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Product Identifiers
PublisherWiley & Sons, Incorporated, John
ISBN-100470150718
ISBN-139780470150719
eBay Product ID (ePID)59768411
Product Key Features
Book TitleSalesburst!! : World's Fastest (Entrepreneurial) Sales Training
Number of Pages208 Pages
LanguageEnglish
Publication Year2007
TopicSales & Selling / General
IllustratorYes
GenreBusiness & Economics
AuthorPatrick Evans
FormatHardcover
Dimensions
Item Height0.8 in
Item Weight11.9 Oz
Item Length9.8 in
Item Width5.8 in
Additional Product Features
Intended AudienceTrade
LCCN2007-008124
Dewey Edition22
Dewey Decimal658.85
Table Of ContentAcknowledgments xii About the Author xiii Preface xv Late Show with David Letterman: FAST Close xviii What is the Object of Entrepreneurial Sales Training? xix Definitions xxi Part I Secrets Chapter 1 Secret #1: Ask a Question When You Are Lost 3 Chapter 2 Secret #2: Prime the Pump 7 Chapter 3 Secret #3: Role-Play the 10 Perfect Closing Questions 9 Chapter 4 Secret #4: Call Back the Same Day 19 Chapter 5 Secret #5: Intercept 23 Chapter 6 Secret #6: Land Where You Planned 27 Chapter 7 Secret #7: Water, No Ice 29 Chapter 8 Secret #8: The Blame Game 31 Chapter 9 Secret #9: Give and Take 33 Chapter 10 Secret #10: Be a Contrarian 37 Chapter 11 Secret #11: Bet on Yourself 41 Chapter 12 Secret #12: Is Sales Art or Science? 45 Chapter 13 Secret #13: Immediate Action After Strategy 49 Chapter 14 Secret #14: Program Your Mind 53 Part II Questioning Chapter 15 Answer a Direct Question with a Question 59 Chapter 16 The Checklist Close 63 Chapter 17 Land Mines 67 Chapter 18 Cats, Dogs, or Fish? 71 Chapter 19 Alternative Ways to Cold Call 75 Chapter 20 Selling an Intangible 79 Part III Listening Chapter 21 Self-Monitoring 87 Chapter 22 How to Calm an Irate Customer 91 Part IV Hiring Chapter 23 The Most Effi cient Interview 97 Chapter 24 Rejection and Impression 103 Chapter 25 Initial Reaction versus Fact 107 Part V Organizing Chapter 26 21-Day Challenge 113 Chapter 27 Sell Like You Are a Business 119 Chapter 28 Start Up Capital? 127 Chapter 29 Six Degrees from Kevin Bacon 131 Part VI Showing Chapter 30 Trade Shows: A Successful Way to Sell From a Booth 137 Chapter 31 More Booth Marketing Ideas 141 Part VII Marketing Chapter 32 FREe-commerce 147 Chapter 33 Lease and Refi nance 153 Chapter 34 Your Presentations 157 Chapter 35 Good Medicine 163 Chapter 36 Better Than New 169 Chapter 37 You versus Goliath 173 Chapter 38 Digitize Your Competition and Reposition 177 Index 183
SynopsisPraise for SalesBURST!! " SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today." --Peter Handal, CEO, Dale Carnegie & Associates, Inc. "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker." --Jeffrey Gitomer, author of Little Red Book of Selling "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible." --Brian Tracy, author of The Psychology of Selling "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful." --John Calamos, CEO, Calamos Investments "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand." --Joel Leetzow, Executive Vice President, North America and board member, Scancode " SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota." --Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons." --Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University " SalesBURST!! teaches you to set goals and train for those goals so you win." --Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist, Praise for SalesBURST!! "SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today." -Peter Handal, CEO, Dale Carnegie & Associates, Inc. "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy: the manager, the salesperson, and the salesperson's banker." -Jeffrey Gitomer, author of Little Red Book of Selling "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible." -Brian Tracy, author of The Psychology of Selling "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful." -John Calamos, CEO, Calamos Investments "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand." -Joel Leetzow, Executive Vice President, North America and board member, Scancode "SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota." -Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons." -Rick E. Ridnour, PhD, Department ofMarketing, Northern Illinois University "SalesBURST!! teaches you to set goals and train for those goals so you win." -Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist, Praise for SalesBURST!! " SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today. " Peter Handal, CEO, Dale Carnegie & Associates, Inc., Praise for SalesBURST " SalesBURST is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today." --Peter Handal, CEO, Dale Carnegie & Associates, Inc. "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy: the manager, the salesperson, and the salesperson's banker." --Jeffrey Gitomer, author of Little Red Book of Selling "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible." --Brian Tracy, author of The Psychology of Selling "Learn from Evans and SalesBURST how passion, determination, and an intelligence-based sales effort can make you successful." --John Calamos, CEO, Calamos Investments "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST to train my salespeople firsthand." --Joel Leetzow, Executive Vice President, North America and board member, Scancode " SalesBURST is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota." --Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons." --Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University " SalesBURST teaches you to set goals and train for those goals so you win." --Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist, Praise for SalesBURST!! "SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today." Peter Handal, CEO, Dale Carnegie & Associates, Inc. "Every salesperson wants to get up to speed as fast as they can but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salespersons banker." Jeffrey Gitomer, author of Little Red Book of Selling "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible." Brian Tracy, author of The Psychology of Selling "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful." John Calamos, CEO, Calamos Investments "I have utilized Evanss sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand." Joel Leetzow, Executive Vice President, North America and board member, Scancode "SalesBURST!! is filled with Evanss success stories that will both inspire you and provide helpful hints to help you meet your own quota." Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons." Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University "SalesBURST!! teaches you to set goals and train for those goals so you win." Buddy Melges, Americas Cup winning skipper and Gold and Bronze Olympic Medalist, Praise for SalesBURST!! " SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today." --Peter Handal, CEO, Dale Carnegie & Associates, Inc. "Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy: the manager, the salesperson, and the salesperson's banker." --Jeffrey Gitomer, author of Little Red Book of Selling "This is a great book that shows you how to make more sales, faster and easier than you ever thought possible." --Brian Tracy, author of The Psychology of Selling "Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful." --John Calamos, CEO, Calamos Investments "I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand." --Joel Leetzow, Executive Vice President, North America and board member, Scancode " SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota." --Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture "Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons." --Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University " SalesBURST!! teaches you to set goals and train for those goals so you win." --Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist
LC Classification NumberHF5438.25.E92 2007
