[ audiobooks & CDs: sales & marketing ]

home > marketing > audiobooks & CDs : sales & marketing

Updated 2/26/09

 

SPIN Selling MOST POPULAR

How do some salespeople consistently outsell their competition? Why does closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? Spin Selling has the answers. Developed from 12 years of research into thousands of sales calls, the SPIN strategy is already being used by many of the world's top sales forces. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. And he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases.

BUY / ORDER INFO:
Spin Selling - Audio CD
Spin Selling - Audiocassette

Paperbacks and Hardcovers:
SPIN Selling - Hardcover
SPIN Selling - Paperback
SPIN Selling Fieldbook - Paperback

5 Steps to Successful Selling

GREAT SALESPEOPLE ARE MADE, NOT BORN. You've heard about "natural-born salespeople" -- those super salespeople who seem to perform intuitively and succeed effortlessly. In 5 Steps to Successful Selling, Zig Ziglar shows you that those success stories result from study and observation rather than inborn talent. They are the result of mastering the art of selling. Now you can master those techniques and perfect your own selling skills -- skills that will take you from being a good salesperson to being the best. A super salesman himself, Zig Ziglar draws on his many years of experience to define and explain the keys to seccessful selling.

BUY / ORDER INFO:
5 Steps to Successful Selling Audio CD
5 Steps to Successful Selling Audiocassette

Getting Through: Cold Calling Techniques to Get Your Foot in the Door

A helpful guide for salespeople explains how to make appointments, find the proper decision maker, generate leads, and increase sales.

BUY / ORDER INFO:
Getting Through Audio CD
Getting Through Audiocassette

The Psychology of Selling: The Art of Closing the Sale

Find The Keys To Sales Success! The world's foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.

The Unsuccessful Salesperson says, "the other guy has the best territory." The Successful Salesperson says, "every territory is the best one."

The Unsuccessful Salesperson says, "that company will never buy." The Successful Salesperson says, "I can make that company buy."

Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales trainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including: the two major "motivating" factors in closing a sale, the three "hot buttons" to push when selling to businesses, and how to avoid the five simple errors that spell the difference between success and near-success.

BUY / ORDER INFO:
Psychology of Selling Audio CD
Psychology of Selling Audiocassette

Selling the Invisible: A Field Guide to Modern Marketing

The transformation from a manufacturing-based economy to one that's all about service has been well documented. Today it's estimated that nearly 75 percent of Americans work in the service sector. Instead of producing tangibles--automobiles, clothes, and tools--more and more of us are in the business of providing intangibles--health care, entertainment, tourism, legal services, and so on. However, according to Harry Beckwith, most of these intangibles are still being marketed like products were 20 years ago. In Selling the Invisible, Beckwith argues that what consumers are primarily interested in today are not features, but relationships. Even companies who think that they sell only tangible products should rethink their approach to product development and marketing and sales. For example, when a customer buys a Saturn automobile, what they're really buying is not the car, but the way that Saturn does business. Beckwith provides an excellent forum for thinking differently about the nature of services and how they can be effectively marketed.

BUY / ORDER INFO:
Selling the Invisible Audio CD
Selling the Invisible Audiocassette

Permission Marketing: Turning Strangers Into Friends And Friends Into Customers

Seth Godin knows his stuff. He created Internet marketer Yoyodyne and sold it in 1998 to Yahoo. In his book Permission Marketing, he offers his best advice for advertising. Godin argues that businesses can no longer rely solely on traditional forms of "interruption advertising" in magazines, mailings, or radio and television commercials. He writes that today consumers are bombarded by marketing messages almost everywhere they go. If you want to grab someone's attention, you first need to get his or her permission with some kind of bait -- a free sample, a big discount, a contest, an 800 number, or even just an opinion survey. Once a customer volunteers his or her time, you're on your way to establishing a long-term relationship and making a sale. He writes, "...Permission Marketing guarantees that consumers pay more attention to the marketing message."

BUY / ORDER INFO:
Permission Marketing Audio CD
Permission Marketing Audiocassette

related CD-ROMs:

Brochure Templates