Personal Selling

If there were a single great “secret” to being an elite sales professional, surely one of the millions of attendees of BrianTracy’s sales seminars would have spilled the beans by now. There isn’t a secret. But there is a set of consistently successful selling techniques that most companies don’t teach their salespeople, and which most entrepreneurs and independent sales pros think they don’t have time to learn.

Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.

Ever notice that there are people you work with who just make business happen? Listen to How to Become a Rainmaker to figure out the secret of being a storm front in your company. Let it pour!

“Why rent when you can buy?” More than any other, this phrase captures the overwhelmingly unanimous promotion of home ownership to Canadians. Real estate agents, mortgage brokers, family, friends, and even the government promote ownership as a safe, attractive, and sure-fire path to personal wealth. This one-size-fits-all advice ignores the reality of Canada’s housing market. Canadians deserve better advice.

What does it really mean to be successful, and why do so many never get there? Tom Hopkins addresses his pattern to attain the miracle of success in this one-hour audio presentation. With these time-tested and morally upstanding principles, you will be on your way to the achievement you have always dreamed of. Learn simple principles to keep a success-oriented mind-set, how to set and pursue goals with a real action plan, the unbelievable power of self-talk, and how to breathe new life and strength into yourself every day.

A proven strategy for dominating markets developed over 15 years, Tuned In reveals the "secrets" that separate market leaders from followers and failures. It shows you how to stop wasting time and money trying to be innovative and start creating "resonators" - great products or services that people buy without thinking because they solve the problems they have and make their lives better.

Leading a real estate business can seem like a daunting task, with too few hours in the day, too many petty management issues, and problems real estate agents in large businesses don't seem to face. The E-Myth Real Estate Agent offers you a road map to create a business that's self-sucient, growing, and highly profitable. Take your company to levels you didn't think possible with this unique guide!

Authored by expert real estate fix-and-flipper J Scott, this revised edition of the best-selling book details a step-by-step plan to succeed in your first - or next - house flip. Find a great investment, learn how to fix it up, and walk away with a profit. In this completely revised and updated edition, you’ll find new explanations on the ins and outs of flipping real estate in any part of the economic cycle, more options on how to finance your flips, and a focus on larger renovation projects not previously discussed!

Are you ready to conquer your call reluctance? That is the promise of this book! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering. The resources in this book are a reflection of 30-plus years as a full-time sales performance coach. This information has helped thousands of people break through their barriers and find the will to make the prospecting calls they need to make.

Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.

The exact qualities that bring an individual to found a start-up company (their brilliance and expertise) are what prevent them from achieving the success they are looking for - this is the paradox that is entrepreneurship. What starts out as freedom and financial independence turns into grueling hours and added stress and bills. But successful five-time entrepreneur Curtis Morley is here to help. He shares that every entrepreneur is typically doing the same 15 things wrong or just not doing them at all - regardless of industry or business type.

With more than 1 million copies in circulation, it remains the best-selling family business book of all time. Much of its success is owed to the deeply original message about the dangers of gifting an operating business to family. It offers business owners and their family a proven process for building wealth and protecting family relationships by exploring whether the business should be sold inside or outside the family. Every Family's Business includes 12 questions to help guide this emotional transition.

Many people assume that effective sales ability demands a unique personality and an aggressive attitude. It's not true, and Robert Herjavec is proof. Known as the "Nice Shark" on ABC's Emmy Award-winning hit show Shark Tank, Robert Herjavec is loved by viewers, who respond to his affable nature. He has developed an honest and genuine approach to life and selling that has set him apart from his cutthroat colleagues and rewarded him with a degree of wealth measured in hundreds of millions of dollars.

Orison Swett Marden est connu pour avoir créé le magazine Success qui se concentre sur les personnes qui assument l'entière responsabilité de leur propre développement et de leurs revenus. À travers ces classiques de la vente et du développement personnel, Orison Swett Marden présente les principes indémodables sur la façon de réussir à vendre ce qu’on est et ce qu’on possède quel que soit le moyen ou l’époque ! Plus qu’un livre de vente, c’est un livre qui vous montre comment réussir tout ce que vous entreprenez, et les pas vers la gloire et la fortune.

When the real estate market gets hot, it’s the investors who know the ins and outs of negotiating with sellers (and with agents, banks, contractors, and other institutions) who will get the deal. And it’s those same investors who will get their properties sold for top dollar and minimal stress!

This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.

Succeed the Sandler Way features 14 compelling success stories from real people who have used the Sandler Selling System to create major personal and professional breakthroughs. Each chapter is an in-depth profile of an actual Sandler client. As each case study proves, the guiding principle for creating a breakthrough is deceptively simple-sounding: Be candid with yourself. Taking a good, hard look at yourself is a prerequisite of any breakthrough.

In Emotional Intelligence for Sales Success, you'll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships.

In The Relationship Economy, author John DiJulius teaches business leaders about the importance of relationship building in the digital age. He argues that in spite of (and because of) the advances in tech, we've become a less connected society. We have dramatically evolved away from face-to-face communication, and the skill of building rapport is evaporating. This means that customer personalization and relationships are more important now than ever - and they will be the key to success for businesses moving forward.

Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.