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Sandler Success Principles: 11 Insights that will change the way you Think and Sell [Kõva köide]

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  • Formaat: Hardback, 160 pages, kõrgus x laius x paksus: 228x6x152 mm, kaal: 400 g
  • Ilmumisaeg: 01-Jan-2012
  • Kirjastus: Pegasus Media World
  • ISBN-10: 098225542X
  • ISBN-13: 9780982255421
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Sandler Success Principles: 11 Insights that will change the way you Think and SellSuurem pilt
  • Formaat: Hardback, 160 pages, kõrgus x laius x paksus: 228x6x152 mm, kaal: 400 g
  • Ilmumisaeg: 01-Jan-2012
  • Kirjastus: Pegasus Media World
  • ISBN-10: 098225542X
  • ISBN-13: 9780982255421
Teised raamatud teemal:
Püsilink: https://www.kriso.ee/db/9780982255421.html
Märksõnad:
From the best-selling author of The Sandler Rules - a Wall Street Journal and Business Week bestseller and Amazon #1 Sales Book. In this book you'll learn: - How to excel at selling by confronting and overcoming the root cause of your negative behaviors - Why self-control is a powerful weapon, and how it creates predictably lucrative relationships - How to don your armor going into battle, and when you should relax and enjoy your castle - Why you should cover your belly button and leave your "inner child" in the car during sales calls The simple truths that lead to becoming and remaining a successful person are among the most precious secrets David Sandler famously unlocks for the highly paid and well-regarded sales representatives who are stellar graduates of Sandler Training programs. Now they are revealed for you to learn and use in your own business and career. A remarkable and sometimes painful part of the process is uncovering the truth about yourself, including how your self-image was shaped sometimes carelessly and perhaps even cruelly. As you grasp the influence of these "old tapes," you see how you have unknowingly sabotaged your potential for being at the top tier of sales professionals. You may be astonished to discover what inner dialogue and even demons you now may choose to control and override. The results? You enjoy a significant advantage over those you seek to impress and persuade, and master a predictable way to reach and exceed your career, business and financial goals. The enormous benefits of self-knowledge and imaginative new tools for self-management are at the heart of the challenging and exhilarating lifelong process of implementing the Sandler Success Principles .

Arvustused

The best book I have read covering the subject of professional selling, providing a clear, rationale and systemic approach -- not simply the "conceptual." - Rob Howard, Director, Sales & Marketing Norgren Europe, European Fluid Controls, FAS Group -- - Rob Howard, Director, Sales & Marketing Norgren Europe, European Fluid Control Sandler Success Principles is another great example why Sandler Training is simply the best in developing sales professionals and executives. It offers powerful and practical insights that will make you clearly more successful. - Markku Kauppinen, CEO Extended DISC North America, Inc. -- - Markku Kauppinen, CEO Extended DISC North America, Inc. Sandler Success Principles reinforced my belief that it is unquestionably the most effective system for developing the necessary skill set for success in any negotiation. - Perry S. Fong, Senior Vice President RBC Wealth Management -- - Perry S. Fong, Senior Vice President RBC Wealth Management If you want your career in sales to be both more productive and enjoyable, read this book to gain excellent insight into what makes sales people successful. - Kevin McGeeny, CEO StarSupply Commodity Brokers, Geneva & Chicago -- - Kevin McGeeny, CEO StarSupply Commodity Brokers, Geneva & Chicago

List of Illustrations
ii
Preface What Is Insight? iii
Acknowledgments v
Prologue Luck is preparation meeting opportunity 1(8)
Principle 1 There is no growth without pain
9(10)
Principle 2 Keep your belly button covered
19(10)
Principle 3 No one can enter your castle without your permission
29(8)
Principle 4 Avoid reach-back and after-burn
37(10)
Principle 5 There's a difference between who you "I" and what you "R."
47(14)
Principle 6 People make buying decisions emotionally and justify those decisions intellectually
61(16)
Principle 7 Seventy percent of your selling behavior comes from your Nurturing Parent
77(8)
Principle 8 Zero percent of your selling behavior comes from your Critical Parent
85(8)
Principle 9 Thirty percent of your selling behavior comes from your Adult
93(8)
Principle 10 Zero percent of your selling behavior comes from your Child
101(8)
Principle 11 If you are only what you were told you could be, you are less than what you can be
109(18)
Epilogue The Ultimate Success Principle 127(10)
Glossary 137
David Mattson is CEO and a partner at Sandler Systems, Inc., an international training and consulting organization headquartered in the United States. In 1986, Mattson met the founder of Sandler Training, David H. Sandler, and fell in love with his philosophy, methods and materials. In 1988, he went to work for Mr. Sandler, and was eventually chosen to lead the company. Mattson continues to be a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning worldwide. David is also the author of The Sandler Rules: "49 Timeless Selling Principles and How to Apply Them," and co-author of "Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer. " Bruce Seidman is the President and a partner at Sandler Systems, Inc. Bruce has been with Sandler Systems since 1983. He carries on the legacy his father, David Sandler, began in 1967. Bruce works closely with Sandler trainers to help them grow and continually stretch and improve, using technology to share best practices across the entire global team. Sandler Training s core strength lies in the growth and development of its 500-plus trainers, who live the Sandler Rules and Sandler Insights each day. "