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The Resource Uncommon sense : shift your thinking : take new action, boost your sales, Jill Harrington

Uncommon sense : shift your thinking : take new action, boost your sales, Jill Harrington

Label
Uncommon sense : shift your thinking : take new action, boost your sales
Title
Uncommon sense
Title remainder
shift your thinking : take new action, boost your sales
Statement of responsibility
Jill Harrington
Creator
Author
Subject
Language
eng
Summary
"You're a talented sales professional, but you face big hairy sales challenges every day and you just can't seem to get anywhere. Why can't I get time with my prospects and clients? Why are my benefit-loaded e-mails and phone calls falling on deaf ears? How do I loosen the stranglehold of an established supplier? How do I convert more leads into sales? How do I stand out when my competition claims the exact same benefits? Same old questions, but in today's market they call for different answers. Uncommon Sense shows you how to shift your thinking and behavior to stand out from the pack and achieve bigger, better sales, faster. It's time to dispense with the common nonsense of dusty old selling imperatives (like, elevator pitches, unique value propositions, and Always Be Closing). Stop thinking like a seller, and start thinking like your customers and prospects. Uncommon Sense shows you how to shift the way you sell ... and the results you get: Provides a toolkit of practical strategies and tactics thatwill improve your access to prospects, enrich engagements with your customers, and transform your results. Features dozens of examples of calls gone seriously wrong, career-changing stories of real salespeople, eye-opening statistics, and tips for thinking your way out of self-defeating behaviors into providing real value for clients. Presents counter-intuitive sales thinking in bite-sized chunks for the busy salesperson who wants practical advice on specific topics. Whether you're a seasoned sales pro or a novice, a sales manager who wants to launch the team to new levels of performance, or a small business owner struggling with the selling role, Uncommon Sense is the personal sales coach you need to shift your thinking, shift your habits, and shift your performance to new heights."--
Member of
Assigning source
Provided by publisher
Cataloging source
IDEBK
http://library.link/vocab/creatorName
Harrington, Jill
Dewey number
658.85
Illustrations
illustrations
Index
index present
LC call number
HF5438.25
LC item number
.H373 2017eb
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/subjectName
  • Selling
  • Selling
Label
Uncommon sense : shift your thinking : take new action, boost your sales, Jill Harrington
Instantiates
Publication
Copyright
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • Intro; Title Page; Copyright; Start here; Get results from this book; 1; MAKE THE SHIFT: Rethink Your Way to Sales Success; Stop striving to be the best; Get relevant; Rewrite your selling ABCs; Kick off your shoes; Hit the pause button; Once in a lifetime!; Make the shift; 2; ACCESS: Get in Front of Good Prospects Faster; Your prospecting mind-set matters; Stop kissing frogs; Caution: Incoming frogs; Evidence is TOP of mind; Why your messages fail; Never say this!; Stop calling high; Make the shift; 3; ENGAGE: Take the Pest Out of Persistence; Drip!; Fill your arsenal
  • Circle the wheel of prospectingE-mail and warm call, partners in prospecting; Don't fly solo; Social sense; Eureka! A live one; Make the shift; 4; UNDERSTAND: Change the Rules of the Game for Bigger Wins; The game-changing quadrants; The A in ABC; Stop probing!; Can you hear me?; Ask the tough questions; Make the shift; 5; POSITION: Make It Easy to Choose You; Turbocharge your presentations and proposals; Be the obvious choice; The discipline of less; Give your words a little CPR; Position to win at any price; The truth about closing; Position everything everywhere; Make the shift; 6
  • ROADBLOCKS: Embrace "No" to Crush Barriers and Escape Black HolesRejection is cheesecake; EARN the right to yes; The enemy is your ally; Purchasing nonsense; Steer clear of the abyss; Price is a cop-out; Know why you lose; What lurks beneath the objection; Have the courage to say no; Make the shift; 7; RETAIN AND GROW: Avoid the Shark Pool; Why you don't want customers; When results don't matter; It's all about expectations; The sale is not the finish line; Be the eyes and ears of your company; Put your advocates on the front line; Not all referrals are golden; Make the shift; 8
  • DISCIPLINE: Manage Your Greatest Sales AssetForget time management; Reset your GPS; Schedule and protect; Schedule everything, including nothing; Bubble wrap your peak performance; Three rules for getting it all done; Don't let technology dumb you down; Get off autopilot; Stop creating fiction; Watch your blind spot; Rethink your paralyzing questions; Make the shift; CONCLUSION: Make It Matter; The Frameworks at a Glance; Continue the Journey; Acknowledgments; Notes; Index
Control code
1014352148
Extent
1 online resource
Form of item
online
Isbn
9781773270111
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
http://library.link/vocab/ext/overdrive/overdriveId
1028177
Specific material designation
remote
System control number
(OCoLC)1014352148
Label
Uncommon sense : shift your thinking : take new action, boost your sales, Jill Harrington
Publication
Copyright
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • Intro; Title Page; Copyright; Start here; Get results from this book; 1; MAKE THE SHIFT: Rethink Your Way to Sales Success; Stop striving to be the best; Get relevant; Rewrite your selling ABCs; Kick off your shoes; Hit the pause button; Once in a lifetime!; Make the shift; 2; ACCESS: Get in Front of Good Prospects Faster; Your prospecting mind-set matters; Stop kissing frogs; Caution: Incoming frogs; Evidence is TOP of mind; Why your messages fail; Never say this!; Stop calling high; Make the shift; 3; ENGAGE: Take the Pest Out of Persistence; Drip!; Fill your arsenal
  • Circle the wheel of prospectingE-mail and warm call, partners in prospecting; Don't fly solo; Social sense; Eureka! A live one; Make the shift; 4; UNDERSTAND: Change the Rules of the Game for Bigger Wins; The game-changing quadrants; The A in ABC; Stop probing!; Can you hear me?; Ask the tough questions; Make the shift; 5; POSITION: Make It Easy to Choose You; Turbocharge your presentations and proposals; Be the obvious choice; The discipline of less; Give your words a little CPR; Position to win at any price; The truth about closing; Position everything everywhere; Make the shift; 6
  • ROADBLOCKS: Embrace "No" to Crush Barriers and Escape Black HolesRejection is cheesecake; EARN the right to yes; The enemy is your ally; Purchasing nonsense; Steer clear of the abyss; Price is a cop-out; Know why you lose; What lurks beneath the objection; Have the courage to say no; Make the shift; 7; RETAIN AND GROW: Avoid the Shark Pool; Why you don't want customers; When results don't matter; It's all about expectations; The sale is not the finish line; Be the eyes and ears of your company; Put your advocates on the front line; Not all referrals are golden; Make the shift; 8
  • DISCIPLINE: Manage Your Greatest Sales AssetForget time management; Reset your GPS; Schedule and protect; Schedule everything, including nothing; Bubble wrap your peak performance; Three rules for getting it all done; Don't let technology dumb you down; Get off autopilot; Stop creating fiction; Watch your blind spot; Rethink your paralyzing questions; Make the shift; CONCLUSION: Make It Matter; The Frameworks at a Glance; Continue the Journey; Acknowledgments; Notes; Index
Control code
1014352148
Extent
1 online resource
Form of item
online
Isbn
9781773270111
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
http://library.link/vocab/ext/overdrive/overdriveId
1028177
Specific material designation
remote
System control number
(OCoLC)1014352148

Library Locations

    • Curtis Laws Wilson LibraryBorrow it
      400 West 14th Street, Rolla, MO, 65409, US
      37.955220 -91.772210
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