Marshall Cavendish International

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By Bob Etherington
Out of stock
1,15697 90226
Nearly everyone within a company is involved in selling at one level or another. Yet, the majority of those people are not professional frontline salespeople - they have never received any training in selling or in dealing with customers. As a result, opportunities are missed and, worst, you may even have wrecked the relationship with the customer for the long term. Selling Skills for Complete Amateurs presents a set of basic skills for selling, aimed exclusively at those people who have never been trained in the art of selling. Based on the successful courses which the author has been running for over ten years for beginners in sales, this book is intended to enable anyone to make a sound contribution to the overall sales process. 10 reasons you must buy this book and stop wrecking sales efforts in your organisation! 1. Amateurs make 10 fatal selling statements that instantly turn customers off. 2. You can cut objections to your sales pitch by up to 90% (and deal easily with the remaining few) using a proven method. 3. A truly persuasive sales letter doesn't look anything like the attempts that amateurs make. 4. No validated research supports the business folklore that sales objections are "buying signals in disguise" - in fact they have the opposite effect! 5. Unconscious emotional need - that's what you need to generate when your customer is at the point of making a buying decision. 6. There are two key human attributes which you can use to encourage customers to persuade themselves for you. 7. "Telling isn't selling" - what can you do to make a massive change in the outcome of your next meeting with a customer? 8. Prolonging the investigative phase of your sale increases customer desire for the solution your product provides. 9. You don't want to be marooned in "great-presentation-we'll-call-you-soon" limbo. 10. Wake up to the real cause of the commonest objection of all - "You're too expensive" - and discover what you can do to stop it immediately.
AuthorBob Etherington BindingPaperback
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By Bob Etherington
In stock
1,10100 83100
Cold calling - making contact with strangers - is the biggest fear confronting businesspeople, especially those who work in sales and marketing. "Put me in front of a customer and I can persuade them to buy anything ... just don't ask me to cold call!!" Yet cold calling is unavoidable and something which has to be done (and not just in sales and marketing) if you are to sell and make people aware of your business. This book, based on a very successful course given to thousands of people, shows the art and science of making first contact with complete strangers. The secret is in the preparation and approach, rather than having the gift of the gab, that will enable even yellow-bellied chickens to make that call with confidence. 10 reasons you must buy this book and start winning new customers tomorrow! 1. It is written by somebody who does it successfully every week. 2. Cold calling is fun, and much, much easier than you think. 3. Cold calling is 10 times more effective and less costly than "networking parties," website promotion or advertising. 4. 95% of your competitors are too scared to do it. That means there's a lot of business out there waiting for you. 5. The only people who tell you that cold calling doesn't work are those too scared to do it themselves. 6. You actually overcome your fear by becoming an even bigger "chicken." 7. "No's" are not bad things. Go for more "no's." Two is not enough - success usually comes on the sixth attempt. 8. Seven simple questions will usually get you to a "yes." 9. The 5% of sellers who do it properly are taking 85% of the new business in your market. By using the material in this book you will make sure you join the few. 10. "Build a better mousetrap and the world will beat a path to your door"? The biggest lie in business! Your market is now too crowded with businesses that look just like yours (however much you kid yourself). So if not cold calling, how are you going to find new customers? [Facsimile reprint edition]
AuthorBob Etherington BindingPaperback
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By Andy Maslen
Out of stock
1,15697
Andy Maslen is one of UK's leading copywriters, helping organisations of all sizes build sales and profits through the written word - both online and offline. Andy is a Fellow of the Institute of Direct Marketing. He writes and speaks regularly on copywriting and co-founded Write For Results, a business writing training company. Andy graduated in Psychology and Anthropology from Durham University, in England. He is also the author of 100 Great Copywriting Ideas and The Copywriting Sourcebook, both published by Marshall Cavendish Business
AuthorAndy Maslen BindingPaperback
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By Shirley Taylor
Out of stock
1,23967 1,15780
Shirley Taylor is a leading authority in modern business writing and communication skills. She is the author of numerous successful books on communication skills, including titles in the ST Training Solutions 'Success Skills' series as well as the international bestseller, Model Business Letters, E-mails and Other Business Documents, which is now in its sixth edition, having sold almost half a million copies worldwide. Shirley conducts her own popular workshops on business writing and e-mail, as well as communication and secretarial skills. She puts a lot of passion and energy into her workshops to make sure they are entertaining, practical, informative, and a lot of fun
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By Alvin Chia
Out of stock
1,32237
Alvin Chia is the Innovation Program Lead of DBS Bank, and a seasoned hacker. His tenure in DBS saw him conducting more than fifty hackathons and workshops across the region solving business challenges such as digitization and new product development. Prior to DBS, Alvin consulted for the largest independent innovation consulting company, serving top-tier clients such as InterContinental Hotel Group (IHG), GlaxoSmithKline (GSK) and Unilever. Outside of work, Alvin lectures actively as an Adjunct Faculty and writes for the business and leadership verticals of the Huffington Post.
AuthorAlvin Chia BindingPaperback
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By Kathirasan K
Out of stock
1,48777 1,17765
Today we need a new type of leader. As we enter the fourth industrial revolution, we need leaders with the wisdom to address new ways of working, to make a positive change in the world. One of the key premises of Mindfulness-Based Leadership is that leadership is about being, not becoming. We make a bigger difference by looking within ourselves than by striving to become what we are not. While mindfulness has often been perceived as a solitary activity, this book reveals how it is applicable on a wider scale - in groups, businesses and the wider community. Mindfulness-Based Leadership shows us how to balance self and organisational goals, to erase the real and imagined internal conflicts between what we believe in and what we do in reality. Mindfulness expert Kathirasan K presents a unique 56-day course on Mindfulness-Based Leadership. Each day introduces a new facet of mindfulness - through guided introspection, acceptance and mindful practice - illuminating the ways in which we can unlock the leader within ourselves.
AuthorKathirasan K BindingPaperback
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By Rocky Scopelliti
In stock
1,65200
Rocky Scopelliti is a world-renowned demographic and digital thought leader, commentator and advisor to over 150 boards and leadership teams each year in the information technology and financial services sectors. A distinguished digital strategist, author and international keynote speaker, he has contributed to the World Economic Forum's Disruptive Innovation in Financial Services Program, delivered keynote addresses across Asia, USA and Europe. He has also published 12 thought leadership research reports on demographic and digital disruption that are internationally recognised.
AuthorRocky Scopelliti BindingPaperback
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By Morten Strange
Out of stock
1,18000 99700
Global warming, overpopulation, the biodiversity crisis... the world we live in is in a state of emergency. This is not just an ecological problem; it is an economic problem as well. The state of the natural world impacts - and is impacted by - human society. Our actions have long-term consequences, so we must be wise in the choices we make, not least in the companies/practices we support through our investment decisions. In The Ethical Investor's Handbook, author Morten Strange connects the dots, to show how economics and finance play a direct role in perpetuating this crisis. What can we as individual investors do to avoid wrecking the Earth while growing our wealth? How can we navigate the capital allocation space without compromising our ethical values? It can be done - some of the Big Boys have done it - and this invaluable new book shows us how. Delving into topics such as alternative energy sources, conservation and natural capital, The Ethical Investor's Handbook offers practical advice on how to build a sustainable green portfolio that reaps handsome returns. There are pitfalls and stranded assets to avoid, but also new opportunities if you know where to find them. Do-gooders, with the right understanding of the issues at hand, can make a good buck!
AuthorMorten Strange BindingPaperback
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By John Train
Out of stock
5,00000 3,40000
John Train founded Train, Smith Investment Counsel and is chairman of Montrose Advisors, both of New York. His bestselling books on investing include  The Craft of Investing, The Money Masters, The New Money Masters,  and  The Midas Touch.  He has written several hundred columns for  The Wall Street Journal,   Forbes, The New York Times, Harvard Magazine, The Financial Times,  and other publications. He is a part-time director of two independent government agencies reporting directly to Congress and of several emerging market mutual funds. He lives in New York, spends summers in Maine, and travels frequently to Europe, Asia, and South America.
AuthorJohn Train BindingPaperback
9789814634236
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By Daniel Fung
In stock
67566 55574
Dr Daniel Fung is the Chairman of the Medical Boardand Senior Consultant at the Child Guidance Clinic in Singapore.
AuthorDaniel Fung BindingPaperback
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By Peter Shaw
In stock
1,09495 82535
Peter Shaw works with individuals, teams and groups to help them grow their strengths and tackle demanding issues confidently. He has held a wide range of Board posts covering finance, personnel, policy, communications and delivery and had previously worked in five UK Government departments (Treasury, Education, Employment, Environment and Transport). He is the author of a sequence of influential leadership books and a Visiting Professor at Newcastle University Business School. He is also author of 100 Great Personal Impact Ideas in the same series
AuthorPeter Shaw BindingPaperback