{"product_id":"the-new-science-of-selling-and-persuasion-isbn-9780471469247","title":"The New Science of Selling and Persuasion","description":"One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone\u003cbr\u003e This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell.\u003cbr\u003e William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.  Preface.  \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003e1. The New Science of Selling and Persuasion.\u003c\/p\u003e \u003cp\u003e2. Sales Management.\u003c\/p\u003e \u003cp\u003e3. Hiring and Retaining Great Salespeople.\u003c\/p\u003e \u003cp\u003e4. Selecting and Empowering the Right Sales Managers.\u003c\/p\u003e \u003cp\u003e5. Sales Management Process.\u003c\/p\u003e \u003cp\u003e6. Achieving Total Selling Mastery.\u003c\/p\u003e \u003cp\u003e7. Sales Culture.\u003c\/p\u003e \u003cp\u003e8. Accountability.\u003c\/p\u003e \u003cp\u003e9. Integrating Marketing, Sales, and Service for Superior Performance.\u003c\/p\u003e \u003cp\u003e10. Successful Product Introductions.\u003c\/p\u003e \u003cp\u003e11. Sales Management and Selling Truths.\u003c\/p\u003e \u003cp\u003e12. Organizational and Salesforce Audit.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e WILLIAM T. BROOKS is the founder and CEO of The Brooks Group, an internationally recognized consulting firm with such clients as BMW, Hewlett-Packard, Volvo Trucks of North America, and Chase Automotive Finance. He is one of the world’s leading experts in the fields of business growth, sales, and sales management.   Sales has changed dramatically in the last few decades, yet many organizations and many salespeople continue to employ simplistic practices that no longer work. The New Science of Selling and Persuasion brings sales into the twenty-first century with carefully researched tactics and strategies that work in the real world of modern sales.  \u003cp\u003eBacked by facts and figures, author William T. Brooks offers hard science that dispels such time-honored myths of selling as:\u003c\/p\u003e \u003cp\u003eMyth #1: Closing is the key to selling.\u003cbr\u003e Truth: Research clearly shows that how you open a sale is more important to customers than how you close it.\u003c\/p\u003e \u003cp\u003eMyth #4: Persistence is the key to sales success.\u003cbr\u003e Truth: Badgering bad prospects doesn’t work; concentrating on the right prospects from the beginning does.\u003c\/p\u003e \u003cp\u003eMyth #7: Experienced salespeople don’t need to prospect.\u003cbr\u003e Truth: Prospecting is an art and a science that inevitably leads to more sales.\u003c\/p\u003e \u003cp\u003eMyth #12: Cold calling works.\u003cbr\u003e Truth: Cold calling is the least effective way to find new prospects.\u003c\/p\u003e \u003cp\u003eRather than repeat selling’s time-worn myths, Brooks highlights the underlying principles, consistent patterns, statistical realities, and proven standards that yield predictable sales improvement. There’s no way to guarantee that a customer will buy anything, but the cutting-edge strategies you’ll find here are proven to lead to better prospects and more repeat business.\u003c\/p\u003e \u003cp\u003eMore than just a guide for salespeople, this one-of-a-kind book helps business leaders diagnose and correct organizational problems that inhibit sales growth. Based on his long experience as a salesperson and sales consultant, Brooks offers cures for organizational ills in sales management, culture, and hiring, among other areas. Looking at both organizations and the individuals who comprise them, he gives both sales managers and salespeople the tools they need to take a critical look at their own sales strategies and at their organization’s structure.\u003c\/p\u003e \u003cp\u003eThe old tricks and tactics of the last century no longer work with today’s savvy, cynical customer. Combining step-by-step strategies with organizational guidelines, personal sales tips, and even career guidance for sales pros, The New Science of Selling and Persuasion presents a practical, relevant, and revolutionary approach to sales that works wonders for organizations and individuals alike.\u003c\/p\u003e  \"Building upon lessons learned for over a quarter century of theory and practice, Bill Brooks brings to the table the ultimate synthesis of selling and persuasion techniques. A must-read for serious business executives!\"\u003cbr\u003e –Richard Gimmel\u003cbr\u003e President, Atlas Machine \u0026amp; Supply and \u003cbr\u003e President, Industrial Compressor Distributors Association  \u003cp\u003e\"This powerful, easy-to-use program by Bill Brooks is the ultimate scientific synthesis of sales theory and practice. It is an essential tool for every professional whose pursuit is excellence in the art of persuasion and the science of selling.\"\u003cbr\u003e –Steven Powell\u003cbr\u003e Regional Sales Manager, First Citizens Bank\u003c\/p\u003e \u003cp\u003e\"Indeed, Bill Brooks has placed in perspective the essential lessons of a century of business history, and combined this intelligence with tools for effective professional sales management. The New Science of Selling and Persuasion awaits smart business managers who are seeking the ultimate sales solutions.\"\u003cbr\u003e –Jack Perry\u003cbr\u003e  Senior Vice President, National Sales Development, Manulife Financial\u003c\/p\u003e \u003cp\u003e\"At a time in business history when increased competition, customer demands, and a constantly changing selling terrain are thebaneof all sales executives,Bill Brooks has combined, with remarkable clarity, principles underlying the art of persuasion with the science of selling. The New Science of Selling and Persuasion will surely empower the executive who plays to win.\"\u003cbr\u003e –Bob Damstetter\u003cbr\u003e Vice President, Sales, Townsend Engineering Company\u003c\/p\u003e \u003cp\u003e\"Bill Brooks’s well-researched book is a powerful tool for every sales force. It should be required reading for sales professionals who seek to develop the way of successful selling in a complex, demanding business arena.\"\u003cbr\u003e –James Canale\u003cbr\u003e CEO, Net2 Technology Group\u003c\/p\u003e \u003cp\u003e\"Bill Brooks has the uncanny ability to articulate the truth. I know his message is correct because it resonates with my own heretofore unspoken belief structure. Bill has simply and systematically provided the language that crystallizes thought, the prerequisite to action.\"\u003cbr\u003e –Mike Pierson\u003cbr\u003e Vice President, Beckwith \u0026amp; Kuffel, Inc.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990299230437,"sku":"NP9780471469247","price":35.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471469247.jpg?v=1761787257","url":"https:\/\/k12savings.com\/products\/the-new-science-of-selling-and-persuasion-isbn-9780471469247","provider":"K12savings","version":"1.0","type":"link"}