The Right Phrase for Every Situation…Every Time Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, everything needs to be perfect. That's why you need Perfect Phrases for Lead Generation by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to: <ul>
<li>Identify the 25 types of clients-and customize your words to win them over </li>
<li>Master the 10 principles of direct prospecting-using the right phrases to turn cold calls into cash </li>
<li>Expand your customer base-and grow your sales-faster, bigger, and better </li>
</ul>
Filled with hundreds of ready-to-use phrases, specific sales pitches, new communication tools, and other networking secrets, this invaluable handbook puts all the tricks of trade at your fingertips.

Perfect Phrases for Lead Generation (Perfect Phrases Series)

Brooks, William T.

Reference

McGraw=Hill

THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME DON'T MISS THESE OTHER BOOKS IN THE PERFECT PHRASES SERIES 
How do you get face time with someone who doesn't accept sales calls? What is the best way to present the value of your offering? How do you handle price objections? Answer: You need to speak the right language. 
This fully revised second edition of the popular Perfect Phrases for the Sales Call provides an arsenal of persuasive language and word-for-word practice scenarios to help you address any challenge. Learn the most effective language for:
<ul>
<li>Getting past gatekeepers and selling to the decision makers </li>
<li>Presenting your product or service in the best light </li>
<li>Handling objections, stalling, and other delaying tactics </li>
<li>Building trust and cultivating relationships</li>
</ul>

Perfect Phrases for the Sales Call, Second Edition (Perfect Phrases Series)

Business & Money

Brooks, Jeb

Management & Leadership

Does your blood run cold when you're faced with making a public report or presentation? Have you avoided professional growth opportunities or community projects because you feel insecure about speaking in public? No matter what your level of experience, HIGH IMPACT PUBLIC SPEAKING will make you a more effective and more confident public speaker. Author Bill Brooks provides you with powerful techniques for gaining your audience's favor, creating interest in your subject, conveying the points you want to make, and finally, scoring with your speech.

High Impact Public Speaking

Literature & Fiction

Prentice Hall Direct

A definitive guide for helping sales personnel achieve their goals

High Impact Selling: Power Strategies for Successful Selling

Simon&Schuster

Do you have too much to do and too little time? Do you want to strike a balance between an ambition career and a fulfilling personal life? If your answers are "YES" to the above questions, then High Impact Time Management can help you accomplish more at work while you improve the quality of your life. It provides both the philosophical perspective and the nuts and bolts techniques needed to get the maximum benefit from each day. In this book, you are given the major cause of most time management problems. You'll find out how to break the habit of crisis management by employing goal setting, planning, scheduling, delegating and follow-up skills. A great book to learn more about using time efficiently and effectively.

High Impact Time Management

Mullins, Terry W.

Health, Fitness & Dieting

Playing Bigger Than You Are: How to Sell Big Accounts Even If You're David in a World of Goliaths

The small or mid-sized business' guide to outselling the big boys  Often, small or mid-sized businesses don't think they have the resources or the talent to compete with the larger competitors in their industry. But just because they don't have the advertising budgets or purchasing power of their bigger counterparts doesn't mean they can't play ball. For sales organizations, service matters much more than size.  If your sales business is competing with much bigger fish, the odds are stacked against you. Pressured and powerless, frustrated and overwhelmed, you might be tempted to give up. But smaller businesses often find advantages over their bigger competitors.      • Includes proven tactics to help small businesses tackle bigger competitors     • Author William T. Brooks is also the author of The New Science of Selling and Persuasion and How to Sell at Higher Margins Than Your Competitors     • Shows you how to steal market share from bigger vendors with bigger resources  Just because your business can't flood the market with salespeople or contend on economy of scale and purchasing power, that doesn't mean you can't compete. The secret is Playing Bigger Than You Are.

Playing Bigger Than You Are: How to Sell Big Accounts Even if You're David in a World of Goliaths

Brooks, William P. G.

Marketing & Sales

wiley

You're an expert in your product or service...a skilled presenter...a likable person. And you work hard! So why is it still so difficult to make your numbers? Surprise - you may be working too hard to make the sale. As unbelievable as it sounds, going through all the right motions - establishing rapport, creating interest, finding the need, developing the solution, presenting features and benefits, etc. - can just as easily lose you a sale as win you one. Authors Bill Brooks and Tom Travisano make the case for less run-of-the-mill selling "technique" - and more honesty backed by hard facts and research, as you build relationships with decision makers. After all, what's really being sold is you - as these authors scientifically prove. You're Working Too Hard to Make the Sale is based on the authors' combined 47 years of research into buying motivations and preferences. The results of their study will astound you, shake you up, and turn around your traditional ideas about how to sell. Armed with documented research feedback direct from decision makers, Brooks and Travisano reveal that: Over 90 percent of decision makers say salespeople "get it wrong" starting from the opening moments of the sales process. Decision makers say fewer than 2 percent of salespeople are truly differentiated...the rest say and do "the same old stuff". Merely identifying Needs will only get you so far. You have to focus on Wants as well. If you're feeling deep down that the way you're selling isn't good enough, you need to read this book. Bill Brooks and Tom Travisano will prove that the first few seconds of every sales interaction hold the key to your career goals; when you lose a sale, it's almost never your fault; it's almost impossible for decision makers to reject you; and your sales record is amazing, considering how much vital information has been kept from you! Here are the tools for selling faster and easier - from the professionals who discovered them over decades of field research with the people who really, ultimately count in your success: the decision makers.

You're Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier!

Travisano, Thomas M.

Irwin Professional_Pub

Shows how to inrease sales by finding and marketing to your most likely consumer segments. This practical, straightforward approach directs the reader through the entire niche selling process, showing how to: develop workable sales strategies based on alliances; enhance your standing in the minds of prospects and customers using the power of personal positioning; conquer the problem of ``institutionalized insulation'' that mentally and physically removes the most salespeople from their customers.

Niche Selling: How to Find Your Customer in a Crowded Market

Military Recruiting Strategies and Tactics

Politics & Social Sciences

Reinhert, Colonel, USAF (Retired), Kevin

Politics & Government

Independent Publisher

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Books by Brooks, William T.