Publish and Flourish: A Consultant's Guide. How to Boost Visibility and Earnings Through a Publishing Strategy

Business & Money

Alessandra, Tony

Schaeffer, Garry

Industries

Alessandra & Associates, Inc.

There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Here's a simple test that should give you a clue if you're not already sure. Answer these 3 questions: *How much of your business comes from unsolicited referrals? *How many of your customers buy from you again and again? *Is the closing of the sale easy or hard? When you become a part of your customers' very own support staff (which is the case in "Collaborative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results. Here is the pattern I notice in many sales people. They constantly jump from job to job. They change entire industries. And they are constantly looking for new customers. I had to learn this lesson myself the hard way… Back in 1966, when I was just 19 years old, I made more money than my dad or anyone else in my family. You won't believe how. I sold pots and pans. They were very expensive. They sold for nearly $300. Remember. This was over 35 years ago when you could buy a decent used car for that amount. On my first sale, I sold a friend what we called our "Golden Opportunity" package. So not only did she get the pots...she also plunked down an extra $200 on some china. Hey! They were nice plates. Now she didn't really want all this stuff. She just didn't have the power to say "No." My offer and my close were way too strong for her to resist. Sounds good right? Not so fast. You have to look deeper. Here's what happened next... When I delivered the cookware, I asked her to go get her address book. It was time to get a list of referrals. Right? Wrong! She said no. I asked, "Why not? I don't understand." She said, "I don't want you to do to my friends what you did to me." "What's that?" I asked. She looked at me and said, "Tony, you sold me." I still remember how terrible that statement made me feel. She might as well have said I violated her. That's what it sounded like to me. It was a crushing blow. What's the lesson here? Sure, I made the sale. But ultimately I paid the price. I couldn't see it at first. But I paid for it emotionally. I paid for it financially. But worst of all, I paid for it spiritually. It didn't happen all at once, but my sales eventually began to drop off. The biggest reason was, I didn't feel good about what I was doing. It sounds a little cheesy, I know. But don't think for a second that the way you feel, who you are, or what you believe about your product or service, does not affect how well you do. It does! But that's not all. I also didn't feel good about the way my customers saw me. I remember I used to practically pray that I wouldn't see my customers at the store, walking downtown, or standing in line at the movie theater. Maybe you've been there. Anyway, it took me a number of years to figure out what was causing all the struggle. That was then. Here's what I discovered... Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales. You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around. They

Collaborative Selling: How To Gain The Competitive Advantage in Sales

Barrera, Rick

Alessandra, Rick

Marketing & Sales

This book is about improving your bottom line by implementing a successful, measurable learning process. It is directed at decision makers with responsibility for business results. The target audience is savvy corporate training directors, instructional designers, and human resource managers. We promise to challenge your assumptions about the way training is structured and the decisions that are made about training budgets, interventions and promised outcomes.

Performance Counts and Accountability Pays! Holding Learners Accountable in a Business Setting

Tony Alessandra

Frank Sarr

Pamela Larson Truax

Management & Leadership

This unique blend of scientific research on human behavior provides the tools to realistically take charge of improving work relationships and becoming a dynamic leader.

People Smart in Business

O'Connor Ph.D., Michael J

Alessandra Ph.D., Tony

Business Culture

Imagine... . When you encounter difficult people - you know how to adapt to them. . Where you meet challenging situations - you have the skills to transform them. . In times when you face the unknown - you remain fearless. If you dream of all that and more... then People Smart is the book you need. People Smart is a unique blend of scientific research on human behavior and our 30+ years of teaching people smarts - through the Platinum Rule. Whether you want to be better at counseling or coaching, managing or motivating, parenting or persuading, this book has the answers. Once you've been exposed to these hands-on, proven and practical principles, you'll find that you will have access to uncommon wisdom allowing you to: . Become a more loved and effective parent, teacher or friend . Gain effortless cooperation of even the most difficult people (children) . Fascinate and positively influence your spouse and children . Build quick rapport that creates lifelong relationships . Get along with all types of people from every walk of life Learn to apply People Smart and soon you'll unconsciously begin to draw out the best in everyone around you. You'll notice how easy it becomes for you to gain the trust and respect of even the most cynical people you meet. People Smart is a reader-friendly book. You can use and reuse it as a constant companion to consult when dealing with difficult people and stressful situations. It gives you the tools to realistically take charge of improving all your interpersonal relationships.

People Smart with Family, Friends and Significant Others

Self-Help

Relationships

This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 &amp; 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 &amp; 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the funnel technique of questioning to discover your prospect's needs - on pages 128 &amp; 129 9. Use the feature-feedback-benefit technique discussed on pages 136 &amp; 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done! Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships. Denis Waitley, Author, Empires of the Mind and The Psychology of Winning The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking. Tod Barnhart, Author, The Five Rituals of Wealth

The Platinum Rule for Sales Mastery

Scott Michael Zimmerman

Joseph La Lopa

This is just a sampling of the powerful techniques you will learn from this book: 1. Learn the strengths of your natural behavioral style and how to leverage them. 2. Discover common traits shared by effective leaders who have mastered behavioral adaptability. 3. Contains invaluable information about how your behavioral style can be leveraged to create an effective culture that permeates every facet of your business. 4. Learn how to create discipline within your organization that s predictable results. 5. We will teach you how to develop a winning attitude that improves every facet of your business. 6. You will learn why your natural behavioral style may be impeding your ability to take calculated risks that are necessary to build a winning business. 7. You will learn how to leverage your natural behavioral style within your particular selling environment. 8. We will teach you how to use psychographics in customizing your marketing messages.

The Platinum Rule for Small Business Mastery

Zimmerman, Scott Michael

Finklestein, Ronald

Alessandra, Dr. Tony

The Platinum Rule for DISC Sales Mastery

Alessandra, Tony, Scott, Zimmerman Michael, Joseph, "Mick" La Lopa

The Platinum Rule for Sales Mastery Hardback Book

Scott, Zimmerman Michael

Joseph, "Mick" La Lopa

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