Best Selling Books & eBooks

 
  
   

- NEW RELEASE - 

Strategic Sales Plan

Why Sales Fail and How Wins are Won

The Strategic Sales Plan is designed to help you identify the steps in your sales process that must be done to win sales.

Beginning in 1988 and up to the present time, we analyzed thousands of sales, across industries, to discover why sales failed and how they were won.

This research led to a comprehensive diagnostic sales process consisting of 8 phases, 44 baseline steps, and 201 action items.

The objective is to find your patterns of steps that when missed cause sales to fail and to find the pattern of steps that when done, cause sales to be won.

Get started by validating each step for what you sell, and then review your sales to find your patterns for both losses and wins.

Now you know what you must do to win sales! What a great gift.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
  
   

View all Sales, Sales Management, and Customer Service Books & eBooks written by Robert "Bob" DeGroot on Amazon.com and BarnesAndNoble.com.

 
  
   

Amazon Top 100 Best Seller 
Categories: Sales and Selling, Industrial & Telemarketing

Objection Free Selling
How To Prevent, Preempt, and Respond to Every Sales Objection You Get

You don't need to learn a new sales process because the strategies provided in the book work with all sales models. Just use what you need.

This 3rd edition of this wildly popular bestseller has the same content as the previous two. The difference is in the sequencing of the Parts and Chapters. The change was made to accommodate how people use the book. We hope works for you.

Research with thousands of salespeople across industries demonstrates:

- Objections that stop almost all sales are common and repetitive.
- Specific Buyer Beliefs, when missing or weak cause these objections.
- There are many ways to establish these beliefs to prevent the objection from even entering the prospect's mind.

In this book:

- This book provides hundreds of examples of how to prevent, preempt, and respond to each of the 85 most common sales stopping objections. They are categorized by the missing Buyer Beliefs so you can easily find the ones you.
- Scan the list and make a note of those that are similar to the ones you get. Look them up in the book and personalize the recommendations to your sales situation.
- All the selling skills necessary to implement every recommendation are included in the book.

Right now:

If you are actively engaged in selling, probability has it that you are facing sales stopping or stalling objections, the answers to which are in this book.

Could these potentially stalled or lost sales be enough to cost-justify the price of this book?

Select this link or the book cover on the right to preview and purchase from Amazon.com Available from all booksellers worldwide.

 
  
   

Amazon Top 100 Best Seller
Categories: Sales and Selling & Industrial

Value Selling Strategies P.R.O.S.P.E.C.T. Model
The E=mc2 of Consultative Value Selling Models 

Selling VALUE gets easier with the right tools and an incredibly flexible structure to guide the process. The VSS P.R.O.S.P.E.C.T. Model provides the comprehensive formula based knowledge, skills and strategies to accomplish this goal. In the Value Selling Strategies process, the actual selling is done during a strategically designed interview structured around major closing strategies. Based on the principles of human interaction it is designed to PREVENT most common sales stopping objectives.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
  
   

Amazon Top 100 Best Seller
Categories: Sales and Selling & Telemarketing

Telephone Cold Calling & Voicemail Strategies
PREVENT and PREEMPT initial contact objections

The telephone cold call strategies in this book will help you prevent these objections by turning "screeners" into "coaches" and by pre-defining the prospect's initial needs. In addition, the methods you'll learn in this eBook will enable you to set priority appointments for future meetings.

Additionally, you have voicemail to contend with. It's almost rare that you can actually talk to the person the first time you call. This part of the book will present incredibly effective voicemail strategies and techniques that can help you reach the person you want and deliver important information in less than a minute to increase the number of times people return your calls.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
  
   

Amazon Top 100 Best Seller
Categories: Marketing and Telemarketing

Features Advantages and Benefits
The Persuasive Language of Selling

The purpose of this book is to introduce you to using your product, service and company knowledge as a part of the selling process using the persuasive language of sales. The process itself is one in which the prospect is an active participant.

The "persuasive language of selling" includes knowledge of your product, service and company that aids in the selling process. It becomes functional product, service, and company knowledge when it's converted to features, advantages and benefits.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
  

Amazon Top 100 Best Seller
Categories: Distribution & Warehouse Management

Reseller Strategy
Get the reseller to pull your products out of the bag first

Have you ever wondered why some distributors are quick to focus their selling efforts on your behalf, while others just don't seem to get around to pulling your products out of the bag? 

A Reseller can be defined as a Distributor, Jobber, Wholesaler, Manufacturer's Rep, Value Added Reseller, Retailer or any number of titles in the supply chain.

This book provides the full scope of working with resellers from selection to support.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
   

Amazon Top 100 Best Seller
Categories: Business & Money

Active Listening Skills
Prevent errors and earn the right to be heard

Many misunderstandings leading to costly errors, arguments, and lost productivity occur because the person getting information in order to provide input, do a task, or problem-solve, did not "actively listen."

Sometimes we think we know the answer before the other person completes the thought. When we get ahead of ourselves it's possible to miss some small but important piece of information that could change everything. Our mental processes tend to automatically fill in the missing part with what we think should be there and that's when the problems begin.

Knowing how to actively listen is a proven way to improve relationships with both internal and external customers.

Select this link or the book cover on the right to preview and purchase from Amazon.com.

 
  
   

Amazon Top 100 Best Seller
Categories: Customer Relations and Etiquette

Telephone Etiquette for Business
Make good impressions from hello to good-bye

According to etiquette expert Letitia Baldrige, "The manner in which a company's phone is answered gives strong signals to the caller regarding the corporate character of the organization."

That's why it is so important to be aware of how the phone is answered by everyone in your organization. It's not just the receptionist who answers the phone. Almost everyone has a telephone on their desk and, most of those people talk to internal or external customers.

Select this link or the book cover on the right to preview and purchase from Amazon.com.