-
Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- Narrated by: Mahan Khalsa, Randy Illig, Stephen R. Covey
- Length: 6 hrs and 52 mins
Failed to add items
Add to Cart failed.
Add to Wish List failed.
Remove from wishlist failed.
Adding to library failed
Follow podcast failed
Unfollow podcast failed
Get 2 free audiobooks during trial.
Buy for $15.75
No default payment method selected.
We are sorry. We are not allowed to sell this product with the selected payment method
Publisher's summary
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.
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.
Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.
This audiobook shares the unique FranklinCovey Sales Performance Group methodology that will help listeners:
- Start new business from scratch in a way both salespeople and clients can feel good about
- Ask hard questions in a soft way
- Close the deal by opening minds
Read by the authors Mahan Khalsa and Randy Illing, with Stephen R. Covey.
Listeners also enjoyed...
-
The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
-
Overall
-
Performance
-
Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
Bellow average book
- By Elias Karráa on 08-11-19
By: Matthew Dixon, and others
-
SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
-
-
Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- By: Brent Adamson, Matthew Dixon, Pat Spenner, and others
- Narrated by: Steve Kramer
- Length: 8 hrs and 40 mins
- Unabridged
-
Overall
-
Performance
-
Story
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Love it, invaluable business resource!
- By Marxk Madhavan on 06-25-17
By: Brent Adamson, and others
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- By: Matthew Dixon, Ted McKenna
- Narrated by: Matthew Dixon, Ted McKenna
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
-
Datos interesantes para equipos de ventas
- By Cliente de Amazon on 07-02-24
By: Matthew Dixon, and others
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
-
-
Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
-
The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
-
Overall
-
Performance
-
Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
Bellow average book
- By Elias Karráa on 08-11-19
By: Matthew Dixon, and others
-
SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
-
-
Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- By: Brent Adamson, Matthew Dixon, Pat Spenner, and others
- Narrated by: Steve Kramer
- Length: 8 hrs and 40 mins
- Unabridged
-
Overall
-
Performance
-
Story
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Love it, invaluable business resource!
- By Marxk Madhavan on 06-25-17
By: Brent Adamson, and others
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- By: Matthew Dixon, Ted McKenna
- Narrated by: Matthew Dixon, Ted McKenna
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
-
Datos interesantes para equipos de ventas
- By Cliente de Amazon on 07-02-24
By: Matthew Dixon, and others
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
-
-
Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
-
Never Split the Difference
- Negotiating as if Your Life Depended on It
- By: Chris Voss
- Narrated by: Michael Kramer
- Length: 8 hrs and 7 mins
- Unabridged
-
Overall
-
Performance
-
Story
After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.
-
-
Needs PDF companion file
- By John L. Pinkowski on 03-07-17
By: Chris Voss
-
Elon Musk
- By: Walter Isaacson
- Narrated by: Jeremy Bobb, Walter Isaacson
- Length: 20 hrs and 39 mins
- Unabridged
-
Overall
-
Performance
-
Story
When Elon Musk was a kid in South Africa, he was regularly beaten by bullies. One day a group pushed him down some concrete steps and kicked him until his face was a swollen ball of flesh. He was in the hospital for a week. But the physical scars were minor compared to the emotional ones inflicted by his father, an engineer, rogue, and charismatic fantasist.
-
-
megalomania on display
- By JP on 09-12-23
By: Walter Isaacson
-
The Song of Significance
- A New Manifesto for Teams
- By: Seth Godin
- Narrated by: Seth Godin
- Length: 4 hrs and 21 mins
- Unabridged
-
Overall
-
Performance
-
Story
The Song of Significance is a rousing contemplation on work: why it is the way it is, why it’s gotten so bad, what all of us–especially leaders–can do to make it better.
-
-
scattered and often incorrect
- By Amazon Customer on 10-01-23
By: Seth Godin
-
$100M Leads
- How to Get Strangers to Want to Buy Your Stuff
- By: Alex Hormozi
- Narrated by: Alex Hormozi
- Length: 6 hrs
- Unabridged
-
Overall
-
Performance
-
Story
This book contains the playbooks that took me from sleeping on my gym floor to owning a portfolio of companies that generate $200 million per year in less than a decade. Want to know the biggest difference between those two time periods? How many leads I was getting.
-
-
Better than $100M Offers, But Read Both in Order
- By Jonathan and Hannah on 09-13-23
By: Alex Hormozi
-
Selling With
- The Art of Selling with Champions to Shape Internal Buying Conversations & Close Enterprise Deals.
- By: Nate Nasralla
- Narrated by: Nate Nasralla
- Length: 6 hrs and 8 mins
- Unabridged
-
Overall
-
Performance
-
Story
You probably think sales reps close deals. But the data’s in. More than 90 percent of B2B buying happens during internal meetings—not sales meetings. Which means deals are won and lost when you're not in the room. Yet, the typical sales book and process still focuses on sales reps in sales meetings. It’s like trying to win a Formula 1 race while driving on the wrong track. That’s why Selling With teaches you the art of buyer enablement—the process of creating committed champions for every deal in your pipeline, while enabling them to sell internally with a compelling written message.
-
-
Practical approach to modern selling
- By Jake Bernstein on 08-29-24
By: Nate Nasralla
-
Start with No
- The Negotiating Tools that the Pros Don't Want You to Know
- By: Jim Camp
- Narrated by: Robert Jordan
- Length: 7 hrs and 58 mins
- Unabridged
-
Overall
-
Performance
-
Story
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.
-
-
Thanks Chris Voss!
- By Dennis Hettema on 10-03-20
By: Jim Camp
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- By: Jeb Blount, Mike Weinberg - foreword
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Unabridged
-
Overall
-
Performance
-
Story
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
-
One of the best books on Sales!
- By Kathleen Fitzpatrick on 09-04-23
By: Jeb Blount, and others
-
You Can't Teach a Kid to Ride a Bike at a Seminar
- Sandler Training's 7-Step System for Successful Selling (2nd Edition)
- By: David Mattson - foreword, David H. Sandler
- Narrated by: Sean Pratt
- Length: 8 hrs and 23 mins
- Unabridged
-
Overall
-
Performance
-
Story
The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy. "People make buying decisions emotionally and justify them logically." That shrewd insight from the first edition of this best-selling book has become a no-brainer among sales professionals. Now, the new edition of the classic work that has helped millions of sales professionals take their careers to new levels offers critical new insights, information, and tools for success in today's economy.
-
-
Great Book to learn the Sandler Selling Techniques
- By DLEW510 on 11-16-17
By: David Mattson - foreword, and others
-
Exceptional Selling: How the Best Connect and Win in High Stakes Sales
- By: Jeff Thull
- Narrated by: Jeff Thull
- Length: 7 hrs and 17 mins
- Unabridged
-
Overall
-
Performance
-
Story
If you're one of the six million people who work in the fast-paced, high-stress world of complex sales, you want the latest strategies and skills for success. This practical guide gives you the tools to take your sales game, your communication skills, and your career to the next level of success. Exceptional Selling features street-level straight talk about the one-on-one skills that professionals need to succeed.
-
-
How to standout against other salesmen.
- By Amazon Customer on 01-20-15
By: Jeff Thull
-
The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- By: Zig Ziglar, Tom Ziglar
- Narrated by: Zig Ziglar, Tom Ziglar
- Length: 17 hrs and 1 min
- Original Recording
-
Overall
-
Performance
-
Story
Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
-
-
Zig Ziglar debunks all the myths holding you back from closing the sale
- By Steph Earley on 08-01-16
By: Zig Ziglar, and others
-
So Good They Can't Ignore You
- Why Skills Trump Passion in the Quest for Work You Love
- By: Cal Newport
- Narrated by: Dave Mallow
- Length: 6 hrs and 28 mins
- Unabridged
-
Overall
-
Performance
-
Story
In this eye-opening account, Cal Newport debunks the long-held belief that "follow your passion" is good advice. Not only is the cliché flawed - preexisting passions are rare and have little to do with how most people end up loving their work - but it can also be dangerous, leading to anxiety and chronic job hopping. After making his case against passion, Newport sets out on a quest to discover the reality of how people end up loving what they do.
-
-
Become a craftsman
- By A. Yoshida on 07-19-17
By: Cal Newport
-
Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
-
Overall
-
Performance
-
Story
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
-
-
A Chapter In Fanatical Prospecting
- By Tshepo on 05-22-20
By: Jeb Blount, and others
Related to this topic
-
The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
-
Overall
-
Performance
-
Story
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
-
-
gems buried in fluff
- By Andrey Norin on 04-13-18
-
Snap Selling
- Speed Up Sales and Win More Business with Today's Frazzled Customers
- By: Jill Konrath
- Narrated by: Jill Konrath
- Length: 6 hrs and 15 mins
- Unabridged
-
Overall
-
Performance
-
Story
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
-
-
OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
-
The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
-
Overall
-
Performance
-
Story
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
-
-
Great read
- By Helpful Review on 10-12-17
-
The 25 Sales Skills
- They Don't Teach at Business School
- By: Stephan Schiffman
- Narrated by: Stephan Schiffman
- Length: 1 hr and 42 mins
- Unabridged
-
Overall
-
Performance
-
Story
Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
-
-
Great Sales book!!!
- By NN on 02-27-17
-
Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- By: Jill Konrath
- Narrated by: Joyce Bean
- Length: 5 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
-
-
Practical and insightful
- By Locke on 08-27-15
By: Jill Konrath
-
Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- By: Brian Signorelli
- Narrated by: Kevin Stillwell
- Length: 7 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
-
-
Should be titled sales and sales management 101
- By James on 12-11-23
By: Brian Signorelli
-
The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
-
Overall
-
Performance
-
Story
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
-
-
gems buried in fluff
- By Andrey Norin on 04-13-18
-
Snap Selling
- Speed Up Sales and Win More Business with Today's Frazzled Customers
- By: Jill Konrath
- Narrated by: Jill Konrath
- Length: 6 hrs and 15 mins
- Unabridged
-
Overall
-
Performance
-
Story
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
-
-
OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
-
The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
-
Overall
-
Performance
-
Story
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
-
-
Great read
- By Helpful Review on 10-12-17
-
The 25 Sales Skills
- They Don't Teach at Business School
- By: Stephan Schiffman
- Narrated by: Stephan Schiffman
- Length: 1 hr and 42 mins
- Unabridged
-
Overall
-
Performance
-
Story
Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
-
-
Great Sales book!!!
- By NN on 02-27-17
-
Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- By: Jill Konrath
- Narrated by: Joyce Bean
- Length: 5 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
-
-
Practical and insightful
- By Locke on 08-27-15
By: Jill Konrath
-
Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- By: Brian Signorelli
- Narrated by: Kevin Stillwell
- Length: 7 hrs and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
-
-
Should be titled sales and sales management 101
- By James on 12-11-23
By: Brian Signorelli
-
High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- By: Mark Hunter CSP
- Narrated by: Sean Pratt
- Length: 6 hrs and 10 mins
- Unabridged
-
Overall
-
Performance
-
Story
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
-
-
recycles a lot of common info
- By roland on 04-18-17
By: Mark Hunter CSP
-
How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- By: Roger Connors, Tom Smith
- Narrated by: Lloyd James
- Length: 9 hrs and 53 mins
- Unabridged
-
Overall
-
Performance
-
Story
Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
-
-
HELP - How Can I Get The Lost Hours Back ?
- By Mike on 09-23-09
By: Roger Connors, and others
-
Power Listening
- Mastering the Most Critical Business Skill of All
- By: Bernard T Ferrari
- Narrated by: Sean Pratt
- Length: 5 hrs and 36 mins
- Unabridged
-
Overall
-
Performance
-
Story
Listening is harder than it looks - but it's the difference between business success and failure. Nothing causes bad decisions in organizations as often as poor listening. But Bernard Ferrari, adviser to some of the nation's most influential executives, believes that such missteps can be avoided and that the skills and habits of good listening can be developed and mastered. He offers a step-by-step process that will help you become an active listener, able to shape and focus any conversation.
-
-
Better listening made easy
- By Alejandro A. on 09-07-12
-
The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
-
Overall
-
Performance
-
Story
In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
-
-
If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
-
Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged
-
Overall
-
Performance
-
Story
The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
-
-
Effective Approach to EQ Sales Mastery
- By Joe on 07-20-17
By: Jeb Blount
-
Stop Selling and Start Leading
- How to Make Extraordinary Sales Happen
- By: James M. Kouzes, Barry Z. Posner, Deb Calvert
- Narrated by: Brian Holsopple
- Length: 5 hrs and 17 mins
- Unabridged
-
Overall
-
Performance
-
Story
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them - and more likely to buy from them.
-
-
Sales leadership 101
- By Sole Trades on 08-29-20
By: James M. Kouzes, and others
-
The Stay Interview
- A Manager's Guide to Keeping the Best and Brightest
- By: Richard P. Finnegan
- Narrated by: Tim Andres Pabon
- Length: 3 hrs and 3 mins
- Unabridged
-
Overall
-
Performance
-
Story
This practical guide introduces managers to a powerful new engagement and retention tool: the stay interview. Smart companies have begun conducting these periodic reviews in order to discover why their important talent might leave and to solve any problems before they actually quit.
-
-
Great advice.
- By Kevin L. Jeter on 11-02-18
-
SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
-
-
Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
-
Journey to the Emerald City
- By: Roger Connors, Tom Smith, Craig Hickman
- Narrated by: Wayne Shepherd
- Length: 2 hrs and 51 mins
- Abridged
-
Overall
-
Performance
-
Story
Building on the success of their previous title, The Oz Principle, Connors and Smith explore the direct link between a company's culture and the results it produces. Journey to the Emerald City details a clear road map for accelerating the move to a culture of accountability in which people focus on achieving the results critical to a company's future.
-
-
Every creative leaders go to book
- By June on 01-08-18
By: Roger Connors, and others
-
Sales Leadership
- The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence, and Exceed Your Business Goals
- By: Keith Rosen MCC
- Narrated by: Keith Rosen MCC
- Length: 11 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
-
-
Link to collateral mentioned in the book was dead
- By Gina Godsey on 01-22-19
By: Keith Rosen MCC
-
Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- By: Karen Martin
- Narrated by: Karen Martin
- Length: 8 hrs and 25 mins
- Unabridged
-
Overall
-
Performance
-
Story
Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
-
-
Not for me - dislike narrator's voice +
- By sharing1 on 10-11-19
By: Karen Martin
-
Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
-
-
Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
People who viewed this also viewed...
-
The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
-
Overall
-
Performance
-
Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
Bellow average book
- By Elias Karráa on 08-11-19
By: Matthew Dixon, and others
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- By: Brent Adamson, Matthew Dixon, Pat Spenner, and others
- Narrated by: Steve Kramer
- Length: 8 hrs and 40 mins
- Unabridged
-
Overall
-
Performance
-
Story
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Love it, invaluable business resource!
- By Marxk Madhavan on 06-25-17
By: Brent Adamson, and others
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
-
-
Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
-
The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- By: Trish Bertuzzi
- Narrated by: Gary Tiedemann
- Length: 5 hrs and 58 mins
- Unabridged
-
Overall
-
Performance
-
Story
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
-
-
Amazing tips for new SDR Managers and Sales Exec
- By Amazon Customer on 12-21-18
By: Trish Bertuzzi
-
SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
-
-
Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
-
Always Be Qualifying
- MEDDIC, MEDDPICC
- By: Darius Lahoutifard
- Narrated by: Samantha Novak
- Length: 2 hrs and 56 mins
- Unabridged
-
Overall
-
Performance
-
Story
In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another, but Darius noticed that all they are related to the same illness: the inability to qualify. This book covers both the why and the how of sales qualification. It describes the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) sales methodology in-depth. This is not a book of theories or academic concepts, but techniques with practical recipes.
-
-
Audio
- By John on 11-10-22
-
The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
-
Overall
-
Performance
-
Story
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
Bellow average book
- By Elias Karráa on 08-11-19
By: Matthew Dixon, and others
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- By: Brent Adamson, Matthew Dixon, Pat Spenner, and others
- Narrated by: Steve Kramer
- Length: 8 hrs and 40 mins
- Unabridged
-
Overall
-
Performance
-
Story
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Love it, invaluable business resource!
- By Marxk Madhavan on 06-25-17
By: Brent Adamson, and others
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
-
-
Forget everything you know about sales
- By Navo on 10-31-20
By: Mike Weinberg
-
The Sales Development Playbook
- Build Repeatable Pipeline and Accelerate Growth with Inside Sales
- By: Trish Bertuzzi
- Narrated by: Gary Tiedemann
- Length: 5 hrs and 58 mins
- Unabridged
-
Overall
-
Performance
-
Story
This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.
-
-
Amazing tips for new SDR Managers and Sales Exec
- By Amazon Customer on 12-21-18
By: Trish Bertuzzi
-
SPIN Selling
- By: Neil Rackham
- Narrated by: Eli Woods
- Length: 6 hrs and 12 mins
- Unabridged
-
Overall
-
Performance
-
Story
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
-
-
Sales and Science
- By Joe A Snyder III on 10-27-21
By: Neil Rackham
-
Always Be Qualifying
- MEDDIC, MEDDPICC
- By: Darius Lahoutifard
- Narrated by: Samantha Novak
- Length: 2 hrs and 56 mins
- Unabridged
-
Overall
-
Performance
-
Story
In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another, but Darius noticed that all they are related to the same illness: the inability to qualify. This book covers both the why and the how of sales qualification. It describes the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) sales methodology in-depth. This is not a book of theories or academic concepts, but techniques with practical recipes.
-
-
Audio
- By John on 11-10-22
-
The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- By: Mark Roberge
- Narrated by: Robert Feifar
- Length: 6 hrs and 24 mins
- Unabridged
-
Overall
-
Performance
-
Story
The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
-
-
fantastic!
- By Amazon Customer on 10-03-24
By: Mark Roberge
-
Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- By: Mike Weinberg
- Narrated by: L. J. Ganser
- Length: 6 hrs and 57 mins
- Unabridged
-
Overall
-
Performance
-
Story
Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
-
-
Results over Activity? Results win
- By Amazon Customer on 04-01-16
By: Mike Weinberg
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- By: Matthew Dixon, Ted McKenna
- Narrated by: Matthew Dixon, Ted McKenna
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
Story
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
-
Datos interesantes para equipos de ventas
- By Cliente de Amazon on 07-02-24
By: Matthew Dixon, and others
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- By: Jeb Blount, Mike Weinberg - foreword
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Unabridged
-
Overall
-
Performance
-
Story
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
-
One of the best books on Sales!
- By Kathleen Fitzpatrick on 09-04-23
By: Jeb Blount, and others
-
High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- By: Mark Hunter CSP
- Narrated by: Sean Pratt
- Length: 6 hrs and 10 mins
- Unabridged
-
Overall
-
Performance
-
Story
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
-
-
recycles a lot of common info
- By roland on 04-18-17
By: Mark Hunter CSP
-
Exactly What to Say
- The Magic Words for Influence and Impact
- By: Phil M. Jones
- Narrated by: Phil M. Jones
- Length: 1 hr and 14 mins
- Unabridged
-
Overall
-
Performance
-
Story
Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
-
-
Handful of Good Scripts
- By A. Yoshida on 05-28-18
By: Phil M. Jones
-
Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged
-
Overall
-
Performance
-
Story
The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
-
-
Effective Approach to EQ Sales Mastery
- By Joe on 07-20-17
By: Jeb Blount
-
Great by Choice
- By: Jim Collins, Morten T. Hansen
- Narrated by: Jim Collins
- Length: 8 hrs and 45 mins
- Unabridged
-
Overall
-
Performance
-
Story
The new question: Ten years after the worldwide bestseller Good to Great, Jim Collins returns to ask: Why do some companies thrive in uncertainty, even chaos, and others do not? In Great by Choice, Collins and his colleague, Morten T. Hansen, enumerate the principles for building a truly great enterprise in unpredictable, tumultuous, and fast-moving times. The new study: Great by Choice distinguishes itself from Collins’s prior work by its focus on the type of unstable environments faced by leaders today.
-
-
an unendurable narration
- By Mary on 11-26-11
By: Jim Collins, and others
-
Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- By: Armand Farrokh, Nick Cegelski
- Narrated by: Armand Farrokh, Nick Cegelski
- Length: 4 hrs and 9 mins
- Unabridged
-
Overall
-
Performance
-
Story
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
-
-
Finally!
- By Amazon Customer on 10-20-24
By: Armand Farrokh, and others
-
Financial Intelligence
- A Manager's Guide to Knowing What the Numbers Really Mean
- By: Karen Berman, Joe Knight
- Narrated by: Tom Zingarelli
- Length: 7 hrs and 20 mins
- Unabridged
-
Overall
-
Performance
-
Story
Since its release in 2006, Financial Intelligence has become a favorite among managers who need a guided tour through the numbers, helping them to understand not only what the numbers really mean but also why they matter. This new, completely updated edition brings the numbers up to date and continues to teach the basics of finance to managers who need to use financial data to drive their business.
-
-
You need to listen with the pdf documents
- By Jean on 03-22-18
By: Karen Berman, and others
-
To Sell Is Human
- The Surprising Truth about Moving Others
- By: Daniel H. Pink
- Narrated by: Daniel H. Pink
- Length: 6 hrs and 6 mins
- Unabridged
-
Overall
-
Performance
-
Story
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.
-
-
Lenghty book with a few solid tips on persuation
- By Gerardo A Dada on 01-21-13
By: Daniel H. Pink
What listeners say about Let's Get Real or Let's Not Play
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
-
Overall
-
Performance
-
Story
- Trevor DC
- 02-19-20
blueprint for modern selling
this is one of the first books I would read if you are begining B2B selling.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Don Draper
- 08-19-23
Get real 👏👏👏
Let me begin by saying that "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" by Mahan Khalsa and Randy Illig is a game-changer in the sales world. This book presents a refreshing and insightful approach to sales that goes beyond the traditional transaction-focused mentality. It delves deep into building genuine relationships with buyers, emphasizing authenticity, trust, and mutual value creation.
One of the most compelling aspects of this book is its emphasis on the importance of aligning the interests of buyers and sellers. Khalsa and Illig argue that the key to successful sales lies in understanding the specific needs, challenges, and goals of your customers and tailoring your approach accordingly. They advocate for a consultative selling approach that focuses on asking the right questions, listening actively, and providing tailored solutions. By doing so, sales professionals can create long-term partnerships built on trust, rather than short-term transactions.
The authors also explore the crucial role of communication and dialogue in the sales process. They highlight the significance of effective communication skills such as active listening, empathy, and clear articulation of value propositions. By mastering these skills, salespeople can engage buyers on a deeper level and foster meaningful connections, ultimately leading to increased sales success.
Furthermore, "Let's Get Real or Let's Not Play" offers practical frameworks and strategies that can be directly applied to the sales profession. The book provides a step-by-step guide for creating impactful sales conversations, conducting effective discovery meetings, and negotiating win-win outcomes. It also tackles common challenges faced by sales professionals, such as dealing with objections, handling pricing discussions, and managing the sales pipeline.
This is one of those titles that should be in every sales professionals library. By focusing on building authentic relationships and understanding the unique needs of my clients, I have seen a significant increase in client satisfaction and loyalty. The consultative selling approach advocated in the book has allowed me to add more value to my customers' businesses, resulting in higher sales conversions and increased revenue.
However, it's important to note that "Let's Get Real or Let's Not Play" is not without its flaws. Some readers may find certain sections repetitive, and the book could benefit from more real-life examples and case studies to illustrate the concepts in action. Additionally, while the authors emphasize the importance of authenticity, there are times when the narrative feels slightly formulaic and scripted.
Despite these minor criticisms, "Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship" is an invaluable resource for sales professionals looking to elevate their game. It challenges conventional sales wisdom and provides a fresh perspective that puts the focus back on building genuine relationships and delivering value. If you are willing to embrace a more consultative and customer-centric approach to sales, this book has the potential to revolutionize your sales results and transform your career.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Ronald Deontae Washington
- 05-18-24
Great book For Consultants
Loved it. It had a lot of great actionable details that are able to follow thoroughly. I highly recommend it.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- robert wolfrum
- 01-29-21
old school principals
So tired of old school worn out plays and recycled ideas of other people. I hear snippets of five other authors in this book. Not one new concept or prospective for the well read. However, this is a great first book for the newer sales people searching for truths in a world full of internet garbage.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
1 person found this helpful
-
Overall
-
Performance
-
Story
- Jakob Bovin
- 11-06-21
The only sales book you need to read
If you only ever read one book about sales, read this one... It's the definitive approach for building a successful sales activity!
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
1 person found this helpful
-
Overall
-
Performance
-
Story
- Thomas
- 09-22-21
Client focused, concise and to the point.
Very specific and useful examples to use with your prospects and clients. Highly recommended whether you're new to sales or just brushing up.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
1 person found this helpful
-
Overall
-
Performance
-
Story
- Anonymous User
- 07-27-20
Extrairdinary, now I know why I didn't sell
incredibly explained, awsome skill set to develop and framework to follow.
Thanks for sharing all this knowledge.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Adam T.
- 10-06-20
My Favorite “Sales” book to date.
This book is more about preparing properly, communicating better and coming to an understanding on if you of the customer is going to be wasting time. Unlike many other sales book, this book is not about a “magic” process or formula to influence clients to do business with you. It more about how to focus on your client and make sure you are offering value. I will revisit this book every year.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
-
Overall
-
Performance
-
Story
- Chris
- 01-28-22
On Target Information
This work examines a sale from most possible angles. Author shares lots of subtle nuances that need to be remembered. Great thinking throughout.
The audio is a bit monotone, sounds like a tired Anderson Cooper.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!
1 person found this helpful
-
Overall
-
Performance
-
Story
- T. Powell
- 01-28-21
Good baseline of sales practices
Good baseline of sales practices and principles. The book lays out the different stages of the sales process and highlights areas within each stage that are important to nail down.
Something went wrong. Please try again in a few minutes.
You voted on this review!
You reported this review!