3 GREAT TITLES FOR THE PRICE OF 2 SELL, SELL, SELL! ....A MUST FOR ANYONE IN SALES. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Now there's a better way to transform the buyer/seller relationship. LET'S GET REAL OR LET'S NOT PLAY shows you how to transform a sales culture with clarity, authenticity, and emotional intelligence. The familiar adage that �It's a jungle out there� applies to sellers and sales organizations now more than ever. Competitors are hungry for business; decision makers are wary of change; and the market is crowded with products and services that are barely distinguishable from one another. The sales methods of the past are simply no longer effective in a world where customers aren't sure whom to trust. In SELL YOURSELF FIRST, you are taught how to leverage your own personal assets to win the confidence of customers by displaying a host of intangible attributes such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership. Since today's potential customers are under extreme pressure to do more with less money, less time, and fewer resources, they're wary of anyone who tries to get them to buy or change anything. SNAP SELLING, is the perfect guide for any seller in today's increasingly frenzied environment as it shows how to get more appointments, speed up decisions and win sales. These 3 titles are the perfect bundle for winning more sales than you ever dreamed possible.

Sell, Sell, Sell!: Let's Get Real or Let's Not Play; Sell Yourself First; Snap Selling

Business & Money

Freese, Thomas A.

KONRATH, Jill

Khalsa, Mahan

Illig, Randy

Marketing & Sales

Gildan Media Corporation

[Read by Randy Illig, Thomas A. Freese and Jill Konrath] SELL, SELL, SELL! contains 3 GREAT TITLES FOR THE PRICE OF 2. A MUST FOR ANYONE IN SALES. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Now there's a better way to transform the buyer/seller relationship. LET'S GET REAL OR LET'S NOT PLAY shows you how to transform a sales culture with clarity, authenticity, and emotional intelligence. The familiar adage that -- It's a jungle out there -- applies to sellers and sales organizations now more than ever. Competitors are hungry for business; decision makers are wary of change; and the market is crowded with products and services that are barely distinguishable from one another. The sales methods of the past are simply no longer effective in a world where customers aren't sure whom to trust. In SELL YOURSELF FIRST, you are taught how to leverage your own personal assets to win the confidence of customers by displaying a host of intangible attributes such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership. Since today's potential customers are under extreme pressure to do more with less money, less time, and fewer resources, they're wary of anyone who tries to get them to buy or change anything. SNAP SELLING, is the perfect guide for any seller in today's increasingly frenzied environment as it shows how to get more appointments, speed up decisions and win sales. These 3 titles are the perfect bundle for winning more sales than you ever dreamed possible.

Gildan Media

Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs. How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that. With this proven, hands-on guide, you will learn to: --Penetrate more accounts --Establish greater credibility --Generate more return calls --Prevent and handle objections --Motivate different types of buyers --Develop more internal champions --Close more sales...faster --And much, much more

Secrets of Question-based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Sourcebooks, Inc.

Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that “what” salespeople ask-and “how” they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer’s needs. How do you uncover a prospect’s needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that. With this proven, hands-on guide, you will learn to: --Penetrate more accounts --Establish greater credibility --Generate more return calls --Prevent and handle objections --Motivate different types of buyers --Develop more internal champions --Close more sales…faster --And much, much more

Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product

Sell Yourself First: The Most Critical Element in Every Sales Effort

Portfolio

The Biggest Differentiator In A Competitive Marketplace Is YouThe familiar adage that �It's a jungle out there� applies to sellers and sales organizations now more than ever. Competitors are hungry for business; decision makers are wary of change; and the market is crowded with products and services that are barely distinguishable from one another. Meanwhile, the tried-and-true sales methods of the past are simply no longer effective in a world where customers aren't sure whom to trust.According to Thomas A. Freese, author of the contemporary sales methodology classic Secrets of Question Based Selling, the single most effective way to separate yourself and your offerings from all the noise in the marketplace is to sell yourself first. After all, you are the greatest asset your competition lacks. Freese has helped thousands of salespeople worldwide become more effective at penetrating new accounts, positioning a unique value proposition, and closing more business. In this audio book, he will show you how to leverage your own personal assets to win the confidence of customers by displaying a host of intangible attributes such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership. Ultimately, by maximizing your ability to convey a more impactful value proposition, you give yourself an unfair advantage over the competition to win more sales, using innovative strategies such as:� Acknowledge the elephant in the room: Knowing that customers are naturally skeptical and standoffish toward vendors, sellers gain a significant competitive advantage by acknowledging the customer's uncertainty right off the bat. Especially in competitive situations, customers want to know whom to trust, and your ability to earn credibility early might be the difference between winning the business or coming in second place.� Treat every sales call like a job interview: The fact that everyone is familiar with a job interview scenario makes it the perfect metaphor for selling yourself first. Truth is, every job interview is also a sales situation, and every sale is a job interview. Thus, decision makers want to focus more on how you can help address their goals, rather than just hearing a sales pitch.� Use mini-invitations to secure more mind share: Any experienced salesperson knows you can't just barrage customers with features and benefits. Instead, the real skill is causing people to want to engage in a mutual dialogue about their needs and your value. Freese will show you how to lower a prospect's natural defenses, and at the same time, make them more receptive to hearing your value proposition.Written in a clear, conversational voice, Sell Yourself First is a must read for any salesperson who wants to have an unfair advantage over the competition.

Sellers must differentiate themselves and their products to have a strategic advantage, but while companies all over the world spend millions of dollars telling their salespeople "what to say," they spend almost nothing teaching them "what to ask." 
Question Based Selling is a common sense approach to sales based on the theory that "what" a salesperson asks and "how" they ask, is more important than what they will ever say. It makes sense because in order to present solutions, sellers must first uncover a need. How do you uncover and expand the customer's need? QBS will show you!

Secrets of Question Based Selling

QBS Research

Life is not fair. Selling is not fair either. Look around and you will see that the salesperson with the best product doesn't always win the sale. It's because every salesperson out there claims to have the best service, the highest quality, and the best deal. As a result, customers are quick to commoditize these similiar-sounding claims of greatness, and they instead gravitate toward products, companies, and salespersons who can differentiate themselves in some way. 
Fortunately, you don't need a huge advantage. Most sales are won or lost by very small margins. That means you simply need an edge--a differentiable advantage that will set you apart from everyone else. That's what you will find in this book--100 chapters, each designed to give salespeople a one-percent advantage over their competitors. After all, it only takes 1% to have a competitive edge in sales.

It Only Takes 1% to Have a Competitive Edge in Sales

QBS Publishing

Salespeople everywhere are trying to get deeper within their target accounts. The question is "how" best to accomplish these goals in an increasingly competitive business environment. That’s what you will learn in this book. 
Of course, implementation is the key to success with any sales methodology. And, human nature says that without reinforcement, people will gravitate back to whatever feels most comfortable. This brings us to an important crossroad in your development as a sales professional—either to continue with the status quo, or make a conscious decision to step outside the box of traditional thinking and separate yourself from the "noise" in the marketplace. 
In addition to improving your own selling skills, I have discovered that a similar opportunity exists to increase the sales skills and effectiveness of the broader organization. Hence the goal of this book extends far beyond the base concepts taught in Question Based Selling™, to focus on the larger opportunity of "culturalizing" the QBS Methodology across the entire sales organization.

The New Era of Salesmanship: Bringing the Art of Selling Into the 21st Century

QBS Publishing, Inc.

Salespeople everywhere are trying to get deeper, wider, and more strategic within their target accounts. The question is "how" best to accomplish these goals in an increasingly competitive business environment. That’s what you will learn in this book. 
Of course, implementation is the key to success with any sales methodology. And, human nature says that without reinforcement, people will gravitate back to whatever feels most comfortable. This brings us to an important crossroad in your development as a sales professional—either to continue with the status quo, or make a conscious decision to step outside the box of traditional thinking and separate yourself from the "noise" in the marketplace. 
In addition to improving your own selling skills, I have discovered that a similar opportunity exists to increase the sales skills and effectiveness of the broader organization. Hence the goal of this book extends far beyond the base concepts taught in Question Based Selling™, to focus on the larger opportunity of "culturalizing" the QBS Methodology across the entire sales organization.

QBS II: Getting Deeper, Wider and More Strategic

See the best price to sell, buy, or rent books by Freese, Thomas A.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Freese, Thomas A.

See the best price to sell, buy, or rent books by Freese, Thomas A.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Sell, Sell, Sell!: Let's Get Real or Let's Not Play; Sell Yourself First; Snap Selling

Sell, Sell, Sell!: Let's Get Real or Let's Not Play; Sell Yourself First; Snap Selling

Secrets of Question-based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

Sell Yourself First: The Most Critical Element in Every Sales Effort

Sell Yourself First: The Most Critical Element in Every Sales Effort

Secrets of Question Based Selling

It Only Takes 1% to Have a Competitive Edge in Sales

The New Era of Salesmanship: Bringing the Art of Selling Into the 21st Century

QBS II: Getting Deeper, Wider and More Strategic