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The Great Mental Models Volume 3: Systems and Mathematics
The much anticipated third installment in the Wall Street Journal Bestselling series ‘The Great Mental Models’. The secret to better decision-making is learning things that won’t change. Mastering a small number of versatile concepts with broad applicability enables you to rapidly grasp new areas, identify patterns, and understand how the world works. Don’t waste your time on knowledge with an expiry date – focus on the fundamentals. In part one, you’ll learn mental models from systems, helping you see unexpected connections and avoid costly mistakes. You’ll discover how these concepts govern the behaviors and interactions in your life. In part two, you’ll learn mental models from mathematics that reveal logical patterns in the world. This isn’t your high school math class. Mastering The Great Mental Models helps you thrive in an uncertain world. The right cognitive tools prepare you for any type of challenge. From parenting to healthy eating, relationships to personal productivity, and from learning to product design, this book will give you new lenses for understanding life.Read more
£0.90 -
An Introduction to Personal Injury Law
Personal Injury law is one of the most ubiquitous areas of legal practice yet often forms no more than a tiny fraction of a student’s study of the law of Tort. This book is designed to provide the necessary background and information to take the reader from a standing start (whether law student, file handler, or litigant-in-person) to a level of understanding where they can run a claim with a real understanding of the underlying issues, the aims of such litigation and the issues which can arise. It provides a genuine touchstone for anybody involved in Personal Injury law, serving to remind them of what they are doing and why. ABOUT THE AUTHOR David Boyle read Law at Churchill College, Cambridge and has 21 years’ experience of Personal Injury work based at Deans Court Chambers in Manchester. He has a thriving practice across a broad spectrum of complex, high value, high profile and unusual Multi-Track claims, lectures at both undergraduate and postgraduate level and has been Head of Mini-Pupillage at Deans Court for 6 years. Always approachable, he has a particular appreciation of the need for clients to understand their litigation, no matter what the complexities, and has a reputation for clarity and forensic rigour in both his written and oral advocacy. In 2015, the Legal 500 said that he “Provides tactically astute, detailed advice and is able to convey this simply.” He has carried that through to his writing, the critically acclaimed “On Experts” and this, his second book. “He writes as he speaks: He surveys the territory with the advantage of a wealth of experience, richly leavened with a generous helping of personal anecdote, thereby combining authority with accessibility.” – Turner JRead more
£33.20 -
Safety Performance Reimagined: A 4D Approach to Organizational Performance
This book reimagines how safety performance is done. The two authors share case studies and stories from decades of experience working with companies globally to create sustainable safety performance in high-risk operations. It takes a practitioner’s approach to translate academic theory into practical steps that can be used from the boardroom to the frontline.
Safety is ultimately about people. Safety Performance Reimagined identifies the need for a sociotechnical approach and introduces the concept of 4-Dimensional Safety which successfully navigates the complex interplay between people, technology, systems, the structures, and the markets they operate in.
How do leaders and the people conducting operations in complex environments create resilient, safe, and sustainable performance?
The conventional approach fails to equip organizations to handle the complex interplay between people and technology in workplaces. Safety Differently, Safety-II, and HOP have all contributed to answering the “what’s missing” question. They address the Why and the What of the New View of safety, but there is one more piece that needs more exploration—the How.
This book provides proven practical solutions and outlines ‘How’ organizations can achieve sustainable safety performance.Read more
£7.70 -
Haccp Record Book: Complete Hazard Analysis and Critical Control Point, Your monthly Log book For Food Safety
Haccp Monthly Log Book
The daily routine of entering temperatures, deliveries, etc. takes a lot of time, but thanks to this Haccp Log Book it becomes simple and quick.
All in One Book :
- Food Delivery Records.
- Cooking/Cooling/Reheating.
- Daily, Weekly, and Monthly schedule of cleaning.
- Daily, Weekly, and Monthly Kitchen Cleaning schedule. Arranged chronologically.
Book Features:
- Easy to record
- Dimensions: 8.5″ x 11″ (21.59 x 27.94 cm)
- Pages: 120
- Cover Finish: Matte
- Paper Color: White
Get Your Copy Today !
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£5.70 -
Psychological Safety: The key to happy, high-performing people and teams
Both scientific and industry research suggest that paying close attention to psychological safety has tangible benefits, not just to personal health and well-being, but to workplace productivity and performance. In 2015 Google released the findings of some compelling research known as “The Aristotle Project”. In its quest to build the perfect team, Google assessed the factors common to their high-performing teams. They were shocked to find it was not the background, the experience, or the education of the team members that determined the team’s success, but whether psychological safety was present within the team.Most of us understand the importance of physical safety. We protect ourselves and those around us, and know what physical interactions are socially acceptable, helpful, or harmful.Psychological safety, however, is a new frontier. Only now are we beginning to understand its importance and impact, thanks to recent advancements in neuroscience.For example, research shows that a “hit” to our psychological safety can have a deeper and longer-lasting impact than a “hit” to our physical selves. In fact, social rejection has the same impact on the brain as a punch to the face. Over time, the pain associated with a physical attack is difficult or impossible to recall. The memory of social rejection, however, even many years after the fact, can elicit the same strength of emotion as it did at the time of the event.When we experience an attack to our psychological safety, our brain is triggered into a stress response. Our cognitive abilities are compromised. Our higher, logical brain, the one responsible for thinking, creativity, decision-making, and self-control, goes off-line. In this derailed stress state we can find it difficult to concentrate, make decisions, or control our emotions. In a psychologically safe climate, people are not afraid to express themselves; they feel accepted and respected. This openness creates a fertile environment for thinking, creativity, innovation, and growth, and leads to more collaborative relationships and an overall improvement in individual and team productivity.So how do you identify and manage the triggers that threaten your psychological safety and hijack your brain?Based on the latest neuroscience research, the S.A.F.E.T.Y.™ model describes some of the most important social motivators of human behavior.Learn how to implement it in your life and your workplace, to reap the benefits of increased productivity and personal well-being. This revolutionary book offers actionable solutions to key questions that may be holding you (and your team) back from fulfilling your potential:● Why am I so anxious and stressed?● Why do I continue to do things I don’t want to do?● Why do I care so much about what others think of me?● Why do I self-sabotage?And the most vital question of all:● Why can’t I change?Read more
£12.70£13.90 -
Safety Fables for Today: Traditional Tales with Modern Meaning
Putting a modern spin on some childhood stories, Safety Fables for Today introduces Zac and the Beanstalk, cautioning against dropped objects and falls from height; a Perilous Porridge Pot, overflowing with oats and useful insights on preventing loss of containment; a Super-Sized Swede presenting big manual handling challenges, and updated versions of many other familiar tales too.
In embarking upon this journey, Laura J Cahill draws on the power of storytelling, helped by a liberal sprinkling of fairy dust and the company of some fictional folk along the way, providing fresh thought for those seeking to properly manage their activities, and a gentle bedtime read for anyone else with a passing interest in the field of health and safety.
Needless to say, there’s more to these tales and their characters than first meets the eye – not least because of the insights they offer to organisations seeking to control real-world risks, reinvigorate health and safety agendas, and secure happy endings of their own. Through understanding the messages conveyed by these fictional players and addressing these within their own workplace settings, readers can play their part in ensuring that beyond simply living happily, workers remain injury-free, enjoy good health, and live safely ever after too.
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£12.20£14.20 -
The Deal Paradox: Mergers and Acquisitions Success in the Age of Digital Transformation
The Deal Paradox explores what successful dealmaking looks like in the age of digital transformation, drawing on interviews with top dealmakers and M&A experts sharing their stories, triumphs, and challenges.
Taking a dynamic storytelling approach, The Deal Paradoxnavigates the transition from traditional and ingrained methods to new techniques, showing how AI, big data, and machine learning can be used to generate new opportunities and enable diversity. It walks through the attributes and skills needed in this new landscape and how M&A professionals can build them into their approach, from finding and executing deals to making sure they deliver the desired outcomes.
The Deal Paradox draws on 60 years’ combined experience of cutting-edge deal making, built on landmark deals ranging from Morgan Stanley’s IPO at the height of the 1980s banking boom and Kraft’s takeover of Cadbury to key tech deals including the £1bn sale of financial data intelligence company Acuris to ION. Chapters are richly illustrated throughout with real-world examples featuring organizations such as Apple, Google, BP and SoftBank Vision Fund.
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£33.20 -
Once Upon a Deal…: Stories about life, work and negotiation (Scotwork)
Negotiation is everywhere. Yet even though we use it all the time – at work and at home – very few of us really understand how it works, and many of us find it uncomfortable.
Once Upon a Deal… is a collection of stories that reveal the principles of negotiation. When you begin to negotiate you embark upon a journey: if you know the steps involved, and understand the way its progression ebbs and flows, you will be better equipped not only to reach a successful conclusion but also to enjoy the process more.
Get ready to rethink negotiation, and discover practical tips and tricks along the way to build your skill and confidence.
Scotwork has been in the business of developing capability in commercial negotiation for nearly 50 years: these entertaining stories are drawn from the team’s extensive and rich experience across many sectors and situations.
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£13.10£14.20 -
Close the Deal & Suddenly Grow Rich: The Ground Breaking #1 Bestseller that can Skyrocket Your Sales Results in 24 Hours
Close the Deal & Suddenly Grow Rich is the ONLY sales book that reveals exactly WHEN to close the deal using the power of a B.R.A.N.D to transform sales results within 24 hours.Read more
£12.50£13.30 -
Deals of a Lifetime: The true adventures of an antiques dealer over seven decades
A young entrepreneur living in Grantchester, Cambridge in the 1960s finds support from friends, colleagues and family as he begins a fledgling antiques business. Over more than 60 years he develops his passion into a successful small business supporting his wife and 6 children, through the highs and lows of life right up until the Pandemic in 2020 and beyond into the brave new world of dealing online. Follow the story through decades of auction houses, antiques fairs, colourful characters and incredible finds, as a real life Lovejoy tells you the tricks of the trade.Read more
£9.50 -
Selling With: The art of selling with champions to shape internal buying conversations & close enterprise deals.
You probably think sales reps close deals.But the data’s in. Over 90% of B2B buying happens during internal meetings—not sales meetings.
Which means deals are won and lost when you’re not in the room.
Yet, the typical sales book and process still focuses on sales reps, in sales meetings. It’s like trying to win a Formula 1 Race while driving on the wrong track. Not exactly a winning strategy.
That’s why Selling With teaches you the art of Buyer Enablement—the process of creating committed champions for every deal in your pipeline, while enabling them to sell internally with a compelling, written message.
It’s time to shape the internal buying conversations happening about you, without you.
________
What the first readers are saying:
”This book solves one of the greatest sales challenges that’s yet to truly be addressed (selling when you aren’t in the room), making it one of the must-read sales books. I’ve been doing sales for almost 30 years, and I’m mesmerized by new tricks as I try to stay on top of my sales game. Nate’s a wizard and this book is a collection of his spells. Go forth and be magical!”
– Mark Kosoglow, CRO at Catalyst
“With page after page of useful templates, frameworks, and other tactical best practices, Selling With is probably the most actionable sales book that’s ever been written.”
– Matt Green, CRO at Sales Assembly
“In a sea of sales advice, Selling With nails it. It’s one of the best enterprise sales books I’ve read in a long time. While each chapter builds on the last, you can also jump around and choose your adventure to get precisely what you’re looking for, with easy-to-digest frameworks for mutual action plans, writing, proof of concepts, managing the “drama” in deals and more. Run, don’t walk to read this!”
– Amy Volas, Founder & CEO at Avenue Talent Partners
“Consensus selling is hard. Consensus buying is harder. Nate brilliantly diagnoses this problem, and prescribes how to rethink your selling motion with empathetic eyes, poignant stories, and specific examples.”
– Todd Caponi, Author of The Transparency Sale & The Transparent Sales Leader
“The hottest new skill every seller needs to master is the art of champion development. If you can’t find (and create) champions that sell when you’re not in the room, you’re toast. Nate’s the world’s expert on champion development, and enabling them with the business case to get deals done.”
– Chris Orlob, Co-Founder & CEO at pclub.io
“Holy smokes. This book prevents the whiplash all new Enterprise AE’s feel, by sharing what every sales methodology leaves out — the psychology of buying behavior, and the specifics on HOW to apply it. Enterprise AE’s should run to grab Selling With. The smartest sales leaders will grab copies for their teams too.”
– Krysten Connor, Sales Strategist at UserGems
“Most sellers fundamentally misunderstand how buyers make decisions in enterprise sales. Selling With is essential for sellers wanting to keep up with modern selling. It’s the first sales book that had me saying, ‘This is SO good’ time and time again.”
– Kyle Asay, VP Sales at MongoDB
“The writing, thinking, and selling skills revealed by Selling With are on another level. Nate’s become one of my favorite reads and he doesn’t disappoint. With super actionable breakdowns and examples, this is a must read for any seller looking to improve and learn how to shape complex buying conversations.”
– Keith Weightman, VP of Sales at Bullhorn
“Nate has written something different and wonderful. Selling With speaks to the heart of everything that’s missing from modern sales. If sales is the career you’re choosing, buy this book immediately.”
– Amy Hrehovcik, Host at the Revenue Real Hotline
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£15.20£19.30 -
9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations
If you’re the hero, that makes me the villain.
My name is Mark Raffan, and before I became the host of the Negotiations Ninja podcast, before I was voted as a Top 10 Negotiations Guru worldwide, and before I trained Fortune 500 and 100 executives…
…I specialized in procurement.
And if you negotiated with me, I probably ate your lunch. And you probably thanked me after.
Consider this your insider’s B2B sales guide, straight from the other side of the table.
What You Get
This field guide is a flexible framework designed for B2B salespeople like you. Each chapter contains a secret and a challenge. Once understood, these secrets will give you insider knowledge to win more deals and influence critical stakeholders. And if you complete every challenge, you’ll close this book ready to crush your next negotiation.
Why This Guide
- Ditch the overused talk tracks. Get real strategies that put you on another level.
- Exponentially increase your odds of success on every. Single. Deal.
- Understand power and leverage. Who has it (and how you can have more).
- Sales isn’t magic. Turn your negotiation goals into consistent and attainable results.
- Learn the 9 insider secrets to forever negotiate better, smarter, more lucrative deals.
Your next negotiation could change your life. But only if you’re ready for it.
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£13.30 -
Price Objection Handling Made Easy: 118 Proven Sales Tactics, that Never Leave You Speechless in a Price Negotiation (Zu teuer – Mit Preiseinwänden selbstbewusst und profitabel…
You often hear “too expensive” from customers? – Then this book will save you a lot of money!- Are your customers increasingly asking for discounts and lower prices? Wouldn’t it be very practical to always have the right answer confidently at hand?
- Constantly increasing discounts are costing you painful amounts of money? How interesting would it be to have proven strategies to keep your piece of the pie bigger?
“Short, concise, to the point … and infinitely valuable for my business!”
This compact guide contains probably the most comprehensive collection (118++) of field-tested strategies for dealing with price objections. You will never again be speechless in price discussions and will always have the right answer at hand in negotiations.
With psychologically effective approaches, you can dramatically influence the outcome of price discussions in your favor. As a result, you will give fewer discounts and rebates in the future … and often won’t discount at all.
With the strategies in this book, you’ll enforce your target prices with more vigor and increase sales, margins, and profits. At the same time, many of the methods presented are quite simple, easy and quick to implement. You will be surprised.
A “best of” sales psychology and negotiation technique from the pricing expert
Bestselling author, price expert and keynote speaker Roman Kmenta inspires participants with his lectures at international forums. His content helps more than 100,000 people every month to be even more successful in business.
He skillfully packs strategies from psychology, NLP and decades of his own practical sales experience into an over-complete collection of highly effective techniques for dealing with objections in price discussions. From calculated and serious to cheeky and humorous, you’re sure to find variations that perfectly suit you and your sales situations.
A sales book in which even experienced sales professionals will discover one or two ideas that are new to them.
+ + + Get the book now and open a whole new chapter as far as price talks are concerned.
This unique guide is perfect for…
- Key account management and field salespeople who frequently face price objections and want to come off even more successfully in price negotiations
- Telephone sales and internal sales staff who want to be more confident in representing their prices
- Self-employed persons and founders who do not want to start their business with too low prices and too high discounts
- Sales managers and entrepreneurs who want to increase the performance of their sales team and thus achieve even more revenue and profit
In this sales bestseller you will learn,
- why you don’t have to refute price objections at all
- what the most common mistakes are when dealing with price objections
- how to respond to your customer’s price demands with more confidence
- how you can shift the burden of argumentation to the customer and relax yourself
- how to turn the customer’s objections around so that they are in favor of your offer
… and much more. A book that will quickly pay off for you, already at your next price discussion.
+ + + Get the book now and finally put an end to annoying discounts and high rebates.
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£6.60 -
Craft Fair Planner: Craft fair checklist, sales log, to do list, order book
This nifty craft fair planner helps you to keep track of your upcoming craft fairs and contains a yearly planner and sections to record details of up to 14 craft fairs. Each section includes:- Organiser contact details
- Craft fair checklist
- To do list
- Sales log
- Contacts/Mailing list
- Orders/Commissions
- Extra note pages
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£7.60 -
Sales Order & Products Stock Log Book: Daily Sales Order Log Book For Online Ethical Beauty business To keep Track And Record Costumers Orders , … order forms + stock log +…
Blank Ethical Beauty Daily Order Log Book
Keep track of your customer orders with this simple logbook for small businesses & online businesses.
Large and handy Size 7 inches by 10 inches.
109 pages enough space for writing.
Including sheets of:- Orders Forms :
- Name
- Contact
- Order number
- Order date
- GNT
- Product, Quantity and Total
- Space for 5 products per order form
- p&p and Total boxes
- Date paid & paiment method
- Order placed date and delivered date.
- Order posted and space for date and tracking number
- Stock log
- Order log
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£4.70 - Orders Forms :
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Sales on Rails: A Sales Engineer’s Framework for Better Selling
This book is intended to help Sales Engineers (SEs) dramatically improve their sales results. Based on the author’s own experience as an SE in the field, the book contains a framework for understanding how and why prospects decide to buy and how to navigate that process with the least amount of work and the highest likelihood of closing the sale.Read more
£10.70 -
50 Ways To Promote Your Book: How To Increase Your Visibility And Sales As An Author
You’ve written your book…now what?In today’s busy marketplace authors can struggle to launch and continue to promote their book. It can feel as if your book isn’t good enough, but it could be the best kept secret!
From social media, to creating video, online and offline promotions, we have tried to produce a plethora of promotion ideas so that you can keep talking about – and celebrating – your book. After all it takes a lot to write it in the first place!
We have asked marketing expert and fellow author to write our foreword, and asked some of our favourite published authors to share their expertise too.
Grab this book to help you plan your initial launch, or use this to re-ignite your book’s success.
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£7.60£9.50 -
Sales Glue: The vital ingredient that makes sales success stick
Bridge the gap between how you think and how you sell – and never miss another sales opportunity.
Changing your mindset will not only help you increase your sales, but will also build and maintain your emotional resilience and sense of fulfilment at the end of each working day.
This second edition of Sales Glue brings together insights from the worlds of performance psychology and sales mastery to help you understand the essential mental, emotional and behavioural traits that make an outstanding sales achiever – and how you can develop them.
Read this book to:
• Understand and leverage the direct link between how you think and how you sell
• Harness the way your brain naturally functions to create habitual sales activity
• Take building rapport to the next level and learn how to influence prospects effortlessly
• Discover how to set sales goals that convert into bankable results
• Create laser-like focus to boost your prospecting and sell more
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£10.60£13.30 -
The Wentworth Prospect: A novel guide to success in B2B sales
It’s part novel, part ‘how-to’, and it’s everything you need to know about selling to big business.
The Wentworth Prospect takes a deep dive into the high-stakes world of complex business-to-business selling. The story follows the fortunes of Sue Novak, a fledgling sales consultant, as she struggles to land the deal of her career. Her path to success is strewn with adversaries, corporate intrigue, power-plays and hidden agendas.
Sue feels out of her depth. But she has an edge: a mysterious journal written by her dead mentor. The journal reveals a radical new sales framework named EDVANCE. Can Sue apply its wisdom in a real-life scenario? Can it guide her to success with The Wentworth Prospect?
The novel comes with free access to an online companion that explains and explores the process and methods featured in the story. It’s an invaluable reference for the modern salesperson, offering practical solutions for many real-world issues and challenges. It includes:
- A detailed look at the EDVANCE framework
- A free, downloadable card-based system for pin-pointing Stakeholder Archetypes
- A guide to mapping these Stakeholders, identifying their motivations and understanding their genuine levels of influence
- Guiding Stakeholders towards consensus
- Gaining early involvement in the Buyer’s Journey
- Building your personal brand
- Guiding your customer to the solution they genuinely need, not the solution they think they want
- Harnessing the power of storytelling
- Getting the customer to ‘sell themselves’ on your offering
The Wentworth Prospect is far more than just a good story.
It’s everything you need to know about landing the big deal.
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£11.60£20.40 -
The Single Sales Principle
When selling are the following statements true or false? : ** Always Be Closing ** ** Attitude Sets Altitude ** ** People Buy People ** ** Customers Like to Talk about Themselves ** ** It’s a Numbers Game ** ** Sell the Sizzle not the Sausage** ** Money Talks ** Fail to Plan, Plan to Fail ** All false, claims Mark Blackmore. They are myths of selling that have been passed on through generations without any evidence that they work. Through extensive research Mark substitutes the 8 myths with the Single Sales Principle – the definitive answer for why people buy. In addition, Mark introduces the DECIDE sales process, a methodology designed specifically to achieve the Single Sales Principle.Read more
£8.50 -
Selling to Serve: Sell Your Accounting & Bookkeeping Services with Unshakeable Confidence for More Than You Thought Possible (Audio Download): James Ashford, James Ashford,…
You’re not running an accountancy firm; you’re running a business. But most accountants and bookkeepers don’t have a business, they have chaos. You end up doing far more work than you get paid for, and you’re not valued enough by your clients. Ultimately, you’re not getting the rewards you deserve, which include financial rewards, the gift of time, growth, joy and fulfilment, which feels unfair and not why you started this. You wanted to serve and impact your clients to the highest levels and get rewarded for it.
This book will take you on a journey that will challenge some of your most limiting beliefs, remove conflicting thoughts, reveal the blueprint for a successful sales system, and give you the unshakeable confidence to do what you now perceive to be hard, to make life so much easier.
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£2.80 -
100 Million Dollar Selling: The Handbook for Sales Professionals who want to win
Want to achieve levels of sales success you never thought possible? You need to read this book.This is a no-nonsense, straight to the point guide for anyone who wants to understand the fundamentals of selling. It’s a practical guide and reference book to everything you need to know to be successful in sales. Written by an entrepreneur with over 100 Million Dollars in sales income over his career to date, This book shares the key activities you need to undertake to take your sales career to the next level. Perfect if you are:- New to sales- An aspiring entrepreneur- Wanting to take your sales career to the next level- Looking to achieve financial freedom- Eager to grow your business- Wanting to close multi-million dollar contractsEach chapter focuses on a particular element of the sales cycle and provides real-world examples of how the lessons of the book were applied to secure multi-million dollar wins. If you are serious about upping your sales game you’ll find the advice in this book invaluable.You’ll find advice on- Sales process- Strategic selling- Presenting and the art of story-telling- Qualifying your deals- Organizational coverage- Team selling- Demonstrating your product or service- Reference selling- Negotiation techniques- Hiring the right kind of sales people- What it takes to make it in sales- Closing techniquesThe lessons of the book are ideal for anyone with an interest in taking their sales ability to the next level, but especially for those involved in sales in the technology sector. The author has 20+ years of experience in the tech scene as a quota-carrying sales rep right through to his experience as CEO of a Silicon Valley software company.This is not a hype-filled book, it’s a step-by-step guide to enable you to accelerate your sales cycles, control the sales process and maximize your chances of securing the deal. The actions proposed in each chapter have proven results over many years and are not complex to master. The author provides practical proven advice that you can start to implement immediately.If you put into practice the advice proposed in this book you will:- See sales revenue increase dramatically- Improve your deal closure rate- Maximize each sales opportunity- Avoid time-wasting work on deals that will never happen- Learn how to qualify opportunities quickly- Get the most from every negotiation- Realize your potential as a sales professionalRead more
£3.40£9.50 -
The Power of Proven Sales Principles in Retail Business: Recall and Implement Best Practices and Tatics: How to Lead a Conversation with Customers, Deliver Value, Overcome…
Are you a hard-working salesperson who is struggling to connect with customers?
Would you like to improve your selling skills with simple and effective methods that will empower you to handle any sale objection during a conversation?
Have you been wondering if a book that can transform you into a successful salesperson who can turn a No into a Yes exists?You’ll be happy to know that there is. This is the book for you!
As a salesperson, the only thing separating you from an exceptional performance is an improvement of your soft skills. According to research, proper training will improve your soft skills by at least 20%. With this book, you’re definitely on your way to the top!
The author, Son Zimo, has worked as a salesman and life coach for years. Now, he has combined his knowledge and expertise to create an invaluable and comprehensive book that will enlighten modern salespeople with essential tips for their careers. Through simplifying sales principles, informing the reader of the psychology of sales, and helping them create and cultivate a plan to achieve their sales goals, Zimo shares his triumphs with readers.
Inside The Power of Proven Sales Principles in Retail Business, you’ll discover:
● Compelling selling psychology principles that will make you close any sale you put your mind to, irrespective of your experience!
● Ice Breaking techniques to gain your customers’ attention, get past the first no, and build lasting relationships with them.
● A comprehensive look at the power of body language and how you can use it in all your conversations.
● The art of upselling and the usage of power words.
● Ten effective ways you can transform your mindset and become an irresistible salesperson!
● The most common rejections encountered and how to overcome them.
And much, much more!
Your days of being an ordinary salesman are over! From now on, you’ll have the power to create lasting relationships with your customers, get more referrals, and exceed your sales goals. You’ll confidently grow into a reputable salesperson known only for one thing: giving maximum value to your customers!
Are you ready to start closing sales?
Then read The Power of Proven Sales Principles in Retail Business now!
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£3.70 -
Untangle Your Sales: The business owner’s guide to making sales growth simple
Is a lack of confidence and expertise in selling holding back your business?
Now you can take the complexity out of sales growth, with this practical guide for business owners seeking a way out of the sales maze.
Untangle Your Sales identifies and debunks the most common sales myths and provides answers to the questions that every business leader should ask.
Read this book and you’ll be able to:
- Recognise the most common sales myths and separate fact from fiction
- Identify and engage your most valuable customers
- Attract and build a high-performing sales team
- Create and deliver a predictable sales plan
- Re-energise your staff and grow your business
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£14.20 -
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (BUSINESS BOOKS)
Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion
Industry analysts report that up 70- 80% of business growth comes from existing customers.
So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits all approach to acquisition as you do for expansions?
The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
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£20.70£23.70 -
How Good Humans Sell: The Proven Path to B2B Sales Success
Most salespeople worry about seeming too pushy when they sell. They remember when they have been victims of aggressive sales tactics in the past, so now they vow to sell differently. As humans, we’re wired for survival so we avoid experiences that make us feel uncomfortable. However, avoiding selling is disastrous to business. Catherine Brown, Founder of the ExtraBold Sales system, understands why Good Humans struggle to sell. Learning a reliable sales process is only half of the success equation. The other half is about us, the sellers—our individual values, habits, beliefs, and goals. In this book, Catherine explains how social science helps us sell well. Her approach to selling without sleaze or cheese invigorates salespeople, so they can consistently overcome their fear of seeming pushy, reach more prospects, and close more business.What people are saying about How Good Humans Sell:
- “What I love about How Good Humans Sell is that the entire book is rooted in experience. Success? Yes. Losses? Even better. Catherine gives us a ‘look in the mirror’ complete with explanations and how to go fix what’s wrong in our own sales strategy. And it’s honest and authentic because she’s done it herself throughout her career.” Jason Nadal, Owner of Centrado Advising and Tech Startup Coach across Europe, Middle East, and North America
- “Catherine identifies that B2B sales teams are failing for two reasons: false beliefs we hold as true, and the sales process we use. The first reason is reinforced by the fact that we tend to look for sales solutions outside ourselves, instead of within…The second reason for failing, the sales process we use (no matter how good the process) must be backed by the proper mindset to be effective. This book exceptionally guides the reader through both, resulting in the superb equipping of any person desiring to optimize their sales success.” Rob Garibay, Business Growth Expert, Clarity Pro
- “The most important thing you can do to increase the effectiveness of your sales team is to read “How Good Humans Sell” together. Talk about it. Implement it. I’ve spent hundreds of thousands of dollars on sales training – but if you don’t incorporate the concepts in Catherine’s book, you are building on sand.” Gene Hopper, Founder and Partner, The Mettise Group
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£12.20 -
The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
Key skills to make sales managers better developers of salespeopleGet out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That’s the “sales management trap,” and it’s exactly what The Accidental Sales Manager addresses and solves.
Full of helpful steps you can apply immediately?whether you’re training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.
- Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader
- Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn’t
- Author has a previous bestseller, The Accidental Salesperson
Don’t get caught in the “sales management trap” or, if you’re in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
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£16.20£18.00 -
Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
Enable Your Buyers for Faster B2B Sales
What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.
Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
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£13.90 -
The Ultimate LinkedIn Messaging Guide: How to Use Written, Audio, Video and InMail Messages to Start More Conversations and Increase Sales
Get people to read, listen to, and watch your LinkedIn messages
The Ultimate LinkedIn Messaging Guide is for salespeople, businesses, recruiters, and LinkedIn users who struggle to get replies and results on the essential business platform. In this book, author Daniel Disney shows you just how powerful LinkedIn can be when you figure out how to do it right. You’ll discover how to use LinkedIn messages to get noticed by employers, get attention to your business, and close deals. When you master LinkedIn messaging with the proven tips inside this book, you’ll be able to start more conversations, create more opportunities and drive more sales and revenue.
What you’re looking for is out there – if you know how to reach the people who can help. But in this age of information overload, no one will respond to a spammy message, call, or e-mail. You need to stand out and prove that you’re legitimate. In this book, you’ll find real examples of successful messages, as well as over 50 message templates and scripts for written, audio, video and InMail messages. There are also QR codes throughout the book that take you to recorded examples of video and audio messages so you can see and hear them in action.
- Learn how to send personalised connection requests and LinkedIn messages that prompt people to talk to you
- Discover tips for building your network and reaching the decision makers at any company
- Leverage the power of audio and video messages to connect more effectively on LinkedIn
- Follow up and convert replies into sales, job offers, and high-value relationships
If you’ve struggled to get noticed, meet the right people, and close deals, The Ultimate LinkedIn Messaging Guide is the tool you need to turn it around.
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£14.80£18.00 -
Sales Growth: Five Proven Strategies from the World′s Sales Leaders
A comprehensive guide to how companies can drive sales growthFinding growth today can be an enormous challenge for companies in a complex and fast–changing business environment. There are no simple solutions, but in Sales Growth, experts from McKinsey & Company provide a practical blue–print for achieving this goal by revealing what world–class sales executives are doing right now to find growth and capture it as well as how they are creating the capabilities to keep growing in the future.
Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you′ll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You′ll also discover what it takes to find big growth in big data, develop the right “sales DNA” in your organization, and improve channel performance.
- Based on interviews of more than 120 of today′s most successful global sales leaders, from a wide array of B2C and B2B organizations
- Offers real–life examples of how successful sales leaders overcame the challenges encountered in the quest for growth
- Contains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more
Created by sales executives for sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.
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£3.40 -
The Selling Checklist: A Pocket Companion for Sales Success
“If selling was easy we’d all be doing it, and we’d all be rich.” That statement might be true, but while selling may not be easy, it doesn’t have to be complicated.
In this short but impactful checklist-style sales book, Andrew Goldberg takes his usual blunt and direct coaching style and brings it to the unnecessarily complex world of sales. In just a few short hours, you will learn how to break your sales process down into its simplest parts, and turn it into a checklist that will help you ensure you bring your most professional self to every sales call, thereby improving your conversion rate, your average sales value, and ultimately, your sales.
Review this book before every sales meeting, and you will always come out on top!Read more
£8.50 -
Peak Performance: Mindset Tools for Sales (Peak Performance Series)
PEAK PERFORMANCE: Mindset Tools for Sales highlights strategies that will take your sales performance to the next level.This bookexplores the habits of top-level sellers, the actions peak performing sellers take, and the strategies they employ. It is a kit providing various tools you can use to perform at your best.
The number one goal in PEAK PERFORMANCE: Mindset Tools for Sales is to provide examples and strategies from elite sales coaches, consultants, business owners, and top sellers in real estate, commercial products, and services. There are no limits to what levels of performance we can achieve, and this book will provide an array of perspectives to train your mind and body as you strive toward peak performance in sales.
The 24 expert-authors of this book come from all over the USA, Canada, the United Kingdom, Germany, Norway, Portugal, Switzerland, Costa Rica, and China. They are professionals who are leadership, emotional intelligence, and communication experts, senior business executives, sales coaches, TV personalities, TEDx Speakers, LinkedIn Trainers, C-Suite strategists, and more. The one thing these individuals have in common is that they all have an idea about peak performance, and these ideas can be applied to any situation in sales and in life.
The co-authors of this book include Katie Armentrout, Michael Bosworth, David Brownlee, Heidi Dugan, Shawn Fechter, Karl Gorman, Matt Harris, Wendy Holtz, Florian Hoppen, Richard Jacobsen, Loren Kell, Jarvis Leverson, Adrian Logan, Bryan McDonald, Brooke, Oliphant, Michel Privé, Laetitia Ribier-Costa, Tim Robertson, Adam P. Smith, David Snyder, Désirée van der Laan, Sandra Venere, and Amy Wullenweber.
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£2.30 -
The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers
Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer.
In ‘The Other Side of Sales’ author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement.
Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
Mark Schenkius is the founder of ROI10, a globally operating training and consultancy firm focused on making you successful in sales and negotiations. He has worked for Mars Inc. for over 17 years in a variety of procurement functions, and has extensive experience providing training to both sales and procurement professionals.
Full details of current services can be found at www.roi-10.com.
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£3.20 -
Data-Driven Sales: Learn how B2B sales leaders at HubSpot, Salesloft, and other top companies use data to grow faster
The days of steak dinners, generic email blasts, and smooth talking are rapidly fading. Businesses are relying on data to power their decisions, be more efficient, and grow faster. Salespeople are too.Personalization, automation, and smart management are just some of the ways that sales teams are saving time, improving conversion rates, and closing more deals. We interviewed leaders in B2B SaaS sales at companies like HubSpot, Salesloft, and OpenView to get practical advice on how to be a data-driven salesperson.
In Data-Driven Sales, you’ll get insight on a number of areas, including:
Chapter 1 — How to price your SaaS product
Chapter 2 — Using data for inbound lead qualification
Chapter 3 — The basics of scaling outbound sales
Chapter 4 — How to increase outbound email conversion
Chapter 5 — The art & science of predictive sales forecasting
Chapter 6 — Finding buying triggers
Chapter 7 — Optimizing sales compensation
Chapter 8 — How to create a repeatable sales process
Chapter 9 — Measure, motivate, and improve your sales team’s performance
Chapter 10 — The formula to scoring & hiring great sales repsRegardless of how technical you are, you can use data to make an impact in your day-to-day. Use these tips from Data-Driven Sales to become a modern salesperson, enhancing the way you see your product, leads, and team.
Here’s what one of our readers had to say about Data-Driven Sales:
“Every chapter shows exactly how a company overcame their challenges and tactical ways you can do the same. Most sales advice in SaaS is generic. This isn’t.”
Hiten Shah, Co-Founder of Quick SproutRead more
£13.70 -
The StorySelling Method: Master the Art of Storytelling to Build Trust, Stand Out, and Boost Sales (Storytelling for Business)
★★★★★ 2023 Readers’ Favorite Award Silver Medal Winner ★★★★★
___Discover a proven, easy-to-follow system to unleash the storyteller within you!
Do you struggle to connect with your customers on a personal level?
Do you want to stand out in a very competitive market?
Or do you want to accelerate your sales career?
The StorySelling Method will teach you how to tell powerful stories that actually work in sales!
No fluff, no BS… just straightforward and effective storytelling tactics that will transform your sales game.
The techniques you’re about to learn are the same ones that have helped thousands of professionals at top companies like Google, Oracle, and Visa win more business.
The methods within this book are simple, authentic, and effective.
Whether you’re a sales professional, entrepreneur, or consultant, this StorySelling blueprint is your ultimate resource to unlock your storytelling potential and level up your sales skills.
What to expect from The StorySelling Method:
In this step-by-step guide on everyday business storytelling, you’ll learn how to:
✓ Turn any moment (even the most boring one) into a captivating story
✓ Find, craft, and deliver the five fundamental story types that will yield the best results
✓ Build the confidence to share a story at any opportunity
✓ Weave stories into any sales conversation naturally and authentically
✓ Make storytelling an essential part of your communicationThese storytelling tactics and techniques will help you:
✓ Leave magical first impressions
✓ Become your clients’ #1 trusted advisor
✓ Communicate the value you’re bringing to the table
✓ Overcome any sales resistance
✓ Inspire, motivate, and positively influence anyone around youFilled with exercises and examples of everyday business storytelling, the book offers pragmatic advice on how to use stories to wow your customers.
Are you ready to unleash the power of storytelling?
Having coached thousands of people, I can say with certainty that everybody has the ability to become great at storytelling. You have the ability to tell amazing stories.
With the right techniques, a growth mindset, and practice, you’ll become a phenomenal storyteller.
Go ahead and grab your copy of The StorySelling Method now to get started today!
Scroll up to the top and hit the buy button!
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£12.30 -
Words That Sell Cars: Proven Word Tracks to Transform Your Sales Team’s Performance & Improve Your Bottom Line, Fast!
THE CAR SALES INDUSTRY IS CHANGING. Out-dated sales scripts, that might have worked in the past, aren’t working now. Customers are more informed, know exactly what they want, and will shop around to get the best deal. As a manager of a busy car sales dealership, recruiting and retaining great sales people is increasingly difficult. Keeping them motivated can be even harder. Read Words That Sell Cars to discover: Real world tools and strategies you, and your sales team, need to succeed: Effective mind hacks that will enable your sales people to enjoy the sales process again: How to sell yourself first, and the product second, so the deal sells itself: The 4 fundamentals that need to be met for sales success: A day-by-day sales plan so you know what you need to do to smash your goals: Over 100 proven word tracks that you can put into action straight away. The modern world of car sales is being disrupted. If you want to succeed, you need to read this book.Read more
£14.20 -
Order Tracker: Simple Daily Sales Log Book for Small Business
A simple log book for keeping track of daily sales. Columns include date, item, QTY, order #, price (item, shipping, total), and notes.
Perfect for all types of small/medium sized businesses
Features:
- Simple format
- Large 8.5”x11” size
- 110 pages
- Premium quality
Grab your log book today!
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£5.70 -
Sell More, Do Less: An MSP & IT Specialist’s Guide to Better Sales Calls
In sales, effective communication can mean the difference between closing a deal, receiving the bare minimum or even losing a potential customer. Whether you’re a seasoned IT professional or just starting out, Sell More, Do Less will help you take your sales game to the next level.Focusing on maximising your existing customer base, this guide is filled with proven strategies and tips to build stronger relationships with your customers, communicate more effectively, and differentiate yourself from the competition. With hundreds of practical insights, you’ll discover how to identify types and styles of opportunities, accurately qualify a lead for upselling and tailor your language and pitch to suit individual customers and, crucially, close more deals.
“In this book, Danny has pulled together a system for selling that will be of benefit to any MSP, IT solution provider or technology business.”
Richard Tubb, The IT Business Growth ExpertAbout the Author
Meet Danny Boyle, an IT and MSP sales expert with over 17 years of experience in the industry. Danny has worked for various IT companies and has developed a deep understanding of the market and the challenges faced by IT companies when it comes to selling.
With a proven history of success in driving step change growth for cloud software brands in the IT services sector, Danny is now a well-known, recognised and trusted MSP industry specialist, with an impressive network of contacts across the industry and extensive experience of sales team leadership. Having successfully led multiple sales teams and helped IT companies increase their revenue and conversion rates, Danny has earnt a strong reputation amongst many industry peers and MSP partners throughout EMEA.
Throughout his professional life, Danny comes from an extensive sales background which involves all areas of sales including retail, face-to-face, cold-calling, account management, customer service, coaching and management. A keen golfer, Danny loves nothing more than heading to the course after work to unwind after a busy day.
You can find Danny on:
LinkedIn: /danny-boyle
Email: danny@dannyboyle.ukRead more
£11.40 -
How Calm Whipped Up a Storm: How one small app won a ton of PR and buzz that helped it grow big – and how you can too
This short book is for anyone who runs or markets an app – or other startup, scaleup or challenger brand – and wants to generate a ton of buzz, coverage and attention but without having a ton of money to do so.With over 1.5 million new apps launched every year – over 4,000 a day – it’s never been harder to win attention by standing out in a noisy world; and never been more crucial to do so.
This book is at least two things: part case study and part how-to guide.
It’s a case study of how one small app, Calm used by won way more than its fair share of buzz and attention by using creative PR, guerrilla and viral marketing, that helped it grow big.
It’s also a guide to how you can do too by following Calm’s example and applying the author’s “10 Golden Rules of PR and Guerrilla Marketing.”
You will learn why:
• There are two kinds of PR – and you need to do both.
• Silly PR is better than serious PR.
• “These days only two things win attention: Celebrities and ‘Weird’.”
• The best form of PR is content marketing – and the best form of content marketing is guerrilla content marketing.
• One lightning bolt of attention is not enough; you need rolling thunder.“Every app and startup should study
Peter’s 10 Golden Rules of PR and Guerrilla Marketing
and his advice on the secrets of creating a buzzy, talked-about brand.”
Michael Acton Smith, co-founder of CalmRead more
£7.10 -
Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
A head of sales commented, “80% of my team believes they do a good job with discovery, but sadly they do not – they don’t know what they don’t know…!”Where do you stand with your discovery skills?
- Level 1: Uncovers statements of pain;
- Level 2: Uncovers pain and explores more deeply;
- Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact;
- Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies;
- Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision;
- Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios;
- Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.
Most sales, presales, and customer-facing teams are operating at Level 2 or 3, with a few at Level 4 – this leaves a lot of room for improvement!
And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”
Reading and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
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£19.50
