{"product_id":"salesburst-isbn-9780470150719","title":"SalesBURST!!","description":"\u003cb\u003ePraise for \u003ci\u003eSalesBURST!!\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"\u003ci\u003eSalesBURST!!\u003c\/i\u003e is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today.\"\u003cbr\u003e —Peter Handal, CEO, Dale Carnegie \u0026amp; Associates, Inc.\u003c\/p\u003e \u003cp\u003e\"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. \u003ci\u003eSalesBURST!!\u003c\/i\u003e helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker.\"\u003cbr\u003e —Jeffrey Gitomer, author of \u003ci\u003eLittle Red Book of Selling\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible.\"\u003cbr\u003e —Brian Tracy, author of \u003ci\u003eThe Psychology of Selling\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Learn from Evans and \u003ci\u003eSalesBURST!!\u003c\/i\u003e how passion, determination, and an intelligence-based sales effort can make you successful.\"\u003cbr\u003e —John Calamos, CEO, Calamos Investments\u003c\/p\u003e \u003cp\u003e\"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using \u003ci\u003eSalesBURST!!\u003c\/i\u003e to train my salespeople firsthand.\"\u003cbr\u003e —Joel Leetzow, Executive Vice President, North America and board member, Scancode\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eSalesBURST!!\u003c\/i\u003e is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota.\"\u003cbr\u003e —Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture\u003c\/p\u003e \u003cp\u003e\"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons.\"\u003cbr\u003e —Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eSalesBURST!!\u003c\/i\u003e teaches you to set goals and train for those goals so you win.\"\u003cbr\u003e —Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist\u003c\/p\u003e \u003cp\u003eAcknowledgments xii\u003c\/p\u003e \u003cp\u003eAbout the Author xiii\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eLate Show with David Letterman: FAST Close xviii\u003c\/p\u003e \u003cp\u003eWhat is the Object of Entrepreneurial Sales Training? xix\u003c\/p\u003e \u003cp\u003eDefinitions xxi\u003c\/p\u003e \u003cp\u003e \u003cb\u003ePart I Secrets\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 Secret #1: Ask a Question When You Are Lost 3\u003c\/p\u003e \u003cp\u003eChapter 2 Secret #2: Prime the Pump 7\u003c\/p\u003e \u003cp\u003eChapter 3 Secret #3: Role-Play the 10 Perfect Closing\u003c\/p\u003e \u003cp\u003eQuestions 9\u003c\/p\u003e \u003cp\u003eChapter 4 Secret #4: Call Back the Same Day 19\u003c\/p\u003e \u003cp\u003eChapter 5 Secret #5: Intercept 23\u003c\/p\u003e \u003cp\u003eChapter 6 Secret #6: Land Where You Planned 27\u003c\/p\u003e \u003cp\u003eChapter 7 Secret #7: Water, No Ice 29\u003c\/p\u003e \u003cp\u003eChapter 8 Secret #8: The Blame Game 31\u003c\/p\u003e \u003cp\u003eChapter 9 Secret #9: Give and Take 33\u003c\/p\u003e \u003cp\u003eChapter 10 Secret #10: Be a Contrarian 37\u003c\/p\u003e \u003cp\u003eChapter 11 Secret #11: Bet on Yourself 41\u003c\/p\u003e \u003cp\u003eChapter 12 Secret #12: Is Sales Art or Science? 45\u003c\/p\u003e \u003cp\u003eChapter 13 Secret #13: Immediate Action After Strategy 49\u003c\/p\u003e \u003cp\u003eChapter 14 Secret #14: Program Your Mind 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003e Part II Questioning\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 Answer a Direct Question with a Question 59\u003c\/p\u003e \u003cp\u003eChapter 16 The Checklist Close 63\u003c\/p\u003e \u003cp\u003eChapter 17 Land Mines 67\u003c\/p\u003e \u003cp\u003eChapter 18 Cats, Dogs, or Fish? 71\u003c\/p\u003e \u003cp\u003eChapter 19 Alternative Ways to Cold Call 75\u003c\/p\u003e \u003cp\u003eChapter 20 Selling an Intangible 79\u003c\/p\u003e \u003cp\u003e \u003cb\u003ePart III Listening\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 21 Self-Monitoring 87\u003c\/p\u003e \u003cp\u003eChapter 22 How to Calm an Irate Customer 91\u003c\/p\u003e \u003cp\u003e \u003cb\u003ePart IV Hiring\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 23 The Most Effi cient Interview 97\u003c\/p\u003e \u003cp\u003eChapter 24 Rejection and Impression 103\u003c\/p\u003e \u003cp\u003eChapter 25 Initial Reaction versus Fact 107\u003c\/p\u003e \u003cp\u003e\u003cb\u003e Part V Organizing\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 26 21-Day Challenge 113\u003c\/p\u003e \u003cp\u003eChapter 27 Sell Like You Are a Business 119\u003c\/p\u003e \u003cp\u003eChapter 28 Start Up Capital? 127\u003c\/p\u003e \u003cp\u003eChapter 29 Six Degrees from Kevin Bacon 131\u003c\/p\u003e \u003cp\u003e \u003cb\u003ePart VI Showing\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 30 Trade Shows: A Successful Way to Sell\u003c\/p\u003e \u003cp\u003eFrom a Booth 137\u003c\/p\u003e \u003cp\u003eChapter 31 More Booth Marketing Ideas 141\u003c\/p\u003e \u003cp\u003e\u003cb\u003e Part VII Marketing\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 32 FREe-commerce 147\u003c\/p\u003e \u003cp\u003eChapter 33 Lease and Refi nance 153\u003c\/p\u003e \u003cp\u003eChapter 34 Your Presentations 157\u003c\/p\u003e \u003cp\u003eChapter 35 Good Medicine 163\u003c\/p\u003e \u003cp\u003eChapter 36 Better Than New 169\u003c\/p\u003e \u003cp\u003eChapter 37 You versus Goliath 173\u003c\/p\u003e \u003cp\u003eChapter 38 Digitize Your Competition and Reposition 177\u003c\/p\u003e \u003cp\u003eIndex 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePATRICK EVANS\u003c\/b\u003e is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology. \u003c\/p\u003e \u003cp\u003eFor more information, visit www.salesburst.com.  \u003c\/p\u003e\u003cp\u003eIf you or your sales team are having trouble closing the big sales, maybe it’s time to change the way you think about sales entirely. \u003ci\u003eSalesBURST!!\u003c\/i\u003e presents a fast and effective training program that teaches salespeople how to think—and sell—like an entrepreneur. This rapid sales training course turns sales candidates into top producers and arms experienced sales professionals with new tactics for continued success. \u003c\/p\u003e \u003cp\u003eThe world’s only entrepreneurial sales system, \u003ci\u003eSalesBURST!!\u003c\/i\u003e frees you from the traditional sales model and introduces fresh strategies for better selling. Plus, it not only teaches you how to close more and bigger sales, it teaches you how to train your sales candidates and teams to excel at the same, successful entrepreneurial sales model you’ll master.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eSalesBURST!!\u003c\/i\u003e starts with basic sales secrets that can’t be beat—how to save a sale you’re losing; how to get into the proper mindset for consistent success; how to master the dialogue of closing; and how to close more sales by listening better. In addition, you’ll learn how to interview and hire great prospects to grow your sales force and how to market yourself, your salespeople, and your business to bring in a steady stream of new prospects.  \u003c\/p\u003e\u003cp\u003eBut there’s much more to the \u003ci\u003eSalesBURST!!\u003c\/i\u003e system than just nuts-and-bolts selling guidance. Even the most effective tactics and strategies can only improve your game so much. The real secret is in changing your sales mindset, as well as the mindset of your sales team. Once you start thinking like an entrepreneur—not like a robotic sales machine—you’ll be able to ditch your typical pitch and connect with customers and prospects on a higher, more effective level.  \u003c\/p\u003e\u003cp\u003eOrganized into short, quick-hitting chapters that cover one tip, topic, or technique, \u003ci\u003eSalesBURST!!\u003c\/i\u003e is perfect as a resource for quick sales advice. But taken together, these short bursts of guidance make up an entire sales training program certain to take your sales performance to a higher level. If you sell anything to anyone—from consumer products to business-to-business megadeals—\u003ci\u003eSalesBURST!!\u003c\/i\u003e offers explosive real-world advice.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989982691557,"sku":"NP9780470150719","price":22.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470150719.jpg?v=1761786109","url":"https:\/\/k12savings.com\/es\/products\/salesburst-isbn-9780470150719","provider":"K12savings","version":"1.0","type":"link"}