Showing results for "The Deal" in Sales

Have you ever felt like learning to negotiate requires a different personality than that required to sell? Great salespeople foster relationships built on trust and a focus on customer outcomes. Yet, when the customer says “yes” and it’s time to negotiate, we change personalities. We hide things, focus on our own optimal outcomes, and in many cases, leverage strategies drawn from FBI hostage negotiation techniques.

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally...

Make the Deal is a direct and accessible guide to striking a powerful M&A deal. Merging business, finance, and law, this insightful examination of M&A strategy is designed to help you understand M&A negotiations and the ways in which the final outcome affects your financial future. You'll gain insight into real-world negotiations and the delicate balancing act that occurs as each party attempts to maximize value and minimize risk, and learn the potential pitfalls that can occur.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota.

In The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals. In plain English, the book unpacks recently discovered insights from psychology, behavioral economics, and neuroscience, and explains how to apply them to your advantage in real-life business situations.

Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.

How to Persuade and Get Paid is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.

Using real life examples, Deal Maker reveals the behavioral and psychological dimensions of deal making and gives practical advice on planning a negotiating strategy to achieve the best possible results. This book, authored by a venture capitalist with experience structuring deals for entrepreneurial firms and Wall Street takeovers, tells you what skills are needed for successful deal making. It describes how to develop a negotiating strategy explaining the behavioral and psychological dimensions of deal making.

Want to deliver a pitch or presentation that grabs your audience’s ever-shrinking attention span? Ditch the colorful slides and catchy language. And follow one simple rule: Convey only what needs to be said, clearly and concisely, in three minutes or less. That’s the 3-Minute Rule. Hollywood...

Many people assume that effective sales ability demands a unique personality and an aggressive attitude. It's not true, and Robert Herjavec is proof. Known as the "Nice Shark" on the ABC's Emmy Award-winning hit show SHARK TANK, Robert Herjavec is loved by viewers, who respond to his affable...

Selling can feel like a necessary evil, but it doesn't have to be. In Authentic Selling®, internationally recognized sales expert Kendrick Shope reveals the secrets to selling with integrity, compassion, and undeniable success. This isn't just another sales book. It's a blueprint for entrepreneurs, business owners, and sales professionals who want to make millions without sacrificing who they are.

The 10 strategies in this book will build your confidence and competence, so that the next time you're struggling with a grumpy, cranky, whiney SOB, you won't have to just stand there wondering, "How can I sell to this jerk?" With the can't-miss strategies you'll find in How to Deal with Difficult Customers, you'll turn that sourpuss into a sweetheart, close the deal in no time, and find yourself eager to take on the next tough customer.

When you think about it, our entire lives revolve around selling. Whether we sell as part of our business, serve on a committee of a nonprofit organization, or negotiate for a new job/car/house, we are pitching, hearing, and closing deals every day. Let's Close a Deal articulates the intuitive process that identifies how and why a deal will appeal, and then demonstrates in step-by-step detail how to present your deal in a compelling way. The sales process is not about coercion; it's about compassion.

If you're feeling abused or pressured by your prospect, you're doing something wrong. You should never have to forfeit your self-respect or fake enthusiasm about your product in order to make a sale. Likewise, your prospect should never feel manipulated by you. In fact, the buyers should be the ones to close the sale. Your role should be to help them help themselves.

The Soul of the Deal effortlessly teaches unconventional transactional strategies that are radically changing the approach of business buyers and sellers, investors, CEOs, and entrepreneurs. Their origin? Selling encyclopedias door-to-door, following the Grateful Dead for a lifetime, and closing 400+ successful deals.

Closing the Deal is a handy tip book for anyone looking to buy, rent or sell their place. With tips that others won't share with you, Al gives you advice and ideas to educate you on how to get things done effectively. For instance, baking cinnamon buns before you have an open house gives your property a very pleasant and homey feel. Home staging for cheap can get you more money for your property, and having bad credit, doesn't mean you can't get a mortgage!

Sales is a complex and challenging field that requires a unique set of skills and strategies. To succeed in sales, you must be able to understand the needs and motivations of your customers, develop compelling value propositions, communicate effectively, negotiate skillfully, and close deals with confidence and finesse. Winning a deal requires more than just luck or charisma. In this audiobook, we will explore the art of winning deals, from the initial research and preparation, to the final negotiations and closing.

You know sales is essential to your business. But you’re nearly burned out from trying to meet your quota. Lately, you’ve begun wondering if sales is really your calling. The problem isn’t you. You’re simply missing the fundamentals you need to succeed. That’s why The B2B Sales Playbook is packed with strategies for closing deals across all sales sizes and sectors.

Imagine this: You're face-to-face with a motivated seller. You thought they wanted to sell their house to you...but now that you are sitting across the table from them, they won't budge. Why not? If you are a real estate investor, perhaps this has happened to you (just as it has happened to nearly every other investor, too). The truth is: Most investors get stuck when talking to a seller, and they struggle with closing the deal. That's where Tony "The Closer" Robinson can help.