Sales & Retail Audiobooks | Business & Economics

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

The Biggest Differentiator In A Competitive Marketplace Is You 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. 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.

Thomas A. Freese (Author), Thomas A. Freese, Various Readers (Narrator)

Audiobook

Built to Sell: Creating a Business That Can Thrive Without You

A business parable about how to create a start-up that won't trap you when you want to sell it. According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable: * Teachable: focus on products and services that you can teach employees to deliver. * Valuable: avoid price wars by specializing in doing one thing better than anyone else. * Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.

John Warrillow (Author), Erik Synnestvedt (Narrator)

Audiobook

Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differ

Win more deals with the perfect sales story! "Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve." -Karen Quintos, CMO and SVP, Dell Inc. "The concepts outlined in this book are critical skills to building a world-class presales organization." -Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP "Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We've never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm." -Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company "The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!" -Ken Powell, Vice President, Worldwide Sales Enablement, ADP "The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool." -Aron Ain, CEO, Kronos About the Book: In today's highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition-or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story-the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you'll learn how to: Differentiate yourself from the competition by finding your "Value Wedge" Avoid parity in your value propositions by creating "Power Positions" Create a message that can literally double the number of deals you close Spike customer attention and create "Wow" in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story-a story customers don't want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today's crowded markets.

Erik Peterson, Tim Riesterer (Author), Steven Roy Grimsley (Narrator)

Audiobook

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book "Fast, fun and immensely practical." -JOE SULLIVAN, Founder, Flextronics "Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business." -JOSH WHITFORD, Founder, Echelon Media "What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve." -RALPH CRAM, Investor "Pitch Anything offers a new method that will differentiate you from the rest of the pack." -JASON JONES, Senior Vice President, Jones Lang LaSalle "If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work." -STEVEN WALDMAN, Principal and Founder, Spectrum Capital "Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions." -LOUIE UCCIFERRI, President, Regent Capital Group "I use Oren's unique strategies to sell deals, raise money, and handle tough situations." -TAYLOR GARRETT, Vice President, White Cap "A counter-intuitive method that works." -JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million-and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn't an art-it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money-and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience-and you'll have more funding and support than you ever thought possible.

Oren Klaff (Author), Stephen Bowlby (Narrator)

Audiobook

The Mesh: Why the Future of Business is Sharing

The Mesh is about a simple new idea that is reinventing the way smart and adaptive companies do business: some things are better shared. A "mesh" is a type of network that allows any node to link in any direction with any other nodes in the system. Likewise, mesh businesses are essentially information companies that happen to connect people with products like cars, houses, and financing. These companies use social media, wireless networks, and data crunched from every available source to deliver goods and services to people only when they need and want them. That's a big change from the traditional basic formula: create a product or service, sell it, and collect money. Someone sells something and someone else buys it. Few businesses, including most entrepreneurs and venture capitalists, can imagine creating wealth any other way. Though they may use Twitter to market their products, their minds are still stuck in a 2-D buyer/seller world Mesh companies throw this old model out the window. Instead, they focus on giving people access to goods and services at the exact moment they need them, without the burdens and expense of owning them outright.

Lisa Gansky (Author), Lisa Gansky (Narrator)

Audiobook

Snap Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers

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. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is the perfect guide for any seller in today's increasingly frenzied environment.

Jill Konrath (Author), Jill Konrath (Narrator)

Audiobook

ProBlogger: Secrets for Blogging Your Way to a Six-Figure Income

There are no magic wands, hidden tricks, or secret handshakes that can bring you immediate success in the blogging world, but with the help of this audiobook, you can get there. Written by two leading authorities on creating and monetizing blogs, ProBlogger carefully lays out the steps you need to follow to create a revenue-generating blog. From choosing a topic and publishing your first post to promoting your site using social media and receiving your first check, you'll find out what really works. Packed with practical, tried and tested advice, this guide shows you how to: Choose the right blog tools and platforms Find your niche so you can excel Start writing in a way that attracts visitors Follow winning strategies on how to earn income with your blog Drive readers to your blog through Twitter, Facebook, and DiggT Select the best advertising services Uncover the secrets of successful blogs

Chris Garrett, Darren Rowse (Author), Erik Synnestvedt (Narrator)

Audiobook

KaChing: How to Run an Online Business that Pays and Pays

Make Your Virtual Cash Register Go KaChing! The Web is a powerful “money button” that can connect you with vast networks of customers, solidify your business image, and create continual growth. The key is in knowing how to install that button effectively. In an era of blogging, social networking, message boards, and websites for every subject under the sun, it’s difficult to figure out which Internet tools are the ones that will make your virtual register go “KaChing!” It’s also important to create an overall strategy with these tools that will maximize your time and web usage. Fortunately Joel Comm, one of the world’s leading experts in making money online, delivers tips, tactics, and commonsense guidelines to customize your Internet approach with KaChing. From walking you through the best blogging tools for your needs to exploring the many avenues of Twitter, Linkedin, and web networking, Comm demystifies the many options the Web has to offer—and helps you clarify your business strategy to better reach targeted audiences. KaChing will show you: 7 web content types that work together People who can help you generate content that gets hits, mailing lists, and merchandising Advertising strategies that connect you with contacts, partner sites, and customers YouTube, webinar, and other online video tools Branding approaches that speak to your customer base Search engine optimization (SEO) tips that get your web site and business more attention

Joel Comm (Author), Walter Dixon (Narrator)

Audiobook

Becoming a Sales Pro: The Best of Tom Hopkins

Includes a bonus CD with a PDF workbook! You want to be in the top percentage of income-earners in your company. In order to do that, you need to learn what the top pros know and how they work. Master sales trainer Tom Hopkins has been building sales champions for years. Learn how to handle normal sales stress factors, how to communicate better with your clients, overcome objections and close more sales by using the right words and phrases. This nine-part audio series can help you learn and utilize the skills necessary to push yourself and others to the top of the business ladder. *** For additional Documents, please contact Member Services

Made for Success (Author), Tom Hopkins (Narrator)

Audiobook

Lead Sell or Get Out of the Way: The 7 Traits of Great Sellers

In today's sales world there's no room for followers. But there's plenty of room for leaders. Competition is intense, and if you don't take a leadership role in producing results for your clients, someone else will. In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas. No matter what you sell, you must communicate persuasively and effectively what it is you can offer clients. However, sales leaders do even more than that. They raise the bar by finding new opportunities and creating new levels of performance for their customers. They don't just sell products or services; they sell outcomes that transform a customer's world, and they assume personal responsibility for those outcomes. This customer-focused mindset is the key to Karr's proven leadership selling process. Based on decades of research with companies of all sizes, Karr reveals what great sellers do and shows how anyone can implement the same powerful principles. He offers an in-depth exploration of the seven critical traits all sales leaders share. Today's top sales leaders: -Have a clear vision of where they're going -Position themselves powerfully in the minds of customers -Build alliances rather than go it alone -Ask powerful questions that result in new sales opportunities -Create a value proposition that neutralizes the competition -Communicate well and persuasively -Embrace accountability and responsibility Many sales leaders learn these principles through trial and error. This audio book helps you avoid the trial and error part and skip straight to the success part. Why learn the hard way when you can listen to this audio, learn these principles, and start-today-selling more, faster, and at a higher profit? If you sell things for a living or manage people who sell, you face a stark choice that you had better get right-to Lead, Sell, or Get Out of the Way. Choose wisely and sales success will be yours.

Ron Karr (Author), Ron Karr (Narrator)

Audiobook

Go-Givers Sell More

from Go-Givers Sell More: The great upside-down misconception about sales is that it's an effort to get something from others. The truth is that sales at its best-at its most effective-is precisely the opposite: it is about giving. Giving time, attention, counsel, education, empathy, and value. In fact, the word sell comes from the Old English word sellan, which means-you guessed it-to give. And curiously, the more you give, the more you receive. Great salespeople are not great because they have mastered "the close," or because they give a dazzling presentation, or because they can shoot holes in any customer objection from fifty paces. Genuinely great salespeople create a vast and spreading sphere of good will wherever they go. They enrich, enhance and add value to people's lives. They make people happier. The Go-Giver took the business world by storm with its message that giving is the simplest, most fulfilling, and most effective path to success. It has inspired more than 125,000 readers; but some have wondered how the story's lessons stand up to the tough challenges of everyday, real-world business. Bob Burg and John David Mann answer that question in Go-Givers Sell More, a practical guide that turns giving into the cornerstone of a powerful and effective approach to selling. Most of us think of sales as a struggle to make people do something they don't really want to do. But that cutthroat mentality makes the process much harder than it has to be-especially in an economic downturn when customers are more suspicious and defensive than ever. It's far more effective (and satisfying) when salespeople think like Go-Givers and focus exclusively on creating value for the customer. Cultivate a trusting relationship and provide outstanding service, say the authors, and great results will follow automatically. Illustrating their points with a wide range of real-life examples, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.

Bob Burg, John David Mann, John Mann (Author), Bob Burg, John David Mann, John Mann (Narrator)

Audiobook

Getting Naked

After focusing on topics ranging from teamwork and leadership to employee engagement and meetings New York Times best-selling author Patrick Lencioni has finally turned his attention toward his own craft-consulting and client service. Tapping into the simple but powerful model that his firm, The Table Group, has been built on, Lencioni presents what may be his most engaging, humorous audiobook yet. Getting Naked tells the remarkable story of a management consultant who is trying desperately to merge two firms with very different approaches to serving clients. One relies on vulnerability and complete transparency; the other focuses on proving its competence and protecting its reputation for intellectual prowess. In the process of managing the merger, the consultant is forced to learn life-changing lessons that prove to be as relevant as they are painful. As he does in his other audiobooks, Lencioni provides readers with concepts that are accessible and compelling. He explains the three fears that provoke service providers to unknowingly sabotage their ability to build trust and loyalty. And, as always, Lencioni provides a practical approach for overcoming those fears.

Patrick Lencioni (Author), Dan Woren (Narrator)

Audiobook

Sales & Retail Audiobooks in Business & Economics