世界上最快的销售培训 SalesBURST!! : World's Fastest (entrepreneurial) Sales Training
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作者： Patrick Evans著
出 版 社： Oxford University Press USA
出版时间： 2007-9-1字数：版次： 1页数： 185印刷时间： 2007/09/01开本： 32开印次： 1纸张： 胶版纸I S B N ： 9780470150719包装： 平装内容简介
Praise for SalesBURST!!
"SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
-Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
-Jeffrey Gitomer, author of Little Red Book of Selling
"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
-Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
-John Calamos, CEO, Calamos Investments
"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
-Joel Leetzow, Executive Vice President, North America and board member, Scancode
"SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
-Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture
"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
-Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University
"SalesBURST!! teaches you to set goals and train for those goals so you win."
-Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist
作者简介
Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology.
目录
Acknowledgments
About the Author
Preface
Late Show with David Letterman: FAST Close
What is the Object of Entrepreneurial Sales Training?
Definitions
PART I: Secrets
Chapter 1 Secret # 1 Ask a Question When You Are Lost
Chapter 2 Secret # 2 Prime the Pump
Chapter 3 Secret # 3 Role-Play the 10 Perfect Closing Questions
Chapter 4 Secret # 4 Call Back the Same Day
Chapter 5 Secret # 5 Intercept
Chapter 6 Secret # 6 Land Where You Planned
Chapter 7 Secret # 7 Water, No Ice
Chapter 8 Secret # 8 The Blame Game
Chapter 9 Secret # 9 Give and take
Chapter 10 Secret # 10 Be a Contrarian
Chapter 11 Secret # 11 B et on Yourself
Chapter 12 Secret # 12 Is Sales Art or Science?
Chapter 13 Secret # 13 Immediate Action After Strategy
Chapter 14 Secret # 14 Program You Mind
PART II: Questioning
Chapter 15 Answer a Direct Question with a Question
Chapter 16 The Checklist Close
Chapter 17 Land Mines
Chapter 18 Cats, Dogs, or Fish?
Chapter 19 Alternative Ways to Cold Call
Chapter 20 Selling an Intangible
PART III: Listening
Chapter 21 Self-Motivating
Chapter 22 How to Calm an Irate Customer
PART IV: Hiring
Chapter 23 The Most Efficient Interview
Chapter 24 Rejection and Impression
Chapter 25 Initial Reaction versus Fact
PART V: Organizing
Chapter 26 21-Day Challenge
Chapter 27 Sell Like You Are a Business
Chapter 28 Start Up Capital?
Chapter 29 Six Degrees from Kevin Bacon
PART VI: Showing
Chapter 30 Trade Shows: A Successful Way to Sell From a Booth
Chapter 31 More Booth Marketing Ideas
PART VII: Marketing
Chapter 32 FREe-commerce
Chapter 33 Lease and Refinance
Chapter 34 Your Presentations
Chapter 35 Better Than New
Chapter 36 Better Than New
Chapter 37 You versus Goliath
Chapter 38 Digitize Your Competition and Reposition
Index
