Tuesday 17 May 2011

Many business leaders, when they begin to work overseas or interact professionally with teams abroad, are surprised by how much they thought they knew about the other culture, but how little it counts for on the ground.

The reality is that communication is multi-dimensional, and simply knowing a foreign language doesn't mean one automatically understands the culture that goes with it. Idiom, psychological factors and cultural nuance all come into play. To grasp a culture, and communicate meaningfully to it, you need familiarity with language, of course, but also with non-verbal communication, customs, perceived values, and concepts of time and space. 

Melissa Lamson, with years of experience in creating and nurturing high-performing global teams, understands how "It's not enough to know the language!" In her book, No Such Thing as Small Talk, she focuses on Germany, a major business partner for the United States, and the country in which she has lived and worked for over a decade.

Business leaders today expect to face cultural differences when they do business with, for example, China or Brazil. But with a Western, industrialized country like Germany, one that displays a business etiquette and work ethic similar to the United States, it is easy to overlook the differences simply because so much appears, on the surface, to be the same. The differences are not in your face but subtle. And these small, yet critical, differences are exactly what Melissa's book will help you identify, respect and bridge.
Melissa succinctly presents what she calls seven keys, or principles, to unlocking the German business mind. Her principles, whether they relate to process, punctuality, discipline or email communication, are insightful, personal and compelling. Not only does she clearly lay out the differences, but she also offers a cultural perspective that is rich with personal narrative.

If you plan to be in any way professionally engaged with Germany--whether you wish to participate in trade fairs, carry out negotiations with partners or colleagues, discuss schedules or terms with customers, or even apply for a job in Germany--the appropriate cultural understanding, as this book describes, will create mutual trust and will quite likely be the key to your business success.

http://su.pr/9armYG

No Such Thing as Small Talk

Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to:
  • Uncover hidden agendas
  • Effectively negotiate price
  • Demand and define tradeoffs
  • Use influence to their advantage 
  • Manage power imbalances
You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. 

You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo

I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng,  Vice President, Netstar Communications, Inc.

Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager

Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession

http://su.pr/1wOX6u 

Negotiaton Rules - A Practical Approach to Big Deal Negotiation

" The Best Arguments Dazzle with Metaphor"
-- Gerry Spence, Lawyer, Author, TV Commentator
 

Metaphorically Selling: How to use the magic of metaphors to sell, persuade & explain anything to anyone


Billions of dollars are left on the table and hundreds of ideas fail to get off the ground every day because of the overcommunicated society in which we live.  Salespeople, Managers, Consultants, CEOs, and even the President of the U.S., are constantly challenged to pierce through this information clutter to get others to see the unique value of their services, explanations, and propositions.  Metaphors solve that problem.

Join the ranks of the five-star metaphor makers and salespeople like Ronald Reagan, Jack Welch, and Steve Jobs.  

You'll learn how to weave the magic of metaphor into your business arguments to sell ideas, vaporize objections, clear up confusion, make your point, and close a sale.  Packed with more than two-hundred and fifty examples from contemporary business, politics, and media, Metaphorically Selling provides a unique Four-Step Model to show anyone easily and quickly how to become a  master of metaphor.

With Miller's Metaphor Model, you will be able to separate yourself from the pack.  You will be heard, be understood, be remembered, and get the results you want.
 
"Like a hot knife through butter, the ideas in this book will melt away objections and help you spread your ideas further and faster.  Don't hesitate... learn what Anne's got to teach."
Seth Godin, Author "Purple Cow" and "Free Prize Inside"
 

How to use the magic of metaphors to sell, persuade & explain anything to anyone

Marketing Campaign Development: What Marketing Executives Need to Know About Architecting Global Integrated Marketing Campaigns


A practical, pragmatic "how to" book designed for hi-tech marketing operations, regional, and corporate marketing leaders at every level. This unique book takes you step-by-step through the disciplined, yet practical, process of architecting truly integrated marketing communications plans that work. In it, you fill find a prescription for building a successful, repeatable campaign development process, including the necessary templates and helpful, practical techniques.

This book is your guide that will show you how you can optimize your marketing efforts and achieve an even greater return on your marketing investment.

While many of us will recognize a good, well-thought-out marketing campaign when we see one, the single, basic truth about world-class marketing campaign development is that it is easy to say, but hard to do. It is hard to do because we all like to take short-cuts. I hear the lament all too often: "I'm over-worked don't have the time to think strategically" or "Planning is overrated. I just need to get these projects done." As a result, we take short-cuts like "ready, fire, aim." Lack of planning is the slippery slope that leads to wasteful marketing. Then one day we get the call from the corner office to come and explain why our marketing efforts did not produce the desired results.

http://su.pr/2S0ncj 

What Marketing Executives Need to Know About Architecting Global Integrated Marketing Campaigns

Tuesday 10 May 2011

Social media can do amazing things. It can create an environment where your friends and followers and even your own customers become evangelists and act as a virtual sales, support and marketing teams. It can help you spread word of your business, your products and your successes through extended networks of people you've never even met. It can allow you to create lasting and deep relationships across continents, religious and political beliefs, in places you've always wanted to visit or never knew existed. It can open your eyes to the richness of human relationships and even find you a job.

Social media success is not about numbers. It's about conversations and relationships. It's about getting to know your customers, your friends and neighbors and yes, even your competitors! Build good strong relationships, have lots of conversations, and your social media efforts will be successful.
This book is a launch pad for successful social media engagement. It shows how to identify the right networks, find the influencers, the people you want to talk to and which tools will work the best for you. It gives you guidelines to building a successful strategy and explains how social media works to build your business, drive traffic to your website and enhance your customer service efficiency.

'Social Media Success!' will be your guide to getting started in many of the top networks and building a cohesive plan to be as efficient as possible with your valuable time and resources. Learn from real life cases of businesses large and small who have successfully used social media networks and strategies to grow their businesses, improve customer service, raise funds and even find employment using these tools.

http://su.pr/1mfmuU

Social Media Success!

In a perfect world, sales professionals would have prime territories, unlimited budgets, and a high-powered marketing department generating qualified leads. In reality, most corporations expect sales reps to generate their own leads, find new business, and meet stiff quotas in a tight marketplace. Selling Against the Goal is the ultimate survival guide for sales executives, managers, and reps. Unlike other books on the subject, Selling Against the Goal places lead generation within a strategic context and goes far beyond traditional techniques such as cold calling.
 
Author Kendra Lee shows sales professionals in the business-to-business market how in just four hours they can create a customized, repeatable process for delivering the best leads with the highest rate of return. Specific chapters detail Lee’s easy-to-use approach: formulating a strategy, creating a lead generation plan, and pulling it all together with actionable activities. Designed for busy sales professionals, the book enables the reader to skip to the right actions for a particular situation. Selling Against the Goal asserts that 70 percent of leads are never used because they fail to reach the right people or organizations. With this book as a guide, sales reps will learn how to reach untapped leads and gain control of their prospecting activity; sales managers will help employees take personal responsibility for their successes.
 
In Selling Against the Goal: How Corporate Sales Professionals Generate The Leads They Need, you'll discover how to:
  • Spend less time cold calling and more time selling
  • Maintain a full, consistent and targeted pipeline of qualified prospects
  • Drive qualified leads into your territory
  • Calculate your closing ratio and the number of leads needed to exceed your goals
  • Target and reach multiple levels of decision makers
  • Generate leads via partner and alliance organizations
  • Hit a prospect's "sweet spot" with e-mail, direct mail, events, and PR
  • Leverage Marketing activities to customize communications to your customers and prospects
  • Write holiday cards, e-mails, invitations, and newsletters that get results
  • Sustain effective communication with customers while balancing your sales activities  
  • A 2008 Sales Book Award Nominee
  • http://su.pr/32kXpQ 

How Corporate Sales Professionals Generate the Leads They Need

Wouldn’t you rather earn your living, build your career, and better serve your customers with a one-call close? This CD program is your ultimate reference guide to planning, creating, developing, initiating, conducting and perfecting the art of one-call closing. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will find this program an incredible resource of new techniques, surprising insights, and continuing inspiration.


You will Discover How Easy It Is To:
  • Employ 15 keys to overcoming objections
  • Develop a legitimate and powerful sense of urgency
  • Create a relaxed and comfortable selling environment
  • Replace sales resistance with sales acceptance
  • Overcome your fear of closing
  • Apply the four levels of sales competency
  • Prepare, practice, perform and perfect your one-call closing skills
  • Understand the mindset of your customer
  • Interpret the signs that your one-call presentation may be in trouble
  • Manage the four concepts that control all sales
  • Overcome the only two defenses a prospect can use to block your presentation
  • Employ the surefire formula to greater competency in one-call closing
  • Serve the customer who says ”I’ll be back” right now
  • Use the three reasons customers buy for a one-call close
  • Let your customers answer their own objections
  • Master, use and perfect the art of the one-call close

Armed with this important new guide, you will have the information, insight and inspiration you need to become a true champion of the one-call close. What are you waiting for?

“Sell It Today, Sell It Now” contains:
4 audio CDs – Total training time 4 hour 30 minutes
1 cd with PDF digital workbook.
PDF workbook includes assignments to help you customize each step to your product or service. 


http://su.pr/2g6Oeq

Mastering the Art of the One-Call Close

 
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