The Power of Positive Selling

Good sales relationships don't just happen. They must be nurtured and developed. From ancient trade routes to modern Internet platforms, sales is one of the world's oldest professions. Throughout the ages, there have been as many ways to sell as there are customers who want to buy. But whether you're a novice or seasoned sales person, no matter what your product or service there is one truth that crosses all boundaries in selling. Selling depends on a relationship. That relationship might last only a few minutes, or extend through an entire lifetime, but in order to conduct a sales transaction, there must be a relationship. 

In The Power of Positive Selling, you will:

 

  • Learn to create and maintain a true connection with your customers 
  • Understand the sales persons, the buyers, and the relationship perspective 
  • Determine how to really listen to your buyer 
  • Identify the most effective planning methods 
  • Discover how to handle rejection 
  • Perfect what to say to price objections 
  • Create an automated follow-up system 
  • Recognize the important things to know about your product

Why People Buy: The Real Reason Features and Benefits Selling Doesn't Work

Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you.

Are you a salesperson who has been hearing too many "We'll think it overs", "Get back to mes", and "We'll let you knows"? If so, you're in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople and found that more than 90 percent of them have exactly the same problem. Why? Because they've been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship. As a result, they don't get beyond a superficial discussion of prospects' interests and problems. They also don't uncover the impact of those problems on prospects' companies or families, don't identify the impact on prospects personally, and don't establish prospects' level of commitment to fixing the problem. The bottom line: They never find out the prospects' true feelings - and feelings are where selling takes place.

Winning from Failing

In the real world, adults don't learn by memorizing facts. There's a natural learning progression from acquiring knowledge to the application in the work role, to developing skills, to adopting new, productive habits. It looks like this: Knowledge > Application > Skills > Habits > Results = Learning. Inevitably, there are failures along the way. These failures are part of the learning process...but too often, our learning initiatives, and our working cultures, make failure taboo. No one wants to be seen failing.

Josh Seibert's new book Winning from Failing: Build and Lead a Corporate Learning Culture for High Performance shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is it okay, even essential, for people to fail...within clearly defined boundaries. Winning from Failing is a proven road map for creating a high-performance learning culture in the workplace, based on the principles of the Sandler Selling System.

Big Tech and the Digital Economy: The Moligopoly Scenario

This book asks a simple question: are the tech giants monopolies? In the current environment of suspicion towards the major technology companies as a result of concerns about their power and influence, it has become commonplace to talk of Google, Facebook, Amazon, Apple, Microsoft, or Netflix as the modern-day version of the 19th-century trusts. In turn, the tech giants are vilified for a whole range of monopoly harms towards consumers, workers, and even the democratic process. In the US and the EU, antitrust and regulatory reform is on the way. 

Using economics, business and management science as well as legal reasoning, this book offers a new perspective on big tech. It builds a theory of "moligopoly". The theory advances that the tech giants, or at least some of them, coexist both as monopolies and oligopoly firms that compete against each other in an environment of substantial uncertainty and economic dynamism.

With this, the book assesses ongoing antitrust and regulatory policy efforts. It demonstrates that it is counterproductive to pursue policies that introduce more rivalry in moligopoly markets subject to technological discontinuities. And that non-economic harms like privacy violations, fake news, or hate speech are difficult issues that belong to the realm of regulation, not antimonopoly remediation.

Bootstrap Selling the Sandler Way, Or: How to Own Your Career and Make It Flourish

At some point, good salespeople learn the difference between simply "doing the job"...and accepting the personal responsibility to produce certain results. This book focuses on "Bootstrap Selling", which is all about becoming fully accountable for sales behaviors. You might have a large team around you, and you could have a great and supportive boss. Yet the difference between a self-starting, high-performance bootstrapping sales professional and an order-taker is that the bootstrapper knows personal commitment and acceptance of responsibility makes good things happen - and acts accordingly. Herein you will find 19 career-changing lessons in Bootstrap Selling the Sandler Way.

Bring Your Brain to Work: Using Cognitive Science to Get a Job, Do it Well, and Advance Your Career

If you're in a job interview, how should you think about the mindset of the interviewer? If you've just been promoted, how do you handle the tensions of managing former peers? And what are the telltale mental signs that it's time to start planning your next career move? 

We know that psychology can teach us much about behaviors and challenges relevant to work, such as making better decisions, influencing people, and dealing with stress. But many popular books on these topics analyze them as universal human phenomena without providing real-life, constructive career help. 

Bring Your Brain to Work changes all that. Professor, author, and popular radio host Art Markman focuses on three essential elements of a successful career - getting a job, excelling at work, and finding your next position - and expertly illustrates how cognitive science, especially psychology, sheds fascinating and useful light on each of these elements.

Integrating the latest research with engaging stories and examples from across the professional spectrum, Bring Your Brain to Work gets inside your head, helping you to succeed through a better understanding of yourself and those around you.  

 

click Here for Bonus Content!

Empathy: HBR Emotional Intelligence Series

Empathy is credited as a factor in improved relationships and even better product development. But while it's easy to say "just put yourself in someone else's shoes", the reality is that understanding the motivations and emotions of others often proves elusive. 

This book helps you understand what empathy is, why it's important, how to surmount the hurdles that make you less empathetic-and when too much empathy is just too much. 

This collection of articles from HBR includes "What Is Empathy?" by Daniel Goleman; "Why Compassion Is a Better Managerial Tactic Than Toughness" by Emma Seppala; "What Great Listeners Actually Do" by Jack Zenger and Joseph Folkman; "Empathy Is Key to a Great Meeting" by Annie McKee; "It's Harder to Empathize with People If You've Been in Their Shoes" by Rachel Rutton, Mary-Hunter McDonnell, and Loran Nordgren; "Being Powerful Makes You Less Empathetic" by Lou Solomon; "A Process for Empathetic Product Design" by Jon Kolko; "How Facebook Uses Empathy to Keep User Data Safe" by Melissa Luu-Van; "The Limits of Empathy" by Adam Waytz; and "What the Dalai Lama Taught Daniel Goleman About Emotional Intelligence", an interview with Daniel Goleman by Andrea Ovans.

Get in Gear: The Seven Gears that Drive Strategy to Results

Only 10% to 25% of organizations get it right when it comes to achieving the expected results from their strategic planning. This means 75% to 90% of them are leaving results on the table and wasting their time on things that don't matter. Almost a decade ago, a major steel manufacturer approached Sean Ryan and his team to help them think through how to better convert strategy to results. This was the catalyst for the seven gears that translate strategy to results found in Strategy-Execution-Results (SXR). 

Why gears? Gears transmit energy. The more aligned they are and the less friction in their chain, the better they function. Leaders can easily identify the gear creating the most friction and then take action to better align that gear with the strategy generating better results. This creates momentum to improve the alignment and performance of other gears. This approach also emphasizes the ways everyone in the organization has some influence over every gear. Based on Sean Ryan's consulting and training with organizations from start-ups to the Fortune 100, he's found that these performance gears drive better results. In this book, you'll employ them to align your goals with your strategy, create visible scorecards to know whether or not you're on track, and identify the critical behaviors and actions that will drive performance.

Great Pajama Jobs: Your Complete Guide to Working from Home

In 2020, the workplace has been transformed and working from home has exploded. It may, in fact, be the new reality of working for many of us, some full-time, some as a hybrid work scenario. 

With some information and expert guidance, you can transform your workday, take control of your time, and explore exciting new opportunities. Great Pajama Jobs is your playbook. 

Until recently, you may have gone to an office that was uninspiring or chaotic, or spent a large part of your busy day responding to emails and working on computer tasks that could easily be accomplished from home. You may have spent hours commuting each day. Then too, you may be a military spouse in search of an ideal remote job to take with you to a new base, or you may need to manage your personal health issues or caregiving duties. Or you may simply want to inch a little closer to a more favorable work-life balance. The truth is, you may need the autonomy and flexibility of working remotely for a myriad of reasons. 

Great Pajama Jobs is your ultimate guide to finding a job where you can work remotely and advance your career while working in pajamas (or certainly something more comfortable than traditional work garb).

Happiness: HBR Emotional Intelligence Series

What is the nature of human happiness, and how do we achieve it in the course of our professional lives? And is it even worth pursuing?

This book explores answers to these questions with research into how happiness is measured, frameworks for personal behaviors, management techniques that build happiness in the workplace - and warnings that highlight where the happiness hype has been overblown.

This collection of articles from HBR includes "Happiness Isn't the Absence of Negative Feelings" by Jennifer Moss; "Being Happy at Work Matters" by Annie McKee; "The Science Behind the Smile", an interview with Daniel Gilbert by Gardiner Morse; "The Power of Small Wins" by Teresa M. Amabile and Steven J. Kramer; "Creating Sustainable Performance" by Gretchen Spreitzer and Christine Porath; "The Research We've Ignored About Happiness at Work" by Andre Spice and Carl Cedarström; and "The Happiness Backlash" by Alison Beard. 

Mindfulness: HBR Emotional Intelligence Series

The benefits of mindfulness include better performance, heightened creativity, deeper self-awareness, and increased charisma - not to mention greater peace of mind. 

This book gives you practical steps for building a sense of presence into your daily work routine. It also explains the science behind mindfulness and why it works and gives clear-eyed warnings about the pitfalls of the fad. 

This collection of articles from HBR includes "Mindfulness in the Age of Complexity", an interview with Ellen Langer by Alison Beard; "Mindfulness Can Literally Change Your Brain", by Christina Congleton, Britta K. Hölzel, and Sara W. Lazar; "How to Practice Mindfulness Throughout Your Work Day", by Rasmus Hougaard and Jacqueline Carter; "Resilience for the Rest of Us", by Daniel Goleman; "Emotional Agility: How Effective Leaders Manage Their Thoughts and Feelings", by Susan David and Christina Congleton; "Don't Let Power Corrupt You", by Dacher Keltner; "Mindfulness for People Who Are Too Busy to Meditate", by Maria Gonzalez; "Is Something Lost When We Use Mindfulness as a Productivity Tool?" by Charlotte Lieberman; and "There Are Risks to Mindfulness at Work", by David Brendel.

Napoleon Hill, My Mentor: Timeless Principles to Take Your Success to the Next Level

The Napoleon Hill Foundation CEO Don discusses his mentor, Napoleon Hill, and how listeners can derive the same benefits he has found by following his teachings. Don is known as one of the great leaders in the personal development field and is the author of Everything I Know About Success I Learned from Napoleon Hill.

Resilience: HBR Emotional Intelligence Series

How do some people bounce back with vigor from daily setbacks, professional crises, or even intense personal trauma? 

This book reveals the key traits of those who emerge stronger from challenges, helps you train your brain to withstand the stresses of daily life, and presents an approach to an effective career reboot.

This collection of articles from HBR includes "How Resilience Works", by Diane Coutu; "Resilience for the Rest of Us", by Daniel Goleman; "How to Evaluate, Manage, and Strengthen Your Resilience", by David Kopans; "Find the Coaching in Criticism", by Sheila Heen and Douglas Stone; "Firing Back: How Great Leaders Rebound After Career Disasters", by Jeffrey A. Sonnenfeld and Andrew J. Ward; and "Resilience Is About How You Recharge, Not How You Endure", by Shawn Achor and Michelle Gielan.

The Brand Mapping Strategy: Design, Build, and Accelerate Your Brand

If you don't define your brand, someone else will define it for you

Sharing hard-earned insights, advice, and best practices, brand and marketing strategist Karen Tiber Leland helps entrepreneurs, business owners, CEOs, and executives create a brand by design instead of default, gain greater influence in their industries and companies, and become thought leaders in their fields. 

The Brand Mapping Strategy uses proven strategies, best practices, and anecdotes from real life brand-building successes to give listeners the tools they need to design, build, and accelerate a successful brand. Listeners will be able to: develop an overall blueprint for their brand using the Brand Mapping Process; determine which online tactics (and in what combination) will work for their brand; expand the current brand outreach and contribution to a bigger audience in their industry, community, or the world at large; become a thought or industry leader, using clear positioning, a specific strategy for brand building, and a method for implementation; leverage content effectively and efficiently to build their brand; and develop a marketing and social media strategy using the right platform.

The Food Truck Handbook: Start, Grow, and Succeed in the Mobile Food Business

Foodies the world over have awakened to the mouthwatering potential of the food truck, inspiring national food truck competitions and even a show on the Food Network. The relatively low cost of entry, combined with free and low-cost ways to market them through social media, make the food truck business an ideal entry point for budding entrepreneurs. 

The Food Truck Handbook offers step-by-step advice on achieving your mobile food mogul dreams. From concept development to gaining a loyal following to preventative maintenance on your equipment, this book covers everything you need to know about starting and running a successful food truck business, including:

  • Profiles of successful food trucks, detailing their operations, profitability, and scalability
  • How to write a sound business plan, set a reasonable budget, and raise the money to get started
  • Best practices and tools to help you pick a truck, choose a location, find trustworthy vendors, and get your truck open on time
  • How to stay lean and profitable by avoiding the most common operating mistakes
  • How to grow from one truck to multiple trucks, restaurants, wholesale, or a food truck franchise

The Magic of Believing Action Plan: Master Class Series

You Will Never Doubt Yourself Again

PEN Award-winning historian and popular New Thought voice Mitch Horowitz teaches how to harness and maximize the tools of The Magic of Believing, one of the most effective works of mind-power ever written. In Mitch's five lessons you will experience Claude M. Bristol's The Magic of Believing in a whole new way - and you will also experience, as though for the first time and for all time, the extraordinary powers within you. 

Join Mitch to discover how to effectively program your mind; the links between performance and self-image; why writing down symbols, aims, and wishes brings you special power; how to develop charisma; and the correspondences between current ESP research and Bristol's ideas.

Will Post for Profit: How Brands and Influencers Are Cashing In on Social Media

Since the rise of social media, influencer marketing has emerged as one of the most powerful alternatives to traditional marketing channels that have become too expensive and ineffective for the majority of businesses today. Between 2016 and 2019, spending on influencer marketing tripled to over $6 billion. This has created a gold rush of opportunity for those on the cutting edge. However, few resources are available to guide influencers and brands through this rapidly evolving landscape. As a result, millions of dollars in profits are being wasted. 

Will Post for Profit unpacks the critical components that are necessary to successfully navigate today's complex digital world, in an easily digestible format - exploring topics like how to select a platform, FTC compliance, ethics, audience growth strategy, designing successful campaigns, finding brands or influencers to work with, contracts, key performance indicators (KPIs), and more. Included are more than a dozen interviews with successful brands and influencers who reveal their top secrets to success and biggest mistakes to avoid. 

Whether just starting out or well-seasoned social gurus, listeners will leave Will Post for Profit with the necessary tools to grow their audience, make the most of their campaigns or collaborations, and ultimately generate profit from social influence.

Winning at the Acquisition Game: Tools, Templates, and Best Practices Across the M&A Process

In an era of digital transformation, disruptive innovation, transient competitive advantage, and industry convergence, mergers and acquisitions have become more complex than ever.

Winning at the Acquisition Game presents the best materials, insights, and tools which comprise the comprehensive, cross-disciplinary Mergers and Acquisitions course taught in the MBA and Executive MBA programs at the Saïd Business School, University of Oxford. Each chapter connects traditionally distinct "siloed" functional expertise and provides listeners with practical knowledge and tools to help them understand the entire M&A process; from pre-deal strategy and due diligence, through transaction valuation, negotiations, and consummation, to post-deal implementation, workforce motivation, innovation for revenue growth, and results measurement and reporting. Case examples illustrate how each stage of the process has been implemented by companies across various industries.

Through an actionable, end-to-end process model this book shows both practitioners and students of M&A how to successfully mobilize and integrate organizational capability and avoid management missteps to gain a unique advantage and truly "win" at the acquisition game.

Don't Push Too Many Trolleys: And Other Tips from Navigating Life and Business

Don't Push Too Many Trolleys: And Other Tips from Navigating Life and Business teaches listeners 10 crucial principles required to succeed in life and business. Written by Ying Tan, founder and CEO of a multimillion-pound financial services company, Don't Push Too Many Trolleys imparts sage advice suitable for anyone, at any stage of their life. 

The author describes the attitudes, lessons, and traits that allowed him to become one of the youngest vice presidents ever at Goldman Sachs. He shows listeners how he built a company from the ground up to create one of the most influential and powerful financial services companies in the UK. Full of concrete strategies and practical advice, this book provides: a deeply personal and humble perspective on success in life and business; actionable advice that makes a real difference in the pursuit of happiness and wealth; and a front-row seat to the economic meltdown of 2008 and how the author managed to survive it with his business intact. 

Written for entrepreneurs, business people, financial professionals, and anyone else with an interest in improving their personal and professional life by taking full responsibility for their choices and actions, Don't Push Too Many Trolleys is an indispensable addition to the libraries of people across the world.

Reinforcements: How to Get People to Help You

Humans have a natural instinct to help others. 

Imagine walking up to a stranger on the subway and asking them for their seat. What about asking a random person on the street if you could borrow their phone? If the idea makes you squeamish, you're not alone - social psychologists have found that doing these very things makes most of us almost unbearably uncomfortable. 

But here's the funny thing: even though we hate to ask for help, most people are wired to be helpful. And that's a good thing, because every day in the modern, uber-collaborative workplace, we all need to know when and how to call in the cavalry. 

However, asking people for help isn't intuitive; in fact, a lot of our instincts are wrong. As a result, we do a poor job of calling in the reinforcements we need, leaving confused or even offended colleagues in our wake. 

This pragmatic book explains how to get it right. With humor, insight, and engaging storytelling, Heidi Grant, PhD, describes how to elicit helpful behavior from your friends, family, and colleagues - in a way that leaves them feeling genuinely happy to lend a hand.

Reinvent Your Business Model: How to Seize the White Space for Transformative Growth

In his pioneering book Seizing the White Space, Mark W. Johnson argued that business model innovation is the most proven path to transformational growth. Since then, Uber, Airbnb, and other start-ups have disrupted whole industries; incumbents such as Blockbuster, Sears, Toys "R" Us, and BlackBerry have fallen by the wayside; and digital transformation has become one of the business world's hottest (and least understood) slogans. Nearly a decade later, the art and science of business model innovation is more relevant than ever.

In this revised, updated, and newly titled edition, Johnson provides an eminently practical framework for understanding how a business model actually works. Identifying its four fundamental building blocks, he lays out a structured and repeatable process for reinventing an existing business model or creating a new one and then incubating and scaling it into a profitable and thriving enterprise. In a new chapter on digital transformation, he shows how serial transformers like Amazon leverage business model innovation so successfully.

Reinvent Your Business Model is the strategic innovation playbook you need now and in the future. 

Retail Success in an Online World: How to Compete and Win in the Amazon Era

With all the technological and economic shifts leading to significant change in the world of retailing, it's important to understand what really works - as well as what really doesn't - in the current retail selling environment. Surviving and thriving in this market means not just meeting, but exceeding, customer expectations. In this book, you learn what makes that possible: a nurturing relationship...combined with a tested, repeatable, zero-pressure sales process. 

Even in the face of revolutionary changes facing owners of small and mid-sized retail shops, what remains constant is the need for direct, personal interaction with a customer who needs help. That help comes most powerfully in the form of nurturing, real-time, in-person support for buyers who are facing a problem they haven't yet solved...or who need in-person guidance in creating a successful outcome on an important purchase. For these customers, face-to-face interactions still matter. 

Getting nurturing support from a real, live human being is part of how our species is wired. It is one of the main reasons face-to-face retail continues to be a part of the shopping landscape, and can never be fully replaced with a 100% online experience. Retail Success in an Online World shows how to harness this basic human need, so you can compete, and win, in the Amazon era.

Trampled by Unicorns: Big Tech's Empathy Problem and How to Fix It

Trampled by Unicorns: Big Tech's Empathy Problem and How to Fix It explores how technology has progressed humanity's most noble pursuits, while also grappling with the origins of the industry's destructive empathy deficit and the practical measures Big Tech can take to self-regulate and make it right again. Author Maëlle Gavet examines the tendency for many of Big Tech's stars to stray from their user-first ideals and make products that actually profoundly damage their customers and ultimately society. 

Offering an account of the world of tech startups in the United States and Europe, Trampled by Unicorns argues that the causes and consequences of Big Tech's failures originate from four main sources: the Valley's cultural insularity, the hyper-growth business model, the sector's stunning lack of diversity, and a dangerous self-sustaining ecosystem. However, the book is not just an account of how an industry came off the rails, but also a passionate call to action on how to get it back on track. 

Gavet formulates a clear call to action for industry leaders, board members, employees, and consumers/users to drive the change necessary to create better, more sustainable businesses - and the steps Western governments are likely to take should tech leaders fail to do so.

Value Investing (Second Edition): From Graham to Buffett and Beyond

Beat the market with the tips and techniques from the best value investors in the world.

The classic, seminal work in the field Value Investing has been updated in a new second edition to include the latest trends and a close look at some of the emerging investors who continue in the value investing tradition of Ben Graham and Warren Buffett. Featuring an exploration of the history of value investing and those who brought this investment approach to the fore, you will also discover the real-world techniques you can use to propel your own portfolio using a sound, proven approach to discovering value.

In the modern era, investors are increasingly caught up in so-called hot tips, can't-miss start-ups, excessive optimism, and short-term speculation. Value investing is the antithesis to these short-sighted approaches and stresses what Ben Graham - the father of value investing - referred to as the "margin of safety" when describing the gap between an equity's price and its value.

Value Investing, Second Edition is your guide to implementing value investing principles in your own portfolio, complete with a look at the approaches used by the best value investors past and present.

Change: The Sandler Way

There are four stages of transition that all of us experience when making a successful adjustment to a new work situation...and eight common, potentially negative consequences that are likely to accompany any organizational change initiative. Leaders who understand these four stages and who understand the human dynamics behind the eight most common challenges can improve their odds of success.

In this powerful, accessible resource for leaders, management consultant Hamish Knox gives managers an overview of the four stages of transition that all of us experience when making a successful adjustment to a new work situation. They are: 

  1. Denial; 
  2. Resistance; 
  3. Exploration;
  4. Commitment.

Knox also argues that there are eight common, potentially negative consequences that are likely to accompany any and every organizational change initiative. They are: 

  1. A sense of loss; 
  2. Confusion and ambivalence; 
  3. Reduced trust; 
  4. Increased concern about survival; 
  5. Communication problems; 
  6. Lower productivity; 
  7. Turnover; 
  8. Strong emotional responses.

Based on the work of David Sandler, creator of the Sandler selling system.