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The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
From Apple's iPhone to Uber's ride-sharing service to ChatGPT, over recent decades we’ve seen ‘big ideas’ turn the world on its head. Yet what about those big, everyday ideas that can give your business an edge? Those little hinges that swing big doors, each of which can be worth thousands to business owners? You’ll find 7 of these ideas inside "The Big Ideas Book," which is based on the three legs of a stool every business needs to thrive: lead generation, systematisation/automation, and sales. Each chapter is a masterclass in its own right, from seasoned experts who are masters of their specialised fields. : Chapter 1: Scott Bywater reveals how to book your calendar solid with speed emails written by AI (and actually turn those emails into booked appointments with highly qualified prospects). Chapter 2: John North illustrates why thinking like a media company is the 21st-century blueprint for building trust and enhancing visibility. Chapter 3: Alan Carniol teaches you to apply Pareto’s 80/20 principle to attract and retain top-tier customers while avoiding time-wasters. Chapter 4: Peter Butler shares his strategies for working 'on' the business, not 'in' it, emphasizing the power of effective systems for scalability. Chapter 5: Melanie MacDonald dives into how cutting-edge AI and technology can streamline operations without overwhelming your mental bandwidth. Chapter 6: Keith Banfield debunks the myth of the ‘born salesperson’ and introduces the M.A.N roadmap for focusing on high-conversion prospects. Chapter 7: Ari Galper (the world’s leading authority on trust-based selling) challenges aggressive sales tactics that prioritise closing deals over building genuine relationships. Why should this book be your next read? Because within these pages, one idea, one strategy, and even one shifted perspective could be the catalyst that helps your business achieve a breakthrough. For instance, you’ll be introduced to… Game Changing Marketing Strategies: Each chapter is a deep dive into actionable tactics tested in the trenches of modern marketing. From email marketing to trust-based selling and strategic publishing, these aren’t just theories but practical, scalable strategies. Tailored Advice to Scale Your Business: Whether you're a startup entrepreneur, a small business owner, or a seasoned marketing professional, this book provides tailored advice on scaling your operations, boosting your sales conversion, and maximising your marketing ROI. Learn how to leverage AI in email campaigns, build customer trust at scale, and automate your marketing processes to maximise efficiency. Practical Implementation: Every chapter concludes with clear, actionable steps you can implement immediately. This hands-on approach ensures you can directly apply what you learn, and see real results quickly. Future-Proof Your Marketing: Stay ahead in today’s rapidly changing digital landscape. "The Big Ideas Book" equips you with cutting-edge knowledge to not only keep pace with technological advancements like AI but to harness them to your advantage. Derived from the collective wisdom of the Elite Marketers tribe, “The Big Ideas Book” is packed with outside-the-box strategies you can implement into your business right away. Implement just one of the strategies inside, and you'll see firsthand the transformative power of a great idea in action. Why not start today?
"The first book on capturing and using customer stories to grow your business or cause. Introduces a proven process for leveraging your current successes into new sales. Learn success-story marketing best practices from author Casey Hibbard, leading expert on creating and managing customer stories, with insight from organizations such as Sage Software, SAP, Toyota, Kronos, Amdocs, Make-A-Wish Foundation, and dozens of other businesses, independent consultants, and nonprofits"--Page 4 of cover
Master the evergreen traffic strategies to fill your website and funnels with your dream customers in this timeless book from the $100M entrepreneur and co-founder of the software company ClickFunnels. The biggest problem that most entrepreneurs have isn't creating an amazing product or service; it's getting their future customers to discover that they even exist. Every year, tens of thousands of businesses start and fail because the entrepreneurs don't understand this one essential skill: the art and science of getting tra­ffic (or people) to find you. And that is a tragedy. Traffic Secrets was written to help you get your message out to the world about your products and services. I strongly believe that entrepreneurs are the only people on earth who can actually change the world. It won't happen in government, and I don't think it will happen in schools. It'll happen because of entrepreneurs like you, who are crazy enough to build products and services that will actually change the world. It'll happen because we are crazy enough to risk everything to try and make that dream become a reality. To all the entrepreneurs who fail in their first year of business, what a tragedy it is when the one thing they risked everything for never fully gets to see the light of day. Waiting for people to come to you is not a strategy. Understanding exactly WHO your dream customer is, discovering where they're congregating, and throwing out the hooks that will grab their attention to pull them into your funnels (where you can tell them a story and make them an offer) is the strategy. That's the big secret. Traffic is just people. This book will help you find YOUR people, so you can focus on changing their world with the products and services that you sell.
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Breakthrough marketing: revitalize brands, optimize investments, link marketing to performance, even apply winning marketing strategies in the public sector Three full books of proven marketing strategy principles and actionable solutions! Discover how to revitalize any brand, and drive it to unprecedented success… apply the right metrics to all your marketing investments, get accurate answers, and use them to systematically improve ROI... tightly link marketing with business performance… bring powerful marketing strategies to the public sector… and much more! From world-renowned leaders and experts, including Philip Kotler, Nancy R. Lee, Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, David J. Reibstein, Larry Light, and Joan Kiddon
What if you could sell anything to anyone? Nobody is born knowing how to sell. But the truth is, you can learn how to sell more . . . a LOT more . . . when you discover the right words that make people buy. Copywriting is selling. Whether online, offline, in video, direct mail, on Facebook, or from the stage, copywriting is how you put words together that make people click, call, or pull out their wallets and buy from you. Whether you're a coach, author, ""funnel hacker"", e-commerce seller, or real estate agent, your ability to create sales copy that drives people to buy determines your paycheck, your lifestyle, and your family's future. In the fast-paced, attention-starved, social media-driven world of business today, two facts about your ability to create sales messages (copywriting) stand out: Fact #1: Great Copywriting = Incredible lifestyle, plenty of money, and freedom! Fact #2: Poor Copywriting = Struggle forever and die poor! Putting The Right Words On Paper And Online Is The Single Most Profitable Skill Everyone Can Learn. This book teaches you street-smart copywriting, which means this book teaches youhow to get results today. (Because we all need to make more sales today . . . not tomorrow, not next week!) If you've tried to write ads, emails, and sales letters for your business before and failed, this book is for you. If you need to make more sales -- no matter what you sell or who you sell it to -- this book is for you. Bottom Line: If you want to make a lot more money, have a lot more time off, and enjoy a lot more freedom, this book is for you . . . especially if you're not making as many sales as you want to right now.
Discover The Best Strategies For Making Money With Marketing! Don't Waste Your Time Trying To Figure Out Marketing On Your Own! Do What The Pro's Do In Order To Dominate! In this book you will discover an incredible variety of strategies, ideas and techniques that you can utilize in order to be wildly successful with your marketing efforts! Without a solid marketing plan and strategy in place you are setting yourself up for massive failure. The business world is extremely competitive, so be sure that you are doing things the right way! Be prepared to learn just how easy it can be to bring in qualified customers right to your doorstep. Life is so much better when you are using your time and money wisely and effectively! Whether you need just a few tips or want a full-fledged plan of action, this is the book that will help you greatly increase your sales potential! Be prepared to learn the strategies that the most profitable companies and small businesses in the world use! Here Is A Preview Of What You'll Discover... The Best Marketing Strategies That Give Great Results How To Utilize Social Media To Promote Yourself & Make Money The Best Ways To Brand & Promote Your Business How To Determine & Target Your Ideal Customers The Most Effective Ways To Advertise Your Business A Step By Step Walkthrough For Making Your Own Personalized Marketing Strategy Plan Sales Secrets That Will Allow You To Capitalize On Your Marketing Successes Much, much more! The Time Is Now! Be Sure To Get Your Copy Today!