Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it

✍ Scribed by Sharon Drew Morgen

Publisher: Morgen Publishing
Year: 2009
Tongue: English
Category: Library

No coin nor oath required. For personal study only.

✦ Synopsis

Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures. Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution. This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales. Do you want to sell? Or have someone buy?

📜 SIMILAR VOLUMES

Why Johnny Can't Read?: And What You Can

📁 Why Johnny Can't Read?: And What You Can Do About It

✍ Rudolf Flesch 📂 Library 📅 2012 🏛 Harper Collins 🌐 English

Distracted: Why Students Can't Focus and

📁 Distracted: Why Students Can't Focus and What You Can Do About It

✍ James M. Lang 📂 Library 📅 2020 🏛 Basic Books 🌐 English

Keeping students focused can be difficult in a world filled with distractions -- which is why a renowned educator created a scientific solution to one of every teacher's biggest problems. Why is it so hard to get students to pay attention? Conventional wisdom blames iPhones, insisting that access

📁 Distracted : why students can't focus and what you can do about it

✍ Lang, James M., author 📂 Library 📅 2020 🏛 New York, NY : Basic Books, Hachette Book Group 🌐 English

xiv, 284 pages ; 25 cm

What You Can Change . . . And What You C

📁 What You Can Change . . . And What You Can't* What You Can Change . . . And What You Can't*

✍ Martin E. P. Seligman 📂 Library 📅 1993 🏛 Vintage Books USA 🌐 English

In the climate of self-improvement that pervades our culture, there is an overwhelming amount of information about treatments for everything from alcohol abuse to sexual dysfunction. Much of this information isexaggerated if not wholly inaccurate. As a result, people who try to change their own trou

Why software sucks-- and what you can do

📁 Why software sucks-- and what you can do about it

✍ David S. Platt 📂 Library 📅 2006 🏛 Addison-Wesley Professional 🌐 English

Nobody Wants to Read Your Sh*t: Why That

📁 Nobody Wants to Read Your Sh*t: Why That Is and What You Can Do About It

✍ Steven Pressfield, Shawn Coyne 📂 Library 📅 2016 🏛 Black irish Entertainment LLC 🌐 English

There's a mantra that real writers know but wannabe writers don’t. And the secret phrase is this: NOBODY WANTS TO READ YOUR SH*T. Recognizing this painful truth is the first step in the writer's transformation from amateur to professional. “When you understand that n