Mastering The Essentials of Sales 3 pdf

... creation of a successful company—can truly light up the world. MASTERING THE ESSENTIALS OF SALES 91 107 T he dream of flight has captivated mankind for thou- sands of years. Likewise, the dream of ... that they can use to build positive and productive lives. But they can’t find it in their daily papers. MASTERING THE ESSENTIALS OF SALES 94 When people read a st...

Ngày tải lên: 21/06/2014, 13:20

... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’s ability ... from their point of view, and they can’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34 SUCCESS PRINCIPLE Successful salespeople understand t...

Ngày tải lên: 21/06/2014, 13:20

... promises. Set stan- dards of profitability for every salesperson. MASTERING THE ESSENTIALS OF SALES 63 REMINDER In a tough economy 80 percent of all profits are the result of internal decisions, ... speak their customers’ language. MASTERING THE ESSENTIALS OF SALES 71 can’t answer the ques- tion “Why are we doing this?” you cannot expect them to get the job do...

Ngày tải lên: 21/06/2014, 13:20

... knowl- edge is the foundation of sales success. To sell well, the theory goes, salespeople need to develop a detailed knowl- edge of their product, their markets, and their customers. It’s a useful theory, ... the architect of a consistently success- ful life. Consistently successful people are at the MASTERING THE ESSENTIALS OF SALES 58 SUCCESS PRINCIPLE In the un...

Ngày tải lên: 21/06/2014, 10:20

... gains. 3. High achievers know that all horizons are artifi- cial. When high achievers watch a sunset, they don’t see the end of the day—they imagine the sun rising on the other side of the planet. They ... continue the climb and win. MASTERING THE ESSENTIALS OF SALES 161 out what influenced the company’s growth (or de- cline) during the past five years. 6. Check...

Ngày tải lên: 21/06/2014, 10:20

... from their point of view, and they can’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34 SUCCESS PRINCIPLE Successful salespeople understand the realities of doing business from the company’s perspective ... second on the number of carats, or the weight of the manager’s wisdom the more wisdom and insight the sales manager can offer, the higher th...

Ngày tải lên: 21/06/2014, 10:20

... Loy- MASTERING THE ESSENTIALS OF SALES 86 When people read a story in The New York Times, they hardly think about what made it possible for the Times to publish 36 5 issues every year for the past ... time, the word Geist has two meanings: One is spirit, the other ghost. Loosely translated it could mean the “spirit of our time” or the “ghost of our time.” For exam...

Ngày tải lên: 21/06/2014, 10:20

... edge would fall off. People who lack cu- riosity never bother to expand their horizons. They will never know of the riches waiting for them if they only bother to move outside their comfort zone. ... at hand. The success-oriented mind is like a magnifying glass that focuses the rays of the sun in one concentrated spot. The magnified intensity of the rays dissipates the mom...

Ngày tải lên: 21/06/2014, 10:20

... watch him play. MASTERING THE ESSENTIALS OF SALES 197 path the ball will take from the putter to the hole be- fore they strike the ball. Likewise, top salespeople al- ways keep their eyes squarely ... partner, they don’t allow their emotions to override that process. They confidently focus on the process that results in their progress. MASTERING THE ESSENTIALS OF...

Ngày tải lên: 21/06/2014, 13:20

... 135 – 137 professional, 9–11, 21– 23, 49–51 profit improvement, 62– 63 triangle of sales success, 41– 43 and wisdom, 19 Zeitgeist awareness, 101–1 03 L LaMantia, Charles, 30 Language power, 135 – 137 Larsen, ... solutions to, 22– 23, 93 95, 200, 204–205 Procrastination, 148–149 Productivity, 15, 63, 127– 133 Professionalism, 9–11, 21– 23, 49–51 Profit improvement, 61–64 Progress,...

Ngày tải lên: 21/06/2014, 13:20