Mastering The Essentials of Sales 5 docx
Mastering The Essentials of Sales to Close Every Sale_1 pot
... second on the number of carats, or the weight of the manager’s wisdom the morewisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’sability ... withdreams of becoming a writer. All these salespeople would MASTERING THE ESSENTIALS OF SALES 22minds would only master 80 percent of their chosen fieldsand a small fraction of what was known in other ... from their point of view, and theycan’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34SUCCESS PRINCIPLESuccessful salespeopleunderstand the realities of doing business from the company’sperspective...
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Mastering The Essentials of Sales to Close Every Sale_3 doc
... promises. Set stan-dards of profitability forevery salesperson. MASTERING THE ESSENTIALS OF SALES 63REMINDERIn a tough economy 80percent of all profits are the result of internaldecisions, ... speak their customers’ language. MASTERING THE ESSENTIALS OF SALES 71can’t answer the ques-tion “Why are we doingthis?” you cannot expectthem to get the job done.Once your sales teamknows the ... a bigger appetite for profits. MASTERING THE ESSENTIALS OF SALES 64 the order, but after the checkhas cleared. That’s why somesalespeople hold their high-fives until their commissionhas been...
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Mastering The Essentials of Sales to Close Every Sale_4 pdf
... creation of a successfulcompany—can truly light up the world. MASTERING THE ESSENTIALS OF SALES 91107The dream of flight has captivated mankind for thou-sands of years. Likewise, the dream of ... that they canuse to build positive and productive lives. But they can’tfind it in their daily papers. MASTERING THE ESSENTIALS OF SALES 94When people read a story in The New York Times, theyhardly ... they can im-press their customers if they exaggerate the negative side of the news. It is sad that both the poor journalist and the poor salesperson are completely unaware of how their pro-fessional...
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Mastering The Essentials of Sales_5 docx
... Loy- MASTERING THE ESSENTIALS OF SALES 86When people read a story in The New York Times, theyhardly think about what made it possible for the Times topublish 3 65 issues every year for the past ... time, the word Geist has twomeanings: One is spirit, the other ghost. Loosely translatedit could mean the “spirit of our time” or the “ghost of ourtime.”For example, the Zeitgeist in the era of ... they can im-press their customers if they exaggerate the negative side of the news. It is sad that both the poor journalist and the poor salesperson are completely unaware of how their pro-fessional...
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Mastering The Essentials of Sales_6 docx
... edge would fall off. People who lack cu-riosity never bother to expand their horizons. They willnever know of the riches waiting for them if they onlybother to move outside their comfort zone. ... test.4. The space shuttle. In 1981, the first space shuttleskyrocketed into orbit. To take off, the shuttle’s 4 .5 million pounds has to defy the law of gravity. With the help of booster rockets, the ... athand. The success-oriented mind is like a magnifying glassthat focuses the rays of the sun in one concentrated spot. The magnified intensity of the rays dissipates the moment the glass is out of...
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Mastering The Essentials of Sales_8 potx
... artifi-cial. When high achievers watch a sunset, they don’tsee the end of the day—they imagine the sun rising on the other side of the planet. They know that there is anew dawn every second somewhere ... continue the climb andwin. MASTERING THE ESSENTIALS OF SALES 161out what influenced the company’s growth (or de-cline) during the pastfive years.6. Check the companyfrom the perspective of the ... shareholders. The more employees understand the role of manage-ment, the better they will be able to contribute and maketheir investment pay off. MASTERING THE ESSENTIALS OF SALES 169ACTION...
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Mastering The Essentials of Sales_2 ppt
... second on the number of carats, or the weight of the manager’s wisdom the morewisdom and insight the sales manager can offer, the higher the appraised value. Third comes the cut, the manager’sability ... from their point of view, and theycan’t see new challenges. MASTERING THE ESSENTIALS OF SALES 34SUCCESS PRINCIPLESuccessful salespeopleunderstand the realities of doing business from the company’sperspective ... obstacles MASTERING THE ESSENTIALS OF SALES 38approach? and Who is really responsible for poor sales practices? The first answer is easy: The best sales approach is the one that gives the customer the...
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Mastering The Essentials of Sales_3 pdf
... rateamong officers. In corporate America, the best sales managers are not the ones who hide behind theirdesks, but those who go out to see the toughest cus- MASTERING THE ESSENTIALS OF SALES 54 ... the architect of a consistently success-ful life. Consistently successful people are at the MASTERING THE ESSENTIALS OF SALES 58 SUCCESS PRINCIPLEIn the universe of success, there areshooting ... 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,...
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Mastering The Essentials of Sales_8 ppt
... watch him play. MASTERING THE ESSENTIALS OF SALES 197path 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 tooverride that process. They confidently focus on the processthat results in their progress. MASTERING THE ESSENTIALS OF SALES 193vitality out of you. ... power: the power of a collectivewill to accomplish the mission of the organization.” 5. Attitude toward the customer. Many organiza-tions tend to listen to their customers before the sale and then...
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Mastering The Essentials of Sales_9 doc
... publishes the “Sell-ing Power 50 0,” a listing of the 50 0 largest sales forces inAmerica. The company publishes books, sales trainingposters, and audio and video products for the professional sales ... from the solution to the original problem. In-stead of proving to the customer that they don’t have the right solution, they lead their customers to care-fully review the true nature of their ... 199–201Marine method, 54 55 profit improvement, 61–64selling an idea, 89–91triangle of sales success, 41–43Zeitgeist, 101–103Marine Corps, 53 55 Marketing messages, 65 71McMahon, Ed, 152 Meaning,...
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