Evans SalesBURST!!

World's Fastest (entrepreneurial) Sales Training
1. Auflage 2008
ISBN: 978-0-470-17516-3
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 208 Seiten, E-Book

Praise for SalesBURST!!
"SalesBURST!! is an entertaining, clever, andout-of-the-box approach to selling. I recommend reading this bookto anyone involved in selling today."
--Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as theycan-but not as fast as their manager wants them to.SalesBURST!! helps every salesperson shift into fifth gearwithout skipping first, second, third, or fourth. This makes threepeople happy:the manager, the salesperson, and the salesperson'sbanker."
--Jeffrey Gitomer, author of Little Red Book ofSelling
"This is a great book that shows you how to make more sales,faster and easier than you ever thought possible."
--Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion,determination, and an intelligence-based sales effort can make yousuccessful."
--John Calamos, CEO, Calamos Investments
"I have utilized Evans's sales methods to successfully manage mysales accounts, my sales team, and my career for seventeen years. Ilook forward to using SalesBURST!! to train my salespeoplefirsthand."
--Joel Leetzow, Executive Vice President, North America andboard member, Scancode
"SalesBURST!! is filled with Evans's success stories thatwill both inspire you and provide helpful hints to help you meetyour own quota."
--Susan Bulkeley Butler, CEO, SBB Institute for theDevelopment of Women Leaders and first woman partner atAccenture
"Evans completely exceeded my expectations. Not only did hispresentation provide tremendous insights on sales but even greaterlife lessons."
--Rick E. Ridnour, PhD, Department of Marketing, NorthernIllinois University
"SalesBURST!! teaches you to set goals and train forthose goals so you win."
--Buddy Melges, America's Cup-winning skipper and Gold andBronze Olympic Medalist

Autoren/Hrsg.

Evans, Patrick

Inhaltsverzeichnis

Acknowledgments.
About the Author.
Preface.
Late Show with David Letterman: FAST Close.
What is the Object of Entrepreneurial Sales Training?
Definitions.
PART I: Secrets.
Chapter 1. Secret # 1. Ask a Question When You Are Lost.
Chapter 2. Secret # 2. Prime the Pump.
Chapter 3. Secret # 3. Role-Play the 10 Perfect ClosingQuestions.
Chapter 4. Secret # 4. Call Back the Same Day.
Chapter 5. Secret # 5. Intercept.
Chapter 6. Secret # 6. Land Where You Planned.
Chapter 7. Secret # 7. Water, No Ice.
Chapter 8. Secret # 8. The Blame Game.
Chapter 9. Secret # 9. Give and take.
Chapter 10. Secret # 10. Be a Contrarian.
Chapter 11. Secret # 11. B et on Yourself.
Chapter 12. Secret # 12. Is Sales Art or Science?
Chapter 13. Secret # 13. Immediate Action After Strategy.
Chapter 14. Secret # 14. Program You Mind.
PART II: Questioning.
Chapter 15. Answer a Direct Question with a Question.
Chapter 16. The Checklist Close.
Chapter 17. Land Mines.
Chapter 18. Cats, Dogs, or Fish?
Chapter 19. Alternative Ways to Cold Call.
Chapter 20. Selling an Intangible.
PART III: Listening.
Chapter 21. Self-Motivating.
Chapter 22. . How to Calm an Irate Customer.
PART IV: Hiring.
Chapter 23. The Most Efficient Interview.
Chapter 24. Rejection and Impression.
Chapter 25. Initial Reaction versus Fact.
PART V: Organizing.
Chapter 26. 21-Day Challenge.
Chapter 27. Sell Like You Are a Business.
Chapter 28. Start Up Capital?
Chapter 29. Six Degrees from Kevin Bacon.
PART VI: Showing.
Chapter 30. Trade Shows: A Successful Way to Sell From aBooth.
Chapter 31. More Booth Marketing Ideas.
PART VII: Marketing.
Chapter 32. FREe-commerce.
Chapter 33. Lease and Refinance.
Chapter 34. Your Presentations.
Chapter 35. Better Than New.
Chapter 36. Better Than New.
Chapter 37. You versus Goliath.
Chapter 38. Digitize Your Competition and Reposition.
Index.

Über Autor(innen)

Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology.