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The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life. The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how to: • Analyze the customer’s psyche to determine your selling strategy • Cash in on the callbacks and follow-up visits • Make more effective use of the telephone • Get great leads from satisfied clients • Profit from telemarketing • Make sure a closed sale stays closed Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income. “The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”—Executive Book Summaries
Learn how to apply the proven principles of Hug Your Customers to refine your selling technique, boost your sales, and keep your customers coming back for more.In his groundbreaking books, Hug Your Customers—a Wall Street Journal bestseller—and Hug Your People, Jack Mitchell brought a warm human touch to the often-cold, bottom-line world of business. As the CEO of Mitchell’s clothing stores, one of the most successful small businesses in the country, he noticed that customer service and satisfaction get a lot of lip service—but not enough hugs. When you focus on the emotional connection as well as the intellectual aspect of a sale, you form strong lasting relationships that keep your customers returning, sales rising, and business booming.You don’t have to hug your customers literally, of course. Mitchell’s personal approach to customer service involves a simple 5-stage process that anyone can master:1st Stage: Making the ConnectionLearn how to make a great first impression that engages customers immediately—and keeps them coming back again and again.2nd Stage: Decoding the MissionLook for easy-to-read tells to determine what each customer wants—and what you need to do to make him or her happy.3rd Stage: Show and ShareInstead of a hard sales pitch, engage your customer in a genuine one-on-one conversation and form a personal connection to you and your product.4th Stage: Allowing the BuyAdopt a warm, relaxed manner to gradually establish trust, gently convince the customer—and ultimately close the deal.5th Stage: The Kiss GoodbyeJust as important as first impressions, make a strong lasting impression that makes each customer feel valued, special, and delighted.The Extra Stage: One for Good MeasureTake that extra step to follow up on your customers, build on your connections, and make them your customers for life.These winning sales strategies will help you adjust your mindset, refine your selling style, and embrace the joy and value of caring for your customers. Mitchell’s tried-and-true techniques make it easy to size up your customer quickly and customize your approach perfectly to suit each individual and situation. You’ll learn how to be a better listener so you can anticipate your customer’s every need. You’ll discover the power of positive, passionate words to establish a warm personal connection. Most importantly, you’ll be able to close the deal and make that sale in a relaxed friendly manner that people will love. It’s a win-win-win for you, your customers, and your business. It’s Selling the Hug Your Customers Way.
The word "family" seems to carry more weight in a small town or rural setting. Without the fast pace and crowded conditions, people with blood ties accumulate and tend to turn to their own for the things that are gained elsewhere from bowling teams, the performing arts, soup kitchens or support groups. The need to be entertained or helpful or competitive or cared for (and about) seems to be more easily and simply met where time and space are plentiful. Those two ingredients are the magnets that always draw family-like friends Noble Stone and Hampton Wormant to South Georgia for healthy doses of kinship and nature, especially the week of the Stone Family Reunion. But even on the trip from Athens, Georgia, trouble starts brewing for the young men and it turns into nightmarish battles in the Okefenokee Swamp to stop the flow of drugs through a protected wilderness. With timing ever a factor and the vastness ever present, it becomes a constant attempt for both sides not to emerge victorious, but to simple endure the harsh treatment of man and nature. Grab your canoe paddle and insect spray and join Noble, Hamp, Jar, Chase, Ty and Byron on the tea-colored water in the Land of the Trembling Earth.
The Must-Have Guide to Humor Writing Bring on the funny! With Comedy Writing Secrets 3rd Edition, you can discover the secrets of humor writing that will keep your readers rolling in their seats. Learn the basics of joke construction, as well as in-depth comedy-writing techniques that you can apply to a variety of print and online markets. If your aim is to make 'em laugh--and make a career in comedy writing--then look no further. In this completely revised and refreshed edition, you'll discover: • Hundreds of updated one-liners, anecdotes, and bits from top comedians like Louis C.K., Conan O’Brien, Tina Fey, Amy Schumer, Rodney Dangerfield, Jon Stewart, Steve Martin, Ellen DeGeneres, Jimmy Fallon, George Carlin, Zach Galifianakis, Stephen Colbert, Erma Bombeck, and more. • Exclusive tips for injecting humor into articles, speeches, advertisements, greeting cards, and more. • New instruction on writing for online markets and social media. • Advice on brainstorming and editing to beat writer's block and generate new material. • Exercises and expanded instructions for exaggeration, reverses, word play and more to practice and refine your writing skills. For more than twenty years, Comedy Writing Secrets has helped humor writers of all skill levels write and sell their work. With Comedy Writing Secrets 3rd Edition, you'll be laugh-out-loud funny and leave readers wanting more.
Invaluable advice on analyzing and measuring the effects of social media Do you wish you could sit down with an expert to figure out whether or not your social media initiatives are working? With Social Media Metrics Secrets, you can! Expert John Lovett taps into his years of training and experience to reveal tips, tricks, and advice on how to analyze and measure the effects of social media and gauge the success of your initiatives. He uses mini case studies to demonstrate how to manage social operations with process and technology by applying key performance indicators, and assessing the business value of social media. Highlights how social media can impact all aspects of your business and transform the way you quantify successful interactions with customers Shares innovative techniques for managing the massive volume of social analytics data by putting data to work in ways that contribute to your organizational goals Details techniques for adopting a Social Analytics Framework for understanding evolving consumer behavior necessary to compete in a socially networked future Written in a conversational tone, Social Media Metrics Secrets goes behind the scenes to present you with unbeatable advice and unparalleled insight into social media metrics.