Amazon Top 100 Best Seller
Bestseller Categories: Telemarketing and 30-Minute Business & Money Short Reads

Ratio Management
Sales Activities to Sales Won

The purpose of this ebook is to help you manage your sales activity ratios. This management function enables you to:

• Identify needed sales activities, how often they must be done, and the required success rate to generate sales
• Create feelings of security by knowing what you have to do each week in order to achieve your production goals
• Provide a basis for accurate forecasting of sales production goals
• Identify areas where knowledge, skill, or strategy development will provide the greatest payoff
• This ebook contains the complete diagnostic list of 8 phases and 44 steps in the sales process (Strategic Sales Plan)

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Category: 15-Minute Business & Money Short Reads

Networking Contact Strategy
Get noticed the right way in the right groups

The purpose of this ebook is to help you improve your networking skills so that you have better access to both decision makers and referrals, have a platform to demonstrate your competency, and to improve your professional knowledge.

At the end of this ebook you will understand how to:

• Understand the networking process.
• Learn how to network.
• Select the right organizations to network.
• Know the "don't do" items or risk getting expelled.
• Increase your networking impact.

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

 
  
   

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

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've 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 for people who sell solutions to their customers' problems in highly competitive markets.

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.

 
  
   

Amazon Top 100 Best Seller
Bestseller 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
Bestseller 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
Bestseller Categories: Marketing and Telemarketing

Profile and Qualify Sales Prospects
Discover the key characteristics of your easiest to sell prospects

An amazing number of sales are lost because the prospect was not qualified but most of the sales process was completed before this was discovered. That is a lot of time, energy, and effort to produce zero results.

Your end goal is to know how many truly qualified prospects it will take to make a targeted number of sales in a pre-defined amount of time.

The purpose of this short book is to show you how to quickly qualify sales prospects and identify the key buyer influencers in the business-to-business (B2B) marketplace.

IMPORTANT NOTE: This eBook is included in “The Hunt – Prospect Contact Methods” which is a compilation of a dozen prospecting related eBooks. So you can choose to buy only those you’re interested in or get the whole series for a third of the price if purchased individually

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

 
  

Amazon Top 100 Best Seller
Bestseller 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
Bestseller 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.

 
  
   

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

 
  

Best Selling Sales, Sales Management, and Customer Service eBooks

   

Amazon Top 100 Best Seller 
Bestseller 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 874 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
Bestseller 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
Bestseller Category: 30-Minute Self-Help Short Reads

Goal Setting Drives Success
Plus: Three ways to power up your goals

It's easy to understand how people with goals accomplish significantly more than people without goals. People with goals have direction. They have a target. They have something to work towards. This provides motivation to achieve.

Motivation to achieve comes from having a clear target, developing a strong emotional desire, creating a doable action plan, allocating the resources (especially time) and taking action.

Business goals that are in alignment with personal goals are more motivating than goals that are not in alignment, not related in any way or are counter to personal goals. And, the more frequently you review the goal, the more you focus on it, the more you will recognize the resources and opportunities you need to move toward achieving your goal.

You might also want to be aware that to maintain balance you will set goals in many areas of your life such as personal, professional, family, social, financial, lifestyle and so on. This book will guide you through the entire process step-by-step.

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Category: 30-Minute Business & Money Short Reads

Funnel Management
Keep your sales funnel full of viable prospects

The purpose of this ebook is to help you use the concept of "funnel management" to maintain the proper number of qualified prospects throughout the different phases of the sales process.

In this ebook you will learn how to be more effective in generating your prospect lists. The course also illustrates productive methods used to make contact with leads.

• Define the concept of funnel management
• Differentiate between a sales cycle and a buying cycle
• Give characteristics of A, B, and C accounts. Identify the characteristics that define a "pre-qualified lead"
• Be familiar with sources for leads
• Describe contact methods

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Category: 30-Minute Business & Money Short Reads

Key Decision-Maker Roles
Navigate the Maze of Decision-Makers

In every sale, there are different types of decisions that are made. Sometimes one person makes all the decisions and at other times, there can be several people clustered together to make one type of decision. One person could play many of the decision-making roles or you could find many people playing one role.

If it's one or two people playing the various roles, you can tell which role they're in by the types of questions they ask. By knowing about the different roles, you can begin to focus and structure your answers to the type of decision that needs to be made.

Decision Maker Roles
• Final Authority
• Specifier
• Negotiator
• End User
• Coach
• Recommenders

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Categories: 15 & 30-Minute Business & Money Short Reads

Email Prospecting
Powerhouse of email prospecting systems

This is a “low-cost” to “no-cost” method of keeping your sales prospect pipeline full.

It combines three highly effective bestselling email prospecting methods into one seamless powerhouse system that consistently gets results.

This is a short, no fluff ebook, that hones in on what you need to know how to do, to build this prospect generating machine for you.

Along with the Interest Email Series, this new ebook includes the two bestsellers, Passive Email Series and Keep in Touch Email Series.

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Category: 30-Minute Business & Money Short Reads

Teleblitz Contact Strategy
Rapid Market Penetration

Conducting a telephone cold call "blitz" will:

• Rapidly fill your sales funnel with qualified prospects
• Enable you to leverage your initial unsuccessful contact attempts by following up with the passive letter series, interest mailer series and the "keep in touch" series defined in other ebooks.

Learning Objectives:

1. Generate lead lists
2. Schedule prime time activities
3. Identify goals that motivate
4. Track progress with a Teleblitz form

IMPORTANT NOTE: This eBook is included in “The Hunt – Prospect Contact Methods” which is a compilation of a dozen related eBooks. So you can choose to buy only those you’re interested in or get the whole series for a third of the price if purchased individually.

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

 
  
   

Amazon Top 100 Best Seller
Bestseller Category: Telemarketing

Closing Strategies of the Masters
Make closing a natural part of the sales process

The purpose of this book is to present 32 effective closing strategies structured in “8 Families” of similar closes and to provide the guidelines for using them when you see any of the 16 “buying signs” listed.

The main audience for this book is made up of sales professionals who interact with prospects to complete sales. Others, such as customer service representatives who need to bring closure on solution plans can also benefit.

The "Learning Objectives" for this book:
• Describe closing and how it is a natural part of the sales process.
• Identify how “not closing” can cause anxiety for both the prospect and the seller.
• Define the proper closing mindset that helps make the sale happen.
• Recognize the prospect's "buying signs." You only need a couple of the 16 listed to know you’ve got a sale in the making.
• Be familiar with closing strategies and the step in your sales process where they are most appropriate.
• Includes the Multi-Bid Summary Closing Strategy that let's you submit multiple bids at the same time.

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

 
  

Amazon Top 100 Best Seller
Bestseller Category: Sales and Selling Management

Peer-to-Peer Sales Coaching
Most dramatic way to rapidly increase sales success for the whole team! 

If there was just one thing that I could teach sales managers; it would be to use peer-to-peer sales coaching! This is the one strategy that will dramatically improve sales results, sales projections, and team spirit in less than 90 days.

This very short eBook will guide you through each of the steps to use this process from introducing it to your team to building an archive of ideas. See the free resources to support these sessions on this website.

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

 
   

Amazon Top 100 Best Seller
Bestseller 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.

 
  
   

Amazon Top 100 Best Seller
Bestseller Categories: Business Etiquette and 30-Minute Business & Money Short Reads

Managing Customer Expectations
Create, Change, and Manage Customer Expectations Without Evoking Anger 

Managing expectations is usually a simple task of all parties agreeing on what is to be done and delivering on that agreement.

However, when unexpected complications occur, pro-active communication, taking steps to prevent negative emotions, and engaging previously agreed upon fallback plans, can all be used to impact the service recovery outcome.

The purpose of this ebook is to provide the following knowledge how to:
• Set simple and complex expectations
• Ensure simple and complex expectations are met
• Manage project communications
• Use the steps to redefine expectations with “good” and “bad” news
• Prevent resetting unrealistic expectations from “good” news
• Minimize potential for anger from “bad” news
• Debrief and evaluate performance

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