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"Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: • Qualify and disqualify prospects sooner to focus on the most promising accounts • Examine buyers’ motivations from every angle • Quantify the value proposition early • Double the number of calls returned from prospective customers • Appeal to the real decision-makers • Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles • Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author’s 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals—with any company, in any industry."

""Many sales experts focus on a cookie-cutter sales "strategy," encouraging reps to push the customer through a pre-planned sales process -- an approach that can drive customers away. With ProActive Selling, reps have a wide variety of flexible and effective selling tactics to choose from.;"

"In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins-short-term strategies that are destructive to the long-term sustainability of their business. "High-Profit Selling" helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price...and that success comes only to those focused on "profitable sales." This eye-opening book shows readers how to: avoid negotiating; actively listen to customers; match the benefits of their product or service with the customer's needs and pains; confidently communicate value; successfully execute a price increase with existing customers; and ensure prospects are serious and not shopping for price. Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.;"

"Traditionally strategies for closing sales have involved pressuring customers, countering their stalling tactics, and overcoming their objections -- behaviors that run in direct opposition to the philosophy of the consultative salesperson. On the other hand, consultative salespeople, afraid of damaging the relationship they’ve nurtured by appearing too aggressive, hope the deal will close itself -- something which rarely, if ever, happens."

"Run for elected office—and win shows you how. It is designed to help readers make a positive impact on the world and in the communities in which they live. It starts with how to make a decision to run for a particular office and ends with how to proceed with a successful political career, and it covers everything else in between. This book helps readers :- Learn the ins and outs of winning an election, from an author who’s done it!- Understand how to plan and schedule a political campaign- Employ the power of social media in gaining name recognition- Learn how much money it takes to run a campaign and what it really takes to win."

"How does a political unknown, with little wealth or family connections, take on the most powerful figures in New York politics - and rise to the top, becoming not only the Mayor, but an enduring influential figure on the American scene. According to the former Mayor of New York (for three terms, 1978-1989), Ed Koch, the explanation is "Buzz."In politics, creating a buzz is about making a memorable entrance by not letting the crowd forget who you are and what you stand for. Koch has always been great at making an entrance, attracting attention, and getting people not only to take notice, but to listen. (How else, he suggests, does a loudmouth lifelong New York Democrat get a prime speaking slot at the Republican National Convention?) The book will showcase Koch's humor and legendary candor in an in-your-face, informative style. In it, Koch reveals the secrets of his success, and explains how others can use his techniques to generate the kind of buzz that can further their business, public, and private lives...techniques that can make an unknown into a star."