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101 Cold Call Tips Paperback – October 28, 2008
All Books, All the Time
Read author interviews, book reviews, editors picks, and more at the Amazon Book Review. Read it now
Gerhard Gschwandtner, founder and publisher "Selling Power" magazine says: This book is like a Swiss Army knife. It allows you to cut a bigger slice of business in a shrinking market. --Jan/Feb 2009 Selling Power Magazine
Richard Cosier, Dean and leeds Professor of Management at the Krannert School of Management, Purdue University, called this book timely. --Quote in Email
About the Author
Linda Bishop is a sales and marketing expert, an author and speaker, and President of Thought Transformation, Inc. This innovative training group provides motivated sales professionals with tools, training and tactics to reach their next level of success.
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Top Customer Reviews
Linda's book helped me pinpoint not only the strengths of my own books and stories, but what I have to offer as a writer - why publishers should invest in me.
For example, in the chapter "Purchasing Behavior," Linda describes the difference between functional benefits and emotional benefits. Functional benefits explain to buyers how products solve their problems or improve their situation, whereas emotional benefits relate to a buyer's feelings. "We all buy from people we like," Linda says. "This is particularly true when large sums of money are involved or the purchase necessitates a long-term relationship...(so) tying benefits to the customer's immediate situation often results in a receptive audience."
Linda's book details in nine chapters how we can make the sale in tough times, and reminds us that "good times always last longer than bad times, and bad times always get better." Reassuring words to anyone trying to make that sale.
In writing this book, Linda Bishop's calls on her own successful career as a Sales Professional. She gives insight into buyer behavior, illuminates the price/value equation in the sales process and identifies the behaviors that lead to more sales.
The book is easy to read, written in a bullet point style that makes it a valuable reference book on selling. Buy two, one for your desk and one for your car to be reviewed BEFORE you make that next sales call!
The book also makes one aware of competitors techniques. The good ones', read the book or follow a successful path in selling. The unsuccessful ones' continue to blunder on, eventually losing their competitive edge.
The apple/apple comparision easily illustrates the importance of creating and keeping demand for your product--whether it be thru price or quality.
In this economy every product must serve a purpose-or the company will not survive.
During the past year or two, we have watched as an economic tsunami hit virtually everyone. Not a single business or individual was spared from the effects of the economy.
The gold in this --is that there is now a more level playing field.
For this reason "Selling in Tough Times" resonates with very important messages like "Sell every new buyer on your value" or "Great sales people don't say "I failed". They say "I failed and learned, and next time I'll do better".
This little book forces you to go back, reassess and regroup all within 2 hours!
The story of apples vs apples, or should I say apples vs apples vs apples, etc is an excellent illustration of what all good sales people know, but don't always understand.
Buy this book and keep it with you. Read a few pages in between appointments. You will be amazed at how it helps you to keep focused......which means you keep closing those sales.
Great job Linda.
Very relevant to today and upbeat.
Dynamic Marketing Systems