Want to boost your sales skills and productivity beyond what you ever thought possible? Would you like to close more deals and build enduring relationships with your most valued customers? Here's your chance to achieve greatness in your own career. As founder and publisher of Selling Power, Gerhard Gschwandtner is internationally recognized as the leading expert in sales performance. Now, in The Pocket Guide to Selling Greatness, he shares that knowledge-and the wisdom collected from dozens of others at the top of their profession-with sales professionals who are ready to take their careers to a bold new level of productivity and profits. Find out what top achievers Mary Kay Ash, Roger Staubach, Zig Ziglar, Michael Dell, Donald Trump, and, of course, Gerhard Gschwandtner himself have to say about what it takes to achieve personal and professional excellence, including: <ul>
<li>Overcoming rejection </li>
<li>Using role models </li>
<li>Managing your attitude </li>
<li>Generating enthusiasm </li>
<li>Harnessing the power of ideas </li>
</ul>
Ready to step out of your comfort zone and into the winner's circle? These powerful, inspiring, and action-oriented essays will show you how.

The Pocket Guide to Selling Greatness (SellingPower Library)

Business & Money

Gschwandtner,Gerhard

Marketing & Sales

McGraw=Hill

Go back to basics and soar to new heights of profit This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability. International sales guru Gerhard Gschwandtner draws upon his 30 years of experience and on the wisdom of legends from the worlds of business, sports, the military, science, and entertainment to deliver 51 concise essays that teach powerful success lessons. ASKING QUESTIONS “If you don't ask questions that lead to the customer's needs, you won't be needed by your customer or your company.” RELATIONSHIPS “The quality of your relationship with your customer determines the profitability of the account.” LEARNING “Set aside two hours every week for professional development. In three years you'll be far ahead of your competition.” CASHING IN ON FAILURE “Failure is always a bitter medicine. We can either swallow the medicine so it can release its power, or refuse to take it and fail again.”

Mastering The Essentials of Sales: What You Need to Know to Close Every Sale (SellingPower Library)

Stay on top of the sales game with strategies from the world's biggest leaders The art and science of selling has never been more complex, demanding, or potentially lucrative. As a sales professional, you know that staying ahead of the game means continually educating yourself-both in the successful techniques that have stood the test of time and about the freshest new ideas on everything-from generating leads to creating trust, from branding your business to closing the deal. That's why Everything I Know About Sales Success is so helpful. It's full of powerful insights and strategies from the nation's top-selling individuals and companies on everything from providing customer service to branding. You'll discover: <ul>
<li>How top CEOs like Citigroup's Sandy Weill and Merrill Lynch's David Komansky rose to the top-and how they sell from behind the big desk </li>
<li>Eight ways to become more Trump-like in your sales career </li>
<li>Sales and marketing concepts that led Michael Dell and his company to the undisputed leadership position in the PC industry </li>
<li>Arnold Schwarzenegger's lessons for flexing your selling muscles </li>
<li>Nine management tips from Intel's Andy Grove </li>
</ul>
Whether you're starting at the bottom or have the top office in view, the collective experiences and strategies that propelled these driven people up the corporate ladder can serve as an invaluable guide, helping you to win the hearts and minds of your own customers, break new ground, and eventually set the path for others to follow.

Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds (SellingPower Library)

Management & Leadership

Surefire ways to turn “No” into money in the bank    A customer objection is a wall separating you from your commission. Now Sales Scripts That Close Every Deal arms you with field-tested responses guaranteed to topple just about any wall standing between you and your next sale, including:      21 winning replies to: “I'm too busy to talk with you now.”  14 killer comebacks to: “Your competitor's product is better.”  12 can't-miss responses to: “You'll have to do better than that.”  23 deal-making counters to: “Your price is too high.”      These aren't one-size-fits-all scripts. You'll find responses for every situation and presentation style, including breezy, tough, thorough, factual, subtle, and thoughtful-whatever the occasion demands. A companion CD-ROM lets you customize the scripts in the book and craft original ones that you can combine in your own million-dollar sales playbook. With Sales Scripts That Close Every Deal in your corner, you'll never stumble, choke, or be at a loss for just the right response to any customer objection.    USE THESE FIELD-TESTED SCRIPTS TO  * Close more sales * Fearlessly handle any objection * Be more creative and spontaneous * Reduce stress * Be more organized

Sales Scripts That Close Every Deal: 420 Tested Responses to 30 of the Most Difficult Customer Objections

McGraw-Hill Companies

The keys to success delivered by reps in the field If you want to improve your sales, listen to 201 lessons from your peers and use their proven strategies to get your foot in the door and close the deal. 201 Super Sales Tips offers you an unparalleled opportunity to benefit from the experiences of 201 of your colleagues from around the globe. From the “upside-down sales letter” to the “art of the parking-lot presentation,” this book delivers hundreds of tested-in-the-trenches strategies guaranteed to dramatically boost your productivity and profits. Through in-their-own-words stories contributed by the readers of Selling Power magazine-the world's foremost magazine for sales professionals-you'll learn surefire tips for: <ul>
<li>Jazzing up presentations </li>
<li>Tracking down elusive prospects </li>
<li>Getting prospects to return calls </li>
<li>Mining million-dollar leads in overlooked places </li>
<li>Becoming a power listener </li>
<li>Getting past the gatekeepers </li>
<li>Partnering with customers </li>
<li>Staying motivated and focused </li>
</ul>
Ready to step up to a bold new level of professional excellence? Get 201 Super Sales Tips and let the experts show you how.

201 Super Sales Tips: Field-Tested Strategies for Painless Prospecting, Perfect Presentations, and a Quick Close Every Time (SellingPower Library)

“Motivation is like bathing or eating. You need to do it regularly to survive.” Says Zig Ziglar, America's number one motivator. Motivation is the key leadership skill that can vastly improve your quality of life and, in turn, positively impact sales. Developing it-and keeping it alive-is what winning is all about. Be In It to Win is filled with inspiring insights, exclusive interviews, and winning advice from the country's most successful sales professionals, entrepreneurs, and CEOs. Norman Vincent Peale weighs in on the power of positive thinking; Tom Hopkins, one of America's leading sales trainers, talks at length about dedication; Zig Ziglar shares insights on the topic of mentors and lessons for positive living; and Mary Kay Ash discusses enthusiasm and attitude. Also included are specific strategies for jumpstarting your drive to succeed, including: <ul>
<li>Four ways to pursue happiness </li>
<li>Four ways to deal with indecision </li>
<li>Ten rules for success </li>
<li>Five motivational principles for handling life's rough spots </li>
<li>PLUS a sales manager's training guide </li>
</ul>
You'll also learn to set goals, overcome rejection, recover from failure, trust your instincts, and be clear about your purpose. Do all that, and you'll develop the positive attitude and leadership skills that make winning a sure thing.

Be In It to Win: Strategies to Develop the Positive Attitude You Need for Sales Success (SellingPower Library)

Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system you can use to guide your salespeople on the road to continual improvement. <ul>
<li>Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives </li>
<li>Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation </li>
</ul>

The Sales Manager's Guide to Developing A Winning Sales Team: Critical Tools for Outstanding Results (SellingPower Library)

New Creative Selling Ideas are Being Developed and Tested Right on the Sales Field. To get them and use them with your own sales prospects, you need to keep your eyes and ears open to what your colleagues are doing. With stories from salespeople in a wide range of industries-from local businesses to international conglomerates, serving every kind of client in every region in the country, your peers in the field share their time-tested secrets that have won them success. Sales Stories to Sell By introduces you to <ul>
<li>A business forms distributor (and former mime) whose acting skills helped him win over a gatekeeper skilled at screening cold callers and get through to the company's top decision maker </li>
<li>A printing sales representative who turned a resistant prospect into his best customer by using a ten-pound bag of lemon drops-and who learned a lesson about selling with a personal touch </li>
<li>A vice president for a multiregional trucking company who used a blood drive at his customer's company as an opportunity to impress a customer-and walked away with $5 million in annual revenue </li>
</ul>
The opportunities for winning the sale are as numerous as the prospects you'll encounter. With the first-hand tips that led 95 sales- people to success, you can turn every customer into a new and profitable client.

Sales Stories to Sell By: 95 True Accounts of Success You Can Use to Close More Deals (SellingPower Library)

Don't let this book's small size fool you. The Pocket Sales Mentor packs a powerful punch, delivering field-tested strategies to help you hone 26 key sales skills. With these skills under your belt, you'll be able to handle every sales situation with confidence and to close more deals. Whether you're in the field or back at your desk, The Pocket Sales Mentor gives you the expertise to handle every aspect of the sales process, including ways to <ul>
<li>Make presentations that win over every customer and market </li>
<li>Build relationships that keep clients coming back </li>
<li>Use voice mail, e-mail, and other correspondence to effectively sell when you're not there </li>
<li>Write creative sales letters and proposals for every transaction </li>
<li>Negotiate to make the best deal possible </li>
<li>Handle price and other common objections </li>
<li>Turn every obstacle into an opportunity to sell </li>
</ul>
Everyone can use a professional mentor. The Pocket Sales Mentor gives you one at your side, to help you tackle every sales challenge that comes your way. You'll stay motivated, passionate, and confident during every sale-and every step in your career.

The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips (SellingPower Library)

Top salespeople aren't born, they're made-but how? By examining the successful careers, philosophies, and work habits of some of the world's most brilliant achievers, Secrets of Superstar Sales Pros reveals hundreds of practical ideas that can make you a superachiever-in your own right. Here are just a few of the people and ideas you'll be hearing about: <ul>
<li>Dale Carnegie on how selling with a personal touch can help you sell yourself and win people over </li>
<li>Lillian Vernon on making buyers feel special, working your way up, and taking chances </li>
<li>Larry King on making mistakes, learning from your errors, and treating prospects with courtesy and respect </li>
<li>Zig Ziglar on how a positive attitude can change your life Mary Kay Ash on the role of self-fulfillment </li>
<li>Tony Schwartz on how to make the “deep sell” </li>
<li>Gerard Nierenberg on why negotiation is really about finding win-win solutions </li>
</ul>

Secrets of Superstar Sales Pros (SellingPower Library)

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