Strikingly Different Selling
portes grátis
Strikingly Different Selling
6 Vital Skills to Stand Out and Sell More
Merrill, Dale; Colosimo, Jennifer; Illig, Randy; Savage, Scott
Mango Media
02/2022
206
Mole
Inglês
9781642504866
15 a 20 dias
Descrição não disponível.
ContentsIntroduction
Unlike Any Sales Book You've Read Before
A Six-Year Experiential Sales Research Project
Surprisingly Average or Strikingly Different?
How to get the Most From this Book
Chapter One: Flashpoint
The Myth of a "Good Meeting"
Decisive Action, Momentum, and Breaking the Status Quo
Practice One: Separate and Elevate
Chapter Two: The Power of Contrast
Relevant + Distinct + Memorable = Contrast
The Challenges Facing Sales
Comparing Criteria That Matters
People Choose When Differences Are Clear
Small Details Make a Big Difference
Three Areas to Draw Contrast
Different in Unique Ways
Chapter Two Application: The Power of Contrast
Chapter Three: Go Hollywood
The Power of Movie Trailers
An Effective Sales Movie Trailer
The Power of Headlines
Using Movie Trailers and Headlines as High Leverage, High Yield Activities
Chapter Three Application: Go Hollywood
Chapter Four: Elevate or Fade Away
Elevate Above a History of Mistrust
Elevate Your Thinking
Elevate Above Limiting Beliefs
Chapter Four Application: Elevate or Fade Away
Practice Two: Tell Compelling Stories
Chapter Five: The Secret to Amazing Stories
Storytelling and the Brain
The Elements of a Story
Four Story Goals
Emotion and the Science Behind Decision Making
Effective Stories Drive Decision Velocity
The 5 Second Secret
Using Stories to Build to a Flashpoint
Chapter Five Application: The Secret to Amazing Stories
Chapter Six: Two Why's and a What
Flashback Stories
Flashforward Stories
Chapter Six Application: Two Why's and a What
Chapter Seven: Weave Stories in and Objections Out
Weaving "The Past" Thread
Weaving "The Present" Thread
Weaving "The Future" Thread
Additional Blueprint Practices
Chapter Seven Application: Weave Stories In and Objections Out
Practice Three: Win with Momentum
Chapter Eight: Unleash Sales Multipliers
Three Key Sales Multipliers
Chapter Eight Application: Unleash Sales Multipliers
Chapter Nine: Slow Down for Yellow Lights
Match, Understand, Resolve
Examples of How to Resolve Yellow Lights
Cracking the Code on Yellow Lights
Chapter 9 Application: Slow Down for Yellow Lights
Chapter Ten: Start Fast, End Big
Start Fast
Follow Stringer's Rules of Engagement
End Big
Chapter Ten Application: Start Fast, End Big
Conclusion
Unlike Any Sales Book You've Read Before
A Six-Year Experiential Sales Research Project
Surprisingly Average or Strikingly Different?
How to get the Most From this Book
Chapter One: Flashpoint
The Myth of a "Good Meeting"
Decisive Action, Momentum, and Breaking the Status Quo
Practice One: Separate and Elevate
Chapter Two: The Power of Contrast
Relevant + Distinct + Memorable = Contrast
The Challenges Facing Sales
Comparing Criteria That Matters
People Choose When Differences Are Clear
Small Details Make a Big Difference
Three Areas to Draw Contrast
Different in Unique Ways
Chapter Two Application: The Power of Contrast
Chapter Three: Go Hollywood
The Power of Movie Trailers
An Effective Sales Movie Trailer
The Power of Headlines
Using Movie Trailers and Headlines as High Leverage, High Yield Activities
Chapter Three Application: Go Hollywood
Chapter Four: Elevate or Fade Away
Elevate Above a History of Mistrust
Elevate Your Thinking
Elevate Above Limiting Beliefs
Chapter Four Application: Elevate or Fade Away
Practice Two: Tell Compelling Stories
Chapter Five: The Secret to Amazing Stories
Storytelling and the Brain
The Elements of a Story
Four Story Goals
Emotion and the Science Behind Decision Making
Effective Stories Drive Decision Velocity
The 5 Second Secret
Using Stories to Build to a Flashpoint
Chapter Five Application: The Secret to Amazing Stories
Chapter Six: Two Why's and a What
Flashback Stories
Flashforward Stories
Chapter Six Application: Two Why's and a What
Chapter Seven: Weave Stories in and Objections Out
Weaving "The Past" Thread
Weaving "The Present" Thread
Weaving "The Future" Thread
Additional Blueprint Practices
Chapter Seven Application: Weave Stories In and Objections Out
Practice Three: Win with Momentum
Chapter Eight: Unleash Sales Multipliers
Three Key Sales Multipliers
Chapter Eight Application: Unleash Sales Multipliers
Chapter Nine: Slow Down for Yellow Lights
Match, Understand, Resolve
Examples of How to Resolve Yellow Lights
Cracking the Code on Yellow Lights
Chapter 9 Application: Slow Down for Yellow Lights
Chapter Ten: Start Fast, End Big
Start Fast
Follow Stringer's Rules of Engagement
End Big
Chapter Ten Application: Start Fast, End Big
Conclusion
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
account manager;communication skills;secret sales;zig ziglar;upsell;sales representative;presentation skills;sales promotion;success story;sales and marketing;key to success;direct selling;buy sell;sales pitch
ContentsIntroduction
Unlike Any Sales Book You've Read Before
A Six-Year Experiential Sales Research Project
Surprisingly Average or Strikingly Different?
How to get the Most From this Book
Chapter One: Flashpoint
The Myth of a "Good Meeting"
Decisive Action, Momentum, and Breaking the Status Quo
Practice One: Separate and Elevate
Chapter Two: The Power of Contrast
Relevant + Distinct + Memorable = Contrast
The Challenges Facing Sales
Comparing Criteria That Matters
People Choose When Differences Are Clear
Small Details Make a Big Difference
Three Areas to Draw Contrast
Different in Unique Ways
Chapter Two Application: The Power of Contrast
Chapter Three: Go Hollywood
The Power of Movie Trailers
An Effective Sales Movie Trailer
The Power of Headlines
Using Movie Trailers and Headlines as High Leverage, High Yield Activities
Chapter Three Application: Go Hollywood
Chapter Four: Elevate or Fade Away
Elevate Above a History of Mistrust
Elevate Your Thinking
Elevate Above Limiting Beliefs
Chapter Four Application: Elevate or Fade Away
Practice Two: Tell Compelling Stories
Chapter Five: The Secret to Amazing Stories
Storytelling and the Brain
The Elements of a Story
Four Story Goals
Emotion and the Science Behind Decision Making
Effective Stories Drive Decision Velocity
The 5 Second Secret
Using Stories to Build to a Flashpoint
Chapter Five Application: The Secret to Amazing Stories
Chapter Six: Two Why's and a What
Flashback Stories
Flashforward Stories
Chapter Six Application: Two Why's and a What
Chapter Seven: Weave Stories in and Objections Out
Weaving "The Past" Thread
Weaving "The Present" Thread
Weaving "The Future" Thread
Additional Blueprint Practices
Chapter Seven Application: Weave Stories In and Objections Out
Practice Three: Win with Momentum
Chapter Eight: Unleash Sales Multipliers
Three Key Sales Multipliers
Chapter Eight Application: Unleash Sales Multipliers
Chapter Nine: Slow Down for Yellow Lights
Match, Understand, Resolve
Examples of How to Resolve Yellow Lights
Cracking the Code on Yellow Lights
Chapter 9 Application: Slow Down for Yellow Lights
Chapter Ten: Start Fast, End Big
Start Fast
Follow Stringer's Rules of Engagement
End Big
Chapter Ten Application: Start Fast, End Big
Conclusion
Unlike Any Sales Book You've Read Before
A Six-Year Experiential Sales Research Project
Surprisingly Average or Strikingly Different?
How to get the Most From this Book
Chapter One: Flashpoint
The Myth of a "Good Meeting"
Decisive Action, Momentum, and Breaking the Status Quo
Practice One: Separate and Elevate
Chapter Two: The Power of Contrast
Relevant + Distinct + Memorable = Contrast
The Challenges Facing Sales
Comparing Criteria That Matters
People Choose When Differences Are Clear
Small Details Make a Big Difference
Three Areas to Draw Contrast
Different in Unique Ways
Chapter Two Application: The Power of Contrast
Chapter Three: Go Hollywood
The Power of Movie Trailers
An Effective Sales Movie Trailer
The Power of Headlines
Using Movie Trailers and Headlines as High Leverage, High Yield Activities
Chapter Three Application: Go Hollywood
Chapter Four: Elevate or Fade Away
Elevate Above a History of Mistrust
Elevate Your Thinking
Elevate Above Limiting Beliefs
Chapter Four Application: Elevate or Fade Away
Practice Two: Tell Compelling Stories
Chapter Five: The Secret to Amazing Stories
Storytelling and the Brain
The Elements of a Story
Four Story Goals
Emotion and the Science Behind Decision Making
Effective Stories Drive Decision Velocity
The 5 Second Secret
Using Stories to Build to a Flashpoint
Chapter Five Application: The Secret to Amazing Stories
Chapter Six: Two Why's and a What
Flashback Stories
Flashforward Stories
Chapter Six Application: Two Why's and a What
Chapter Seven: Weave Stories in and Objections Out
Weaving "The Past" Thread
Weaving "The Present" Thread
Weaving "The Future" Thread
Additional Blueprint Practices
Chapter Seven Application: Weave Stories In and Objections Out
Practice Three: Win with Momentum
Chapter Eight: Unleash Sales Multipliers
Three Key Sales Multipliers
Chapter Eight Application: Unleash Sales Multipliers
Chapter Nine: Slow Down for Yellow Lights
Match, Understand, Resolve
Examples of How to Resolve Yellow Lights
Cracking the Code on Yellow Lights
Chapter 9 Application: Slow Down for Yellow Lights
Chapter Ten: Start Fast, End Big
Start Fast
Follow Stringer's Rules of Engagement
End Big
Chapter Ten Application: Start Fast, End Big
Conclusion
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
