The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

The sales function is the front--line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well--versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self--development for sales people.

Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling.

This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development.

DECISION-MAKING IS A MENTAL PROCESS

A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyer's mind. Sales conversations and presentation material must parallel how buyers mentally process information.

DISCOVER THE DECISION-MAKING PROCESS

Selling Is a Mind Game focuses on the buyer's decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques.

IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS

Each selling discipline/technique has a specific objective and is aligned with the buyer's mental process, which guides the sales conversation, and a proposal toward a positive buying decision.

ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES:

THE ART OF PERSUASION Ability to influence others

RULE OF "80"

FUD FACTOR Fear-Uncertainty-Doubt

SELLING LANDSCAPE Understand how the "game" is played

FEATURES & BENEFITS Features Tell-Benefits Sell

TAKING THE SALES STAGE>br /> Superstar vs. Average

BUYING SIGNALS Know when to close

WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up

Every one of the largest, most successful corporations were, at some point, mere startups. McKee explains what enables some companies to growbigger and better, while others stumble along year after year, running but never winning the race. The difference is that the biggest and best brands arena (TM)t slaves to conventional marketing wisdom. McKee shows by example how the same, sometimes counter-intuitive, strategies used by the biggest brands can also best serve small and mid-sized companies. Among the topics explored: How can a company grow big by thinking small? Why do the best companies sometimes avoid being better? Why do brands that create the most memorable advertising stay away from focus groups? What is the secret to an effective slogan? When can admitting a negative become a positive? A diverse selection of companies provides powerful lessons, ranging from traditional icons like Coca-Cola, McDonalda (TM)s, and General Motors, to new media models like Google and Facebook. This book appeals not only to time- starved executives, but also to middle managers and owners of small businesses who have a wide variety of marketing problems to address and who need to change the way they think about how to generate healthy, consistent growth.

It's no secret that the old methods of mass marketing are loosing effectiveness and value. We have exploited the basic advertising tactics for so long, customers just don't seem to care anymore. We now live in a "delete" era where the customer is in charge. The time to reinvent the way we go-to-market is now Given the light speed at which your customers receive and process information, the fragmentation of media outlets, combined with a volatile macroeconomic climate - marketing genius is key. The book offers a clear roadmap toward creating sustainable and profitable brand value through a better ability to understand and delight your customer. It will prepare your company to embody your brand and live up to the promise that you portray. Today's new-world economy requires a strategy that understands how to out think the competition, not outspend them. In Customer Inspired Marketing, Aubyn Thomas, senior vice president of marketing services for Macy's, explains why these brands generate energized reactions from customers and how other brands can generate the same enduring and devoted following, even during financial crises. An eight-step plan for transforming any size organization into one of these brands, the book focuses on these themes: The customer: an examination of customers today and how demographic changes are shaping the new landscape. Customers are more informed and are looking for personal touches. Regrouping: using self-examination to discover the passionate core of the organization. Developing a proactive plan: the concrete steps organizations take to mitigate threats to brand perception and improve customer relationships. The book includes research, case studies and supporting graphs and diagrams to demonstrate the data behind the methodologies. With an accessible and supportive tone, Customer Inspired Marketing is a great tool for brand marketers on all levels

Even without the word "manager" in your title, you manage people every day of your life. You manage expectations at work and at home with your family, friends, and business associates. Author Terry "T. J." Jenkins has been supervising employees for decades, and he has also excelled at managing his personal affairs. In this step-by-step guidebook, he shares the lessons he's learned from climbing the corporate ladder and in his daily life. Success starts with commonsense approaches that few people take when working with team members. You will learn how to acquire the right tools to manage people and events; when it makes sense to make a lateral move in order to meet your ultimate objectives; why it's so important to keep your promises; how to communicate better with others. You'll also find practical strategies on dealing with stress, hiring the right people, and achieving goals. Forget about the technical manuals and complicated theories that promise to lead you to success. Instead, improve your relationship with the people you manage at work and elsewhere with "A Commonsense Approach to Dealing with People."

What does it take to become a top performer in today's competitive sales field? In "Sales as a Science, " author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. "Sales as a Science" defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

ENDORSEMENTS:

"A 'must read' for every real estate agent wanting to sell more homes. Loaded with great advice and entertaining to read."

Jerry Reece

CEO - Reece & Nichols Realtors

a Partner with HomeServices of America, Inc., a Berkshire Hathaway Affiliate

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"Jonathan's results speak for themselves. He carries a listing inventory of 35 to 40 listings in the country's worst market. Take notice to that type of production "

Rich Casto

Founder of Rich Casto & Company, one of the nation's top Real Estate Trainers & Coaches, with over 35,000 clients.

"How to Sell Homes in a Tough Market is chock full of great tips not only for new agents but probably even more so for experienced agents who were used to doing things the old way. It's a fun book, easy to read, and will jump-start your real estate career. The tips are practical and spot on. Real estate today is hard work and Jonathan Goforth's book highlights the importance of desire, prioritizing, consistent prospecting and the daily attention needed to be successful in the business today."

Diane Ruggiero, RCE, CAE

CEO - Kansas City Regional Association of REALTORS & Heartland Multiple Listing Service

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"Jonathan writes, 'Your COI (Community of Influence) is the most powerful thing you have in this business.' I agree wholeheartedly. The most powerful thing about How to Sell Homes in a Tough Market is that Jonathan IS selling homes in a tough market - who better to learn from than someone who is doing it at a high level This book is a valuable tool for every agent's toolbox "

Michael J. Maher

The Maher Team, LLC - Realty Executives of Kansas City

National Best-Selling Author of (7L) The Seven Levels of Communication: Go from Relationships to Referrals

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"Jonathan's hard work and great follow-up systems have placed him in the top echelon of realtors. His straight forward advice is laced with hilarious stories. A 'must read' for rookie agents and also for experienced agents needing to jump start their sales."

Dianna Kinnard,

Executive Vice President, Real Estate Coach and Manager with Reece & Nichols Realtors a Partner with HomeServices of America, Inc., a Berkshire Hathaway Affiliate

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"Wonderful advice for all persons, not just realtors This book includes encouragement and self-esteem building, too. The marketing tips are priceless The humorous stories really work. Not only are they funny, but they help the reader relate and remember I read it with a smile on my face even laughing out loud many times. I had a hard time putting it down. Now I feel re-energized and ready to get out there and do even better "

Sondra F. Hagerman, Ed.D., GRI,

Multi-Million Dollar Producer with Murney & Associates

Fast track route to mastering brands and branding
Covers the key areas of branding, from developing a strong brand personality and differentiation to brand valuation and protecting your brand
Examples and lessons from some of the world's most successful businesses, including CocaCola, Intel, Toyota and Virgin, and ideas from the smartest thinkers, including David Aaker, Philip Kotler, John Quelch, Al Ries and Ted Levitt
Includes a glossary of key concepts and a comprehensive resources guide
ExpressExec is a unique business resource of one hundred books. These books present the best current thinking and span the entire range of contemporary business practice. Each book gives you the key concepts behind the subject and the techniques to implement the ideas effectively, together with lessons from benchmark companies and ideas from the world's smartest thinkers.
ExpressExec is organised into ten core subject areas making it easy to find the information you need:
01 Innovation
02 Enterprise
03 Strategy
04 Marketing
05 Finance
06 Operations and Technology
07 Organizations
08 Leading
09 People
10 Life and Work
ExpressExec is a perfect learning solution for people who need to master the latest business thinking and practice quickly.

Customers and products are the heart of any business, and corporations collect more data about them every year. However, just because you have data doesn t mean you can use it effectively. If not properly integrated, data can actually encourage false conclusions that result in bad decisions and lost opportunities. Entity Resolution (ER) is a powerful tool for transforming data into accurate, value-added information. Using entity resolution methods and techniques, you can identify equivalent records from multiple sources corresponding to the same real-world person, place, or thing.

This emerging area of data management is clearly explained throughout the book. It teaches you the process of locating and linking information about the same entity - eliminating duplications - and making crucial business decisions based on the results. This book is an authoritative, vendor-independent technical reference for researchers, graduate students and practitioners, including architects, technical analysts, and solution developers. In short, Entity Resolution and Information Quality gives you the applied level know-how you need to aggregate data from disparate sources and form accurate customer and product profiles that support effective marketing and sales. It is an invaluable guide for succeeding in today s info-centric environment.
First authoritative reference explaining entity resolution and how to use it effectivelyProvides practical system design advice to help you get a competitive advantage Includes a companion site with synthetic customer data for applicatory exercises, and access to a Java-based Entity Resolution program. "

Customer-Centric Knowledge Management (CCKM) is needed in order to build good customer relations and to maintain customer satisfaction and loyalty. It includes the management of processes and techniques used to collect information regarding customers' needs, wants, and expectations for the development of new and/or improved products and services. Customer-Centric Knowledge Management: Concepts and Applications is a comprehensive collection addressing managerial and technical aspects of customer-centric knowledge implementation. It seeks to expand the literature and business practices and contributes to the dynamic and emerging fields of organizational knowledge management, customer relationship management, and information and communication technologies (ICTs).

Following the success of the first two editions, Age of Conversation 3: It's Time to Get Busy again kick-starts the discussion about how the global marketing landscape is changing. With over 170 of the world's leading marketers, writers, thinkers and creative innovators contributing chapters, this collaborative work investigates the roles that community, conversation, experimentation, engagement, and collaboration play in shaping the 21st century's economy of ideas. As businesses, public and private organizations, and individuals realize that there's much more to social media and its impacts than meets the eye, Age of Conversation 3 shows us which platforms, tools, and approaches truly work, as well as those that simply don't. "Social media" may be the business buzzword (or, buzz-phrase) of 2010, but what's happening beyond the hype? What new practices and guidelines is social media imposing on business-as-usual? And what makes this type of media so much different than the media we're all used to? From the boardroom to the locus of customer interaction, social media is transforming the way we do business. The impact of this is being felt in every customer interaction, each business decision, and even in the way we source, retain and engage our staffs. This third book in the Age of Conversation series is crowdsourced, bringing together the world's leading practitioners to share their stories, perspectives, observations, and strategies. Their diverse insights and varying approaches are a reflection of the global, changing nature of business today.

Social media and emerging internet technologies have expanded the ideas of marketing approaches. In particular, the phenomenon of the internet in China challenges the common perception of new media environments. Internet Mercenaries and Viral Marketing: The Case of Chinese Social Media presents case studies, textual analysis, media reviews, and in-depth interviews in order to investigate the Chinese "pushing hand" operation from the conceptual perspective of communications and viral marketing. This book is significant to researchers, marketers, and advocates interested in the persuasive influence of social networks.