A classic book on marketing services, with hundreds of quick, practical, easy-to-read sections; perfect for picking up anytime throughout your day. Beckwith tells you in simple and plain language why focus groups don’t really tell you anything, what positioning really is, and outlines eighteen common planning fallacies. A basic marketing guide that refreshes the mind after reading so many gurus and faddish ideas, now here’s a book with timeless ground rules that are supported by real world stories.

If you’re serious about the business of selling, if you are tired of living from one sale to the next, and you want to keep clients for life, then read this book and apply these valuable lessons that add value to what you are selling, and to your life. The whole premise is to serve fewer clients a high quality experience and build long-lasting relationships, resulting in more free time to spend with your family and friends, less stress, greater income, and genuine success for you!

Closing a sale is the stage in the selling process where salespeople meet the greatest difficulty. Joe Girard walks the reader through fundamental selling principles and experience-based insights guaranteed to help the reader sell any product or service. These principles are grounded on an important rule: becoming a successful sales person requires learning how to sell yourself first. This is because buyers “buy into” the seller initially before they do the product or service.

In sales, asking the right question is just as important as knowing what to say. This is the principle behind Question Based Selling (QBS). Salespeople must know how to ask the proper questions to clients and customers in order to identify new opportunities, qualify accounts and uncover needs. In addition, asking questions also smokes out any objections that may hinder the sale which is crucial in closing a transaction.

Question Based Selling offers a unique approach by providing you a step-by-step, easy-to-follow program that will enable you to ask the right questions at the right time. Author Tom Freese takes you through the QBS methodology, showing how you can penetrate more accounts, establish greater credibility, generate more return calls, and close sales faster.

The driving force of the Strategic Selling approach is a non-manipulative selling philosophy. The key to ensuring selling success is to manage every sales objective as a joint venture. Sales people must create a framework that fosters a win-win situation; a mutually beneficial transaction where both buyer and seller achieve gains.

The New Strategic Selling book works by helping you sort through confusing data and information associated with every Complex Sale; and to give you a reliable method for analyzing the data, for positioning yourself better with your accounts, and for closing business deals.

Have you ever wondered how great salespeople achieve great sales results? Chances are these salespeople all began their selling process by establishing emotional connections with their prospects.

In this business parable, author Richard Abraham teaches you principles of sales excellence and service leadership. You will learn how to make powerful connections with your customers that will help you become the successful salesperson you want to be.