic information for people completely new to sales or a profession/career that does not deal routinely with people. I found the writing style no better than eight grade level. If you want a light read, and one with more humor that you can reference easily, I recommend Jeffrey Gitomer's books over this brochure by Beckwith. Thin self-help books like Beckwith's validate that money can be made by copying every other book on the market, slapping a 'sticky' title on the cover, and adding to the authors growing fortune. Please don't add to his already significant pile.

Not bad, but not great.......2007-10-11

The book wasn't a waste of time. There were keen insights shared. My problem was that you had to turn too many pages to read them. As opposed to books such as Blink, or Made to Stick, this book seemed "cheap." Honestly, I felt like I was reading motivational literature.

kris.......2007-09-22

Good book, with lots of wisdom and forgotten common sense. I enjoyed reading the book - very easy style and got pumped up with energy after reading. Brings to light lots of obvious things in life and business, which we tend to easily forget.

Brilliant!.......2007-09-22

Like Beckwith's other books (I've read them all), I really enjoyed it. For me, each book has built on the previous one. I also find Beckwith's books easy to read. It's as if they are written in "bite-size" pieces to be easily digested. :-) Once I get started, I have a hard time putting them down. I read You, Inc. in two sittings. My brain feels like it "ate too much!"

You, Inc. is another book I will highly recommend to my dental colleagues. Well, I've recommended ALL of Beckwith's books to my dentist friends! I think You, Inc. and What Clients Love are particularly well-suited for dentists. Both of them are "chock-full" of pearls. Both are books that should be read multiple times. And, I've used many of Beckwith's concepts in my website and my business.

Between my wife and me, our copy of You, Inc. has virtually doubled in thickness because of all the dog-eared pages. It won't even close normally!

You, Inc. was an outstanding read, and I know I'll be putting some of the ideas to work starting tomorrow!

So so.......2007-09-15

Sorry everybody but I didn't think this book was all that great. There really wasn't anything new in here that I haven't read or heard before. It seems like all books like this have the same ideas but put in someone else's words or through their own stories.

The Sales Bible: The Ultimate Sales Resource, Revised Edition

Average customer rating:

same old stuff
A Definate "Must Have" Book
Great resource for sales and marketing
Awesome Book - Inspirational Author
If you dont have this... your stuck in the 80's and you wont sell!

The Sales Bible: The Ultimate Sales Resource, Revised Edition
Jeffrey Gitomer
Manufacturer: Wiley
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books
Similar Items:

Little Red Book of Selling: 12.5 Principles of Sales Greatness
Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense, Make Sales, and Make Money (Jeffrey Gitomer's Little Books)
Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
Little Gold Book of YES! Attitude: How to Find, Build and Keep a YES! Attitude for a Lifetime of SUCCESS (Jeffrey Gitomer's Little Books)
Customer Satisfaction is Worthless, Customer Loyalty is Priceless: How to Make Them Love You, Keep You Coming Back, and Tell Everyone They Know

ASIN: 0471456292

Book Description

Sales guru Jeffrey Gitomer's bestselling classic is now available in paperback
Jeffrey Gitomer's Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program. Now completely revised, this book is available for the first time in paperback. The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the big deal. Gitomer gives sales professionals the right answers to the toughest questions:
* How to make sales in any economic environment
* Twenty-five ways to get that most-elusive appointment
* Top-down selling
* How to fill the sales pipeline with prospects ready to buy
* How to use the right questions to make more sales in half the time
This book is everything its title claims to be.
Jeffrey Gitomer (Charlotte, NC) is a world-class authority on sales and customer loyalty. He leads over 125 training programs and annual sales meetings for companies like IBM, AT&T, Coca-Cola, Caterpillar, Miliken, GE, Carlsburg, and Cintas. He writes the popular syndicated weekly column "Sales Moves," read by more than 3.5 million people across the United States and Europe. And his award-winning Web sites (gitomer.com and trainone.com) and his weekly e-zine (sales caffeine) feature every element of selling from making assessments to weekly articles, free sales tips, and streaming video sales training.

Customer Reviews:

same old stuff.......2007-09-27

No new information. The man has written 7 books on the same subject. I learned nothing my 20 years of actual sales experience did not already teach me. I was hoping for more than suggestions on how to "out fox" prospects. Nothing really useful here.

A Definate "Must Have" Book.......2007-09-18

If you don't have this book on your shelf, get it!

The Sales Bible is definitely one of the most comprehensive books written for sales people. It is a fun read and Gitomer uses different fonts and bolding to give you a feel of the author's sense of humor and style of "ranting".

This book covers it all; cold calling, networking, the sales process, handling objections, questioning, trade show strategies, 30 second commercial development to name only a few key elements, skills and processes of selling. This only skims the surface. The lay out is simple and the table of contents is detailed for easy reference.

This book is full of proven sales strategies, tactics and techniques that work. Even though this book is a few years old, it still comes out on top as The Ultimate Sales Resource today.

If you are looking for a resource book that contains many sales secrets - this is the book to buy. It will make it to your "favorite's" section in your personal library.

Eliot Hoppe
Author - Selling: Powerful New Strategies for Sales Success

Great resource for sales and marketing.......2007-09-16

This book has been very helpful in my venture into marketing our new product. The content is really geared toward sales people. Jeffrey Gitomer is a well-seasoned sales person and offers great advice and personal experience in his trek down the road of sales. His book deals with cold calls, followup, what to do and what not to do, and how to approach sales from a more friendly and uninhibiting direction, among much else. GREAT RESOURCE!!!

Awesome Book - Inspirational Author.......2007-07-22

I love this book, it is a must have for all sales professionals. I can't believe Jeffrey isn't already 5x as popular as he is. His articles should be in every business publication in America. I am looking forward to meeting him this September when he is in Boston.

[...].

If you dont have this... your stuck in the 80's and you wont sell!.......2007-06-08

The sales bible is the bible of sales... no joke... no compromise... its really the new way of selling that has changed from the 80's to 2000! Get this or you will really fall behind!

Marketing Management: Knowledge and Skills

Average customer rating:

Complete but completely dull

Marketing Management: Knowledge and Skills
J. Paul Peter , Jr, James H Donnelly , and Jr, James Donnelly
Manufacturer: McGraw-Hill/Irwin
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books
Similar Items:

Successful Business Research: Straight to the Numbers You Need--Fast!
The Marketing Plan
International Business: Environments and Operations, 10th Edition
Consumer Behavior: Building Marketing Strategy, 9/e, (with DDB Needham Data Disk)
Accounting for Decision Making and Control

ASIN: 0072552174

Book Description

Marketing Management: Knowledge and Skills, 7/e, by Peter and Donnelly, serves an overview for critical issues in marketing management. The text strives to enhance knowledge of marketing management and advance student skills so they can develop and maintain successful marketing strategies. The text does this through comprehensive text chapters that analyze that marketing process and gives students the foundation needed for success in marketing management and through 45 cases (16 of them new, many others updated) that go beyond traditional marketing principles and focus on the role of marketing in cross-functional business and organization strategies.

Customer Reviews:

Complete but completely dull.......2005-11-07

Half the time reading this book is like reading a dictionary. I think I must have read 100 sentences that begin with "XXX can be defined as .... ". The authors do a complete coverage of the topics but in such a dull and routine way it is hard to keep your attention on the reading. On a plus side, there are about 40 case analyses that are pretty good, but of course they weren't written by the authors. Of course if you're like most people, your professor has chosen this book and you have to get it whether you like it or not.

Presenting to Win: The Art of Telling Your Story

Average customer rating:

Fundraisers, buy this book
The experience of presenting written in this book
Best public speaking book ever
Loaded with useful information
The Key To Beyond Bullet Points

Presenting to Win: The Art of Telling Your Story
Jerry Weissman
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback

Communications | Skills | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books

Running Meetings & Presentations | Skills | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Operations Research | Management & Leadership | Business & Investing | Subjects | Books

General | Small Business & Entrepreneurship | Business & Investing | Subjects | Books
Similar Items:

In the Line of Fire: How to Handle Tough Questions...When It Counts
Beyond Bullet Points: Using Microsoft PowerPoint to Create Presentations That Inform, Motivate, and Inspire (Bpg-Other)
How to Get Your Point Across in 30 Seconds or Less
Knockout Presentations: How to Deliver Your Message with Power, Punch, and Pizzazz
Never Be Boring Again: Make Your Business Presentations Capture Attention, Inspire Action and Produce Results

ASIN: 0131875108

Download Description

In Presenting to Win: Persuading Your Audience Every Time, the world's #1 presentation consultant shows how to connect with even the toughest, most high-level audiences--and move them to action. Jerry Weissman shows presenters of all kinds how to dump tho

Customer Reviews:

Fundraisers, buy this book.......2007-09-21

In fundraising, the basic exercise is called "making your case." Which is, you make an argument that persuades prospective donors to invest their philanthropic dollars in your particular mission or vision -- you hope. True, Jerry Weissman's book is intended for a traditional business audience; he learned his secrets coaching companies like Yahoo prepare for their IPOs. But don't be fooled by his for-profit credentials: this book is all about making your case effectively. And fundraisers desperately need to know the stuff that Jerry Weissman reveals here: how to tell your story so compellingly that buy-in is virtually guaranteed. If you're a fundraiser entering a capital campaign, save yourself the false starts: buy this book.

The experience of presenting written in this book.......2007-09-13

Excellent book. It's well written, with very good examples. You will recognize your mistakes and as myself you will probably improve your presenting skills.

Best public speaking book ever.......2007-09-03

This book is amazing to me because my employer requires that I read one book on communication skills/presentation skills each quarter. Well, I've worked for for more than five years so I've read more than 20 such books. The thing that shocked me about this book was how much new information it contained that I had never seen elsewhere. This books is really great for the long time public speaker... you'll get a lot out of it.

Loaded with useful information.......2007-05-14

This book is loaded with helpful advice on creating a great presentation. Even if you think you are great at presentations, this book will help you become even better.

The Key To Beyond Bullet Points.......2007-01-13

Do you want to make presentations described by Cliff Atkinson in Beyond Bullet Points but are having trouble with using storyboards and composing Acts I, II, & III? Jerry Weismman in Presenting to Win provides the structure to enable you to do that. Jerry is a craftsman and he presents his concepts very clearly and convincingly - he can actually do what he tells you to do! I provide training workshops some of which span three days. Each workshop is customized and I utilize PowerPoint to provide the visual part of the presentation. I haven't been able to totally eliminate bullet points for a presentation of that length - though I have dramatically reduced the number of them! Jerry's techniques for understanding and improving the mechanics of your presentation cover the last half of the book and have been equally valuable to me as the story telling portion which the first half.
If implementing Beyond Bullet Points is giving you trouble but you are convinced that the concept is the right one; then Presenting to Win is essential. Regardless, Presenting to Win can help you make clear, powerful presentations that enable your participants get to Point B!

Process Consultation Revisited: Building the Helping Relationship (Addison-Wesley Series on Organization Development)

Average customer rating:

SHEIN SHINES ON
Consulting Process, NOT Process Consulting
Power Piece of Writing
Schein shines in his succint and clear consulting book
A Book That Works

Process Consultation Revisited: Building the Helping Relationship (Addison-Wesley Series on Organization Development)
Edgar H. Schein
Manufacturer: Prentice Hall
ProductGroup: Book
Binding: Paperback

General | Popular Economics | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Consulting | Industries & Professions | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books

General | Small Business & Entrepreneurship | Business & Investing | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books

Professional | Qualifying Textbooks - Fall 2007 | Stores | Books
Similar Items:

Process Consultation: Its Role in Organization Development (2nd Edition)
Flawless Consulting: A Guide to Getting Your Expertise Used
Organizational Culture and Leadership (The Jossey-Bass Business & Management Series)
The Flawless Consulting Fieldbook and Companion : A Guide Understanding Your Expertise
The Corporate Culture Survival Guide

ASIN: 020134596X

Book Description

The latest edition to the Ed Schein's well-loved set of process consultation books, this new volume builds on the content of the two that precede it and explores the critical area of the helping relationship. Process Consultation Revisited focuses on the interaction between consultant and client, explaining how to achieve the healthy helping relationship so essential to effective consultation. Whether the advisor is an OD consultant, therapist, social worker, manager, parent or friend, the dynamics between advisor and advisee can be difficult to understand and manage. Drawing on over 40 years of experience as a consultant, Schein creates a general theory and methodology of helping that will enable a diverse group of readers to navigate the helping process successfully.

Customer Reviews:

SHEIN SHINES ON.......2007-10-02

This little book is a gem. Always was and always will be.

Take off a weekend. Turn off the phone. Shut your email.
Take a big notebook and an big fat easy to-handle pen
and refurbish you mind gears.

A month or two later do the same with Career Anchors: Participant Workbook (Pfeiffer Essential Resources for Training and HR Professionals)

Shien shines on.. and so will you after letting his special sanity into your neurology. At One Big Idea Consulting Limited NZ Schein is always on our 100-Day Action Projects menu. Nutritional Food for thought as well as organisation processing.

Consulting Process, NOT Process Consulting.......2007-08-07

Just to clarify, this is a book on the consulting process, not a book about process consulting. The title and description of the book are misleading. Consulting Process (this book) discusses how to go about the activities of consulting, while Process Consulting is the field of consulting covering business process analysis and design.

Power Piece of Writing.......2007-03-17

I thought this book was fantastic. It was so great to sit down and read almost the entire book in one setting. I took the entire Martin Luther King holiday and devoted it to this book with amazing results.

Not only was it refreshing to read such a small (but powerful) book, but I loved the authors avid use of short, paragraphs, acronyms (examples: p-c, OD, etc.) as well as, bulleted and numbered items. I thought this worked really well for providing the reader with vast information in an easy to read and understand format.

It was interesting that the books author; Edgar Schein, spent quite an amount of time in the book describing process consultation and the role it plays in organizational development by outlining his own experience. By utilizing this form of writing I was able to pull together ample information from both the concepts outlined in the book and practical application of them.

I really enjoyed Chapter Fours section entitled; Types of Coping Responses to Emotional Issues. After reading through the three basics kinds of coping patterns observed; I began seeking out indviduals in my work environment who fit particular patterns.

It was interesting to read that once individuals within a group open the lines of communication they can determine whether or not sharing personal feelings regarding other group members and work might be effective.

Within Chapter Seven, the thing that caught my eye was the author's avid use of powerful words to grasp the readers attention; such as; trust subordinates, professionalism, ambivalent, total leader and total group.

Schein shines in his succint and clear consulting book.......2007-03-09

The book has pragmatic information that can be applied, and explains enough theory for anyone to understand where the consulting model is coming from. Well written by a leader in organizational development.

A Book That Works.......2006-08-27

This book is a "must have" for anyone who works with individuals in a coaching role.

Phrases That Sell : The Ultimate Phrase Finder to Help You Promote Your Products, Services, and Ideas

Average customer rating:

Phrases That Sell
Media Sellers Bible
Beyond Your Wildest Dreams (Wink)!
Phrases that sell
PHRASES THAT SELL

Phrases That Sell : The Ultimate Phrase Finder to Help You Promote Your Products, Services, and Ideas
Edward W. Werz , and Sally Germain
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

Communications | Skills | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Writing Skills | Writing | Reference | Subjects | Books
Similar Items:

Words that Sell, revised and expanded edition
More Words That Sell
The Copywriter's Handbook, Third Edition: A Step-By-Step Guide To Writing Copy That Sells
Words That Sell
Web Copy That Sells: The Revolutionary Formula for Creating Killer Copy Every Time

ASIN: 0809229773

Book Description

"An excellent 'ready reference' both for copywriters and for those entering the field." -- Robert Goldsborough, Special Projects Director Advertising Age "Holy smoke! This is amazing! A thesaurus for advertising copywriters. Where has it been all my life?" -- Denny Hatch, Editor Target Marketing Six seconds. That's all you have to grab your prospect's attention and make a sale. Use the right phrase or slogan, however, and you've made your sale. Use the wrong one, and you've lost your opportunity . . . maybe forever. Choosing the right phrase or slogan is vital to your success. And so is Phrases That Sell. It's the ultimate resource for anyone needing hands-on, instant access to the key phrases, slogans, and attention grabbers that will gain more attention and sell more product. Organized by category . . . indexed and cross-referenced for ease of use . . . loaded with expert advice on how to write copy that sells, Phrases That Sell covers everything, including those hard-to-describe product and service qualities and those product/service attributes that are subtle or abstract. It has 143 selling phrases to describe service, 153 for fun, 341 covering style and design, 180 phrases related to price, and much more! In this book you'll find:

5,000+ sales phrases for consumer and business-to-business products and services
a copywriter's primer called "10 Basic Rules of Copywriting," with insider's tips on usage
a special section on the seven steps to writing winning slogans
Expert advice on how to target your message to specific audiences

Whether you sell products, ideas, or services . . . whether you are a novice or an old pro . . . this creative toolbox will give you fresh ideas, new perspectives, and renewed confidence. With Phrases That Sell at your side you'll be able to enthusiastically tackle the most challenging copywriting tasks and eliminate that dreaded "writer's block."

Customer Reviews:

Phrases That Sell.......2007-07-27

This book is handy for the idea challenged. It is well laid out so one can find the basic idea they are seeking and then find phrasing elaborating on the idea or concept. It's a very handy volume to have when doing ads or flyers

Media Sellers Bible.......2007-01-09

A+++, I can't keep it on my desk, everyone borrows it looking for that "phrase that pays"

Beyond Your Wildest Dreams (Wink)!.......2006-12-03

Do you really need to pay someone to tell you to use phrases like, "Even better than you thought possible," "It's a neat idea!" and "Walk on the wild side"? Then buy this book, because it is loaded to the brim with such hackneyed, corny, and transparent phrases. Everyone else, see me after class.

Phrases that sell.......2006-11-06

This book contains phrases that save you thinking time when trying to get the copy right when developing direct mail and web page copy. Broken down to subject categories it is easy to use.

It saves you thinking time and thus improves productivity. Full of liitle gems.

Recommended

PHRASES THAT SELL.......2006-03-09

This book is a great asset and reference for students in my role as an educator / lecturer in marketing

Profiting By Phone: No Nonsense Skills and Techniques for Selling and Getting Leads by Telephone

Average customer rating:

Profiting By Phone: No Nonsense Skills and Techniques for Se

Profiting By Phone: No Nonsense Skills and Techniques for Selling and Getting Leads by Telephone
Jim Domanski
Manufacturer: Business by Phone
ProductGroup: Book
Binding: Paperback

Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales
Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls
How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 2
Guerrilla TeleSelling: New Unconventional Weapons and Tactics to Sell When You Can't be There in Person (Guerrilla Marketing Series)
Telephone Tips That Sell: 501 How-To Ideas and Affirmations to Help You Get More Business by Phone

ASIN: 1881081087

Book Description

Regardless of whether you're a seasoned veteran or rookie rep, you'll find ideas you'll use right away. Here's just a small sample of the hundreds of ideas you'll get in this book: how to write call guides and scripts that get results how to quickly qualify-and disqualify-prospects words to avoid that are sure to kill the sale how to build long-term relationships with your customers mistakes to avoid when handling objections, and what to say instead word-for-word voice mail tactics that help you avoid "voice mail jail" strategies for overcoming fear on the phone, and of the phone Plus Much More!

Look at What Other Sales Professionals are Saying About This Book "The ideas in this book are so deceptively simple to use, yet so powerfully effective! We experienced dramatic results, literally overnight." Jim Crawford, Manager Telesales, Molson Breweries

"I was so inspired by your book, I made a list of goals, including how to get my dream house. I'm halfway through the list after only 2 weeks! We're offering the material in your book as a six-week seminar to our telemarketing and telesales reps, and ordered 25 more copies." Carollyn Farrar, Inside Sales Manager, CFI ProServices, Inc.

"I applied techniques the next day from the book that I'm still seeing results from months later." Bob Charendoff, Cybermation, Inc. 84 chapters and hundreds of ideas you'll use right now! Written in Jim's highly entertaining style and format, this book is fun to read and easy to use. Whether you are an inside or outside sales rep, supervisor or manager, this practical and informative book will help you generate more revenue and income, increase the volume and quality of your leads, and help reduce rejection and burnout. Order today!

Customer Reviews:

Profiting By Phone: No Nonsense Skills and Techniques for Se.......2000-07-28

A basic good look at telemarketing. There is nothing though that isn't already known by most telemarketing professionals. Mr. Domanski obviusly has a great deal of experience, but again, nothing earth shattering.

Average customer rating:

Some good info, but majorly outdated, sexist, and self-congratulatory
Waste
Don't Buy This Book
Selling anything is possible....
Joe Girard takes the cake

How to Sell Anything to Anybody
Joe Girard , and Stanley H. Brown
Manufacturer: Fireside
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Motivational | Management & Leadership | Business & Investing | Subjects | Books

General | Skills | Business & Investing | Subjects | Books
Similar Items:

How to Close Every Sale
How to Sell Yourself
Joe Girard Complete Audio Box Set CD
Selling 101: What Every Successful Sales Professional Needs to Know
Zig Ziglar's Secrets of Closing the Sale

ASIN: 0743273966

Book Description

"Salesmen are made, not born. If I did it, you can do it."

-- Joe Girard

In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.

This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:

TURN ONE SALE INTO 250 MORE

CREATE A WINNING GAME PLAN FROM LOSING SALES

KNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYER

MOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALE

SELL AT A LOSS AND MAKE A FURTUNE

Customer Reviews:

Some good info, but majorly outdated, sexist, and self-congratulatory.......2007-09-27

There are some good tips for selling in this book, and people who are in the car-sales business would probably enjoy it and benefit from it. Aside from that audience, however, this book is likely to disappoint. First of all, the information and the way its presented are extremely out of date. The book was originally written in the late seventies, and if it's been updated, it's hardly evident. There is a very sexist tone to the book -- not a malicious one, but just a product of its times. Nevertheless, it is pretty offputting. Secondly, a major portion of this book is dedicated to author Joe Girard working out his abusive childhood. This may have been therapeutic for Mr. Girard to write, and may be interesting for some to read, but if you're looking for sales tips, this whole portion of the book is going to be quite frustrating. And thirdly, although some of the sales tips can be applied to any type of selling, for the most part, this is a book for car salesmen -- period. Mr. Girard seems like a nice guy and one heck of a salesman, but this book did not even begin to live up to my expectations.

Waste.......2007-08-11

This book was such a waste of money and time spent reading it. Unless you are in the car sales business, this book will not do you any good. The title of the book in my opinion is decieving. The advice is basic and again it only pertains to an individual who sells cars. Not to mention, the author toots his own horn too much throughout the book. He spends so much time talking about his greatness at sales. Total turn-off.

Don't Buy This Book.......2007-07-24

Unless you are selling cars, I wouldn't waste your money. There are other books by Alan Loy McGinnis and Dr. Norman Vincent Peale that would be better for your salesmanship and positive attitude. Also a lot of material in this book is basic boilerplate if you talk to any experienced car salesperson.

Selling anything is possible...........2007-06-07

Read this one cover to cover as fast as I could turn the pages. Gerard knows his stuff. I especially enjoyed the way he told about his life and how he got started. What he does seems like a lot of work...but if it is done correctly, time opens up for play and the money flows. If I were young again, I'd do this and make it happen.

Joe Girard takes the cake.......2006-07-24

He's literally the World's Greatest Salesman, who has actually been in the field and achieved great accomplishments in sales himself, vs other gurus who simply do great at selling their books & audiobooks. He's the best, period, and he shares his knowledge with you in this book.

Books:

Books Index

Books Home

Recommended Books