Böcker utgivna av High House Publishing

This book is dedicated to the Inside Salesperson of the future. She stays indoors but for all intents and purposes assumes the role of the account manager. She has a selection of accounts that she calls upon, influences many people within the accounts, knows her industry sector well and the challenges facing it. Paul brings his wealth of experience to bear in this book. Chapters on prospecting, making appointments, getting through to decision makers, phone skills, exploring needs, cross selling, closing and handling reservations and how to video conference when the world of virtual reality takes off. How to manage your day using technology is examined as is sales managing a team of inside salespeople. The Inside Salesperson has to cope with demands on her Inner Game, so Paul gives you various techniques to deal with this plus fascinating insights into the future of selling inside.

This book is dedicated to the sales professional and explores the NLP or Neuro Linguistic Programming tools that can be used to help the salesperson sell more.Come on, isn't that what sales is all about, even in this politically correct world. These NLP tools will help you sell more of your product or service, period.NLP tools and techniques de-mystified, re-worded to be easily understood and simply applied to the act of selling. Tips that you can use the very next day in your sales world and ideas that you'll find very different to the normal sales training courses you've attended.So if you want to sell virtuously, sublimely and elegantly, this book is for you.

As a successful speaker and trainer, I really wanted to put pen to paper to record my speaking experiences over the last few years. I wanted to do this because I sought others to gain immediately from what I've learned since I began to speak and train for a living in 1990. It's a cliché that we learn by experience, making mistakes and absorb from these, getting valuable feedback from others and observing and learning from the very best in the job. It's true. This book could knock a few years off your development cycle. Chapters on handling nerves, planning your presentation, room layout, visual aids, story telling, owning the stage and body language contain countless tips and techniques to assist every presentation you make. Handling the dreaded Q&A will inspire you, starting and ending the presentation will help your message to be remembered and audience participation will allow you to keep their attention at all times.

Professional training in the 21st Century sees us competing against video, the internet and interactive TV. At the moment, though, we still have one major advantage - the human connection. We still have humans in a room looking to learn from us, so we need to have some new technology open to us to compete. After over 22 years of training trainers, I've collected all my thoughts, tips and techniques and combined them into this workbook which will accelerate your learning on the noble art of corporate training.

This book is dedicated to those who want to increase and improve the performance of their sales team and keep them highly motivated and accomplishing beyond expectations. My focus will be on the frontline, the coal face, being with the salesperson as I believe the sales coaches role is to be with their people at all times. Helping them, guiding, supporting and above all coaching them. So if you're the sales coach that likes to drive your desk, handle head office problems, immersing themselves into politics and projects and keeping an eye on your sales people through a CRM dashboard, then this book is not for you.

Archer Training's CeMAP 2 Revision Guide is an excellent addition to your LIBF study material. Used by hundreds of people before you, this Guide helps you to understand the exam syllabus easily and speedily. 240 pages of bullet points, graphs, cartoons, newspaper cuttings and a complete test at the end.

Selling has changed, buyers don't want to be pushed anymore, they know all the old tricks, the world has moved on. This book will help you to use Rapportselling in the modern world of selling that will help you succeed in a retail environment whilst enjoying an amusing and engaging tale of Doug. Doug is a mortgage salesperson in an estate agency in North London. He's new to selling but needs to learn quickly as he has some big goals to achieve. Join Doug as he makes mistakes, learns new ways to selling, makes new friends, seeks love and succeeds as a successful salesperson in a demanding retail environment.