Sales Mind: 48 tools to help you sell Main [Kõva köide]

  • Formaat: Hardback, 272 pages, kõrgus x laius x paksus: 185x115x19 mm, kaal: 300 g, B/W illustrations throughout - around 46
  • Ilmumisaeg: 04-Feb-2016
  • Kirjastus: Profile Books Ltd
  • ISBN-10: 1781256314
  • ISBN-13: 9781781256312
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  • Formaat: Hardback, 272 pages, kõrgus x laius x paksus: 185x115x19 mm, kaal: 300 g, B/W illustrations throughout - around 46
  • Ilmumisaeg: 04-Feb-2016
  • Kirjastus: Profile Books Ltd
  • ISBN-10: 1781256314
  • ISBN-13: 9781781256312
Teised raamatud teemal:
We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation. Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you: - become more focused, and develop a more mindful approach - gather crucial knowledge about your buyer, market and what you're selling - identify and communicate clearly the key aspects of your pitch - up your creativity, generate the best ideas and close the deal. From quick tricks for getting focused to simple skills like writing killer emails, Sales Mind is full of practical tools, real world tips and psychological insights to help you improve your selling at every step.

Arvustused

Challenges your thinking about what it takes to be successful in today's ever-changing sales world. It's filled with practical tools to enhance your mindset and improve your skill set. -- Jill Konrath, bestselling author of 'SNAP Selling' and 'Agile Selling' Brings a unique fizz to the ancient craft of sales - it's impossible not to be inspired by this brilliant new guide -- Bruce Daisley, European MD, Twitter

Muu info

48 tools, tips and psychological insights to help you step up your selling.
PART I THE GROUNDWORK
1 Meet Your Sales Mind
12(10)
2 The Brain: A Seller's Guide
22(18)
PART II THE TOOLS
3 The Seller Mindshift
40(18)
4 To See
58(48)
5 To Think
106(98)
6 To Improve
204(46)
7 Closing the Sale
250(15)
Concluding Thoughts 265(3)
Bibliography 268(4)
Acknowledgements 272
THE 48 TOOLS
THE SELLER MINDSHIFT
Tool 1 Strengthen the Mind
44(4)
Tool 2 Detox the Mind
48(1)
Tool 3 Load the Mind
49(6)
Tool 4 The Pen
55(8)
TO SEE
Tool 5 Four Things
63(5)
Tool 6 ABI Organisational
68(6)
Tool 7 ABI Personal
74(9)
Tool 8 The Passive Buyer Impression
83(8)
Tool 9 De-chunk
91(4)
Tool 10 What and Why
95(3)
Tool 11 The Edge
98(1)
Tool 12 Three Buckets
99(12)
TO THINK: SYNTHESISING YOUR SELL
Tool 13 The Bow Tie
111(5)
Tool 14 In Their Shoes
116(1)
Tool 15 Ethos, Pathos, Logos
116(8)
Tool 16 The Hook
124(6)
Tool 17 The Stretch
130(4)
Tool 18 The Magnify
134(4)
Tool 19 Think Big and Small
138(4)
Tool 20 The POV
142(8)
TO THINK: COMMUNICATING YOUR SELL
Tool 21 The Story Star
150(4)
Tool 22 The Reality Check
154(1)
Tool 23 What You're Not
155(5)
Tool 24 Three Steps
160(5)
Tool 25 Get Physical
165(3)
Tool 26 The Metaphor
168(1)
Tool 27 Spice It Up
168(6)
Tool 28 Do, Doing, Done
174(4)
Tool 29 The Killer Subject Line
178(5)
Tool 30 The Squeeze
183(5)
Tool 31 The Them Scale
188(1)
Tool 32 The Emotional Scale
189(7)
Tool 33 Draw It: Three Steps
196(1)
Tool 34 Draw It: Them
197(14)
TO IMPROVE
Tool 35 The Shark's Teeth
211(3)
Tool 36 The Coil
214(6)
Tool 37 The Spider Brief
220(1)
Tool 38 Sketch Your Brief
221(5)
Tool 39 Access the Feeler: Three Things
226(1)
Tool 40 Unlimited Budget
227(5)
Tool 41 What's Now?
232(1)
Tool 42 Find Your Third Place
233(5)
Tool 43 Up the Tempo
238(1)
Tool 44 Look Up
239(5)
Tool 45 Access the Feeler: Pens at the Ready
244(1)
Tool 46 The Reality Scale
245(8)
CLOSING THE SALE
Tool 47 The Ladder
253(8)
Tool 48 Taste It
261
Helen Kensett is a sales expert. She runs The Convince Consultancy, which helps businesses in crowded markets create compelling sales and marketing campaigns and advises a plethora of technology startups on their direct sales efforts. Through her brand Sales Mind she equips national and international sales teams with the mindset and skills to sell more. Clients include some of the world's most exciting and innovative technology firms, as well as more established companies such as Google, Channel 4, the Telegraph and KPMG.

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