New Book! A Goldmine of Sales Wisdom – Mastering The World Of Selling
Aug 24, 2010 Books, Books by Keith Rosen
I want to take a moment to let you in on something special. Something that could easily contribute to making this one of your best years in sales.
Eric Taylor and David Riklan, the creators of the “Mastering the World” book series, are releasing their newest masterpiece.
Mastering the Word of Selling.
I can tell you this, they have worked incredibly hard compiling the greatest sales strategies and tips from the top thought leaders out there to make this book is an invaluable resource for anyone working in sales.
The complete details are here.
One look and you’ll quickly see why it’s really “the best of the best.”
Whether it’s the classic wisdom of Napoleon Hill and Zig Ziglar … or up-to-the-minute advice on using the power of “Sales 2.0” technologies, you can take absolutely any nugget from within this book’s 385 pages, and immediately apply it to solving your most pressing real-life sales challenges.
This is truly one of the most powerful and relevant single-volume collection of sales strategies, persuasion tactics, and training advice you’ll find.
And they’ve also included a chapter with my sales and sales leadership strategies.
There are just too many topics, too many bonus materials offered and too many experts contributing to list here. Even on the webpage, they don’t list quite everything but you can take a look for yourself and see who and what is included here.
Finally, David and Eric are also celebrating the book’s release date with an incredible, exclusive give-away of $2,686.00 worth of hand-picked FREE Gifts. (You’ll have to visit their webpage here to get all the details, and see how you can qualify.)
See for yourself what all the fuss and all the excitement is about!
Here’s the main site: masteringtheworld.com
Book Recommendation: Driven – A Guide to Harnessing Your Inner Focus to Achieve Unprecedented Results
Jul 13, 2010 Books, Life Coaching and Career Coaching, Live Responsibly: Life Tips, Great Living
Imagine being able to transcend the boundaries of what you think is possible and become powerful beyond measure? It starts with identifying your Junoon.
I am excited to announce the availability of an intriguing book written by my friend Razi Imam. Razi is an incorrigible entrepreneur who has taken an interesting approach in helping people achieve extraordinary results.
Told in the context of a story, Razi’s book “Driven” teaches the ancient Eastern concept of “Junoon” as the means to help people find their dreams and get in a state of single-minded focus that makes the achievement of those dreams and goals a certainty.
Whether you want to start a business, learn a sport or solve a major world problem, achieving the state of Junoon is where you start.
When Razi asked me to share my Junoon, it was an opportunity to take an immediate and important pause in my day to reflect upon his request. What came out for me was a moment of intrigue, of inspiration, of focus and of unwavering passion for my convictions and purpose.
Your Junoon is not just the vision for your life or career. Your Junoon is not simply a list of your goals. Yes, your Junoon encapsulates these things but it is more – even more than the declaration of the source of your power. Writing my Junoon was powerful exercise, to say the least. The following paragraph is my Junoon, which I share with you here:
“Imagine being able to tap into your deepest level of authenticity and full accountability that makes us all powerful beyond measure. To empower others to break through what may have initially been perceived as an insurmountable challenge. To be human, to find strength in vulnerability, to deeply connect with people and touch the lives of others in a way that transcends the boundaries of what we think is possible.
To profoundly impact a culture – one person at a time, whether in our community, our schools or our businesses. To live in the relentless pursuit of wanting to serve others. To channel your vision, beliefs and convictions so strongly that they become contagious and echo indefinitely throughout the halls of change.
To be inspired by a mission bigger than you that engulfs your thinking and is manifested in everything you do – to the point of obsession. To awaken the gifts and tap into the value of each person that may lie dormant so they can achieve the things they never thought could be. To know that where this all starts is at the home; with my children the ultimate source of my power-and purpose.
My children fuel my inspiration, my passion and are the center of my universe. This is my Junoon.”
Driven will give you the infinite inner strength, heightened awareness, hyper focus and deeper insight to overcome the most overwhelming of obstacles in pursuit of your dreams. Razi has crafted the formula so that who you really are, who you want to be and what you truly want can work in harmony. Driven will enable you to recognize how influential you are and can be.
What is your Junoon? This book will show you how to tap into your purest source of greatness and heartfelt energy that will drive unprecedented change – and make you unstoppable.
Download a free chapter now at Drivennation.com.
Tags: Books, Junoon, recommendations
New Facebook Page Launched – More Goodies and Pictures I’m Sharing With You
Sep 17, 2009 Books, Business Tools, Career Advice, Sales Management, Videos, career coaching, podcast, sales tools
Keith Rosen | Create Your Badge
We just launched a new Facebook page and I’m excited to invite you to connect with me here. The plan is to offer some additional resources, videos, pictures and materials that you can find exclusively on this new Facebook page. I look forward to connecting with you here! Here’s the link:
One thing this Facebook page already has that you can’t find anywhere else are all of the pictures I’m taking documenting my eight country tour, of which you can already find pictures from Ireland and Prague.
It’s been an incredible journey filled with new experiences which I can’t wait to write on. While I’ve certainly built in the additional time to explore the richness and culture each country has to offer, the primary objective is to deliver my management coach training program to CEO’s, Directors, VP’s and managers, especially sales managers; based on my last book, Coaching Salespeople into Sales Champions. (Currently we’re also doing a huge book event this week which you can find more about here and how you can get additional Bonus Gifts from The World’s Top Thought Leaders.)
The result so far? My peripheral vision has been expanded exponentially, as I continue to be fascinated by the subtleties and nuances in cultural differences, in management style and in organizations across the globe.
However, one thing has been consistent: People are people; wherever you go. People share the same core needs, same dreams; our core values still remain. And one thing is for sure; coaching is a UNIVERSAL language. (Maybe this can be a conduit to world peace? No, I haven’t lost my mind fully as of yet!)
Next stops, Dubai, Paris, Berlin, Madrid and Columbia! A few more countries to be added shortly. Looking forward to connecting and sharing this amazing and ongoing journey with you!
Tags: Books, coaching, facebook, podcasts, social media, training, Videos
Where Do Buyers Go When They Say, “I’ll call you back?”
Apr 17, 2009 Books, Sales Training, sales tips, sales tools
Where do buyers go when they say, “I’ll call you back?”
Why do buyers seem so foolish through our eyes for not making a buying decision, when it’s obvious that they have a need that our solution can resolve?
The sales model only handles half of the buying decision – the solution resolution phase. But it has never managed the buying decision phase – that place that buyers go when they go inside, figure out the internal issues they must manage to bring in a new solution, and make sure that there is buy-in for adopting a new solution. And the internal issues are not necessarily related to what we think of as the Identified Problem, or ‘need’. It might involve an historic fight between two departments that have duplicated staffing rather than clean up the fight. It might involve a set of rules that render your solution prohibitive, regardless of the need. It’s the sort of knowledge that only insiders can handle because it’s idiosyncratic to the culture. And as outsiders, we are not privy to it.
Indeed, a buyer’s need sits within a tangle of elements that have created the Identified Problem over a period of time, hold it in place daily, and fight hard to maintain the status quo because otherwise the system would be out of integrity. Think of an iceberg that has a problem with the tip: until the entire iceberg gets engaged, no change will happen. And in the process, it will fight hard to maintain all of itself rather than be diminished or changed.
Sales hasn’t known how to go inside a buyer’s environment and help manage all of those issues. It’s pure systems theory: systems fight to maintain themselves rather than change. And until or unless the system is able to manage the elements that would threaten the rest of the system, no change can happen. That’s why we don’t close 100% of our obvious sales; that’s where buyers go.
And even though we understand the area around our buyer’s Identified Problem, we have had no way of making sense of those idiosyncratic issues that are outside of our solution space and awareness. And until buyers manage these issues, they cannot make a decision.
My friend and colleague, Sharon Drew Morgen, author of the NY Times Business Bestseller “Selling with Integrity” and 6 other books on her ground-breaking Buying Facilitation Method, has developed a model that gives sellers the tools to help buyers recognize, align, and manage all of those elements within a buyer’s environment that need to be addressed before they can make a purchase. It’s the area that sellers have never been able to influence until now. Through books and guided study programs, Buying Facilitation is available to learn. Consider adding it to the skills you already sell with. Not only will it help your buyer make sound, quick buying decisions, but it will make you a true Servant Leader to your buyer, working together to match their values and align their criteria so they discover the solutions that their cultures will accept.
After my conversation with Sharon Drew just yesterday, I strongly suggest making this part of your skill set as well as your mind set that’s going to offer you a competitive selling edge that you may never have considered before. You can learn more about Sharon Drew Morgen, her programs and incredible books at newsalesparadigm.com and buyingfacilitation.com.
Book Release: The Race To Success. Are You In The Lead?
Mar 17, 2009 Books
In today’s ever changing world, everyone is struggling to find more time. Each day millions of Sales Professionals start their day behind and never catch up. In The Race To Success, author Cheryl Clausen challenges you to think differently about time and in doing so she turns the whole concept of time management upside down.
With more than 20 years of coaching experience, Cheryl A. Clausen is a recognized author who has published more than 500 articles on the topics of time mastery, marketing, and sales. One step at a time, Cheryl shows you how to move from being time strapped to time abundant, into a future in which you enjoy both personal and professional success. This book is for those serious about using their time to produce the greatest results; results you can’t even imagine at this moment. Results that will change your life and your business forever.
You can find out more about Cheryl and her new book here.
Beat Your Sales Slowdown
Mar 5, 2009 All About Selling, Books, Sales Training, sales tools
Selling in today’s economy is tough and likely to get tougher. It’s time to work smarter not harder.
Here’s one solid investment in yourself and your future. Top Dog Sales Secrets, published by SalesDog.com is the ultimate “tough times” sales book because it gives you an advantage over your competition.
Here is some of what you will learn:
You also get over $3,000 worth of powerful sales tools with your purchase. Your sales toolbox contains downloadable e-books, audio programs, video sales training programs, income-increasing special reports and white papers, all yours at no cost from top sales and business growth leaders – including me. Some of these tools are worth far more than the price of the book.
Don’t stress over tough times. Action is the answer. Check it out here.
P.S. The publisher guarantees your “extreme satisfaction.” Take a few moments right now to learn more. It’s also available as an e-Book.
How to Sell More by Reducing Risk
Mar 4, 2009 All About Selling, Books, sales tips, sales tools
Times are challenging for many businesses, and sales professionals have to help customers and prospects manage risk so buying will continue.
Those salespeople who help businesses successfully manage risk will be able to elevate themselves above the fray of the marketplace to be seen as bringing greater value to their customers. Your customers need to minimize all kinds of risk in many different areas.
I mention this because I recently learned about a brand new eBook by the Sales Bloggers Union (salesbloggers.com) that deals with this very topic. “How to sell more by reducing risk” provides eight different perspectives of risk written by eight of the top international sales bloggers.
They’re actually giving it away for free. Click here to download the free e-book and see what you can learn to maximize your sales.
Tune Up Your Prospecting Strategy, Get Your Cold Calling Game On and Secure More Leads and Appointments
Feb 21, 2009 All About Selling, Books, Cold Calling Tips, How To Close The Sale, How To Sell and Sales Tips, Sales Coaching, Sales Training, sales articles, sales tools, tele-sales, telesales
Refine Your New Business Development Strategy to Win New Business
Use this checklist here
Do you prospect effortlessly and have a steady flow of new business? We all need more selling opportunities. To find them, we need to connect with more qualified prospects.
Sometimes new isn’t always better. Here’s an incredible tool I created years ago when I came out with my cold calling book. I’ve used this countless times to help coach salespeople and companies to develop and fine tune their cold calling approach and strategy to schedule more appointments with the right decision makers that will accelerate your selling cycle and ultimately close more sales.
Managers love this checklist because they can leverage this as a tool to help coach their salespeople and uncover the more elusive gaps in their follow up, warm calling or cold calling approach. Remember, coach the process, not the result.
Use this appointment setting and new business development checklist to discover what it takes to cold call or prospect like a pro and see if you’re set up for success or failure. The Prospecting and Cold Calling Tune Up is a checklist that contains all of the components needed to develop a masterful prospecting and follow up system that’s been proven to bring in new business, fast.
If your prospecting system does not contain the listed components, then you can find everything you need to develop a masterful prospecting system by clicking here.
This prospecting and cold calling checklist will help you identify what you need to refine or develop in your approach to retrain more customers and get into bigger accounts, set up more qualified appointments with decision makers all the way up the C-Level chain to the CEO, get more voice mails returned, set up a step by step prospecting and cold calling strategy that works, close more sales and help your salespeople fill their sales funnel with more qualified prospects.
Make it rain more than ever before. Adopt to the new rules of engagement and win in today’s economy. Tune up your approach here.
Winner of the 2009 Stevie Award for Sales Eduction Leader of the Year
Feb 16, 2009 Books, Business Tools, Executive Coaching, Interviews, Live Events, Sales Coaching, Sales Management, Sales Training, management articles, sales articles
The other day, results were announced in the 3rd annual Stevie® Awards for Sales and Customer Service, an international competition recognizing excellence in customer service and sales. Stevie Award winners were announced during a gala awards dinner at Caesars Palace in Las Vegas.
I’m excited and humbly appreciative of winning the 2009 Stevie Award and being recognized as the Sales Education Leader of the Year. To me, this is not only an honor but a responsibility I have to you. I look forward to continually earn the right to hold this title and further my commitment to support sales executives, managers and salespeople world wide through my writing, training and coaching. And today, distinguishing and positioning yourself as an invaluable part of your organization is more essential than ever. This can only be achieved by developing yourself into the sales leader you can be.
Below is the ‘official’ press release.
KEITH ROSEN WINS 2009 STEVIE AWARD FOR SALES EDUCATION LEADER OF THE YEAR
LAS VEGAS, NEVADA – February 10, 2009 – Keith Rosen was presented with a Stevie® Award for Sales Education Leader of the Year in the third annual Stevie Awards for Sales & Customer Service.
The awards are presented by the Stevie Awards, which organizes several of the world’s leading business awards shows including the prestigious American Business Awards.
Nicknamed the Stevies for the Greek word “crowned,” winners were announced during a gala banquet on Monday, February 9 at Caesars Palace in Las Vegas. Nominated customer service and sales executives from the U.S.A. and several other countries attended.
More than 500 entries from companies of all sizes and in virtually every industry were submitted to this year’s competition. There are 27 categories for customer service professionals, including an Award for Innovation in Customer Service and Customer Service Department of the Year; as well as categories for sales professionals, ranging from Sales Education Leader of the Year, to Sales Training Program of the Year to Sales Department of the Year.
The Executive Sales Coach and sales strategist for many of the top sales and executive teams in the country, Keith Rosen has written several best selling books, including the award winning Coaching Salespeople into Sales Champions. This book was recently named the 2008 Sales Leadership Book of the Year and received a gold medal at the Sales Books Awards just last month; a perfect complement to the award Keith has won here at the Stevie Awards.
Members of the Awards’ Board of Distinguished Judges & Advisors and their staffs selected Stevie Award winners from among the Finalists. Finalists were chosen by business professionals worldwide during preliminary judging.
“This year’s honorees demonstrate that even in challenging economic times, it’s possible for organizations to continue to shine in sales and customer service, the two most important functions in business: acquiring and keeping customers,” said Michael Gallagher, president of the Stevie Awards.
Details about the Stevie Awards for Sales & Customer Service and the list of honorees in all categories are available at stevieawards.com/sales.
About The Stevie Awards
Stevie Awards are conferred in four programs: The American Business Awards, The International Business Awards, The Stevie Awards for Women in Business, and The Stevie Awards for Sales & Customer Service. Honoring organizations of all types and sizes and the people behind them, the Stevies recognize outstanding performances in the workplace worldwide. Learn more about The Stevie Awards at stevieawards.com.
Tony and David’s Five Critical Objectives Of Your First Phone Call
Feb 13, 2009 Books, Prospecting, Cold Calling and Networking, Sales Training, sales articles
Tony Parinello recently released a new book which is more timely and relevant than ever before. Entitled, Five Minutes With VITO-Making the most of your selling time with the Very Important Top Officer, authors David Mattson, CEO and a partner at Sandler Systems, Inc. and Tony Parinello have been generous to share some chapter excerpts with me that I now have the opportunity to share with you.
Presence is everything when it comes to selling. How you come across, that is, how you ‘show up’ and present your case to the prospect can make the difference between the beginning or the rapid end of your very first conversation with them. Regarding of how you’ve connected with your prospects; through cold calling, prospecting or by other marketing means, here are Tony and David’s five critical objectives of your first phone call.
Excerpt from Chapter 22
Five critical objectives of your first phone call
Your first phone call with any prospect is a critical factor in determining whether or not you will eventually make a sale. Because of this, it is crucial that you remain focused on the real purpose of this first conversation.
Critical Objective #1
Make a great first impression.
Your first phone call is about bonding and building a business relationship. Never use an icebreaker. It is a shallow attempt to reduce tension and a total waste of time. Get straight to the point. Don’t go into any technical details about your product or service unless you’re asked. Forget that you need to make a sale. Sounding desperate is going to bring a quick end to your conversation.
Critical Objective #2
Communicate with unshakeable confidence.
Pick up the phone, take your shot, stick to what you know and remember that if you fast-talk your prospect they will hang up. Remain confident and concise throughout the conversation.
Critical Objective #3
Focus on what is relevant to your prospect.
When you’re making a pitch, your prospect is going to be asking him or herself, “How does this apply to me and the economics of my operations and/or the wealth of my shareholders?” Make sure your product or service is a clear answer to this question.
Critical Objective #4
Establish an up-front contract.
A conversation with a prospect is all about commitments of time, attention and resources. Be up-front with what you are offering them, and what you are asking for. Lead your prospect towards making additional commitments to you, but make them feel like they are in control of the terms.
Critical Objective #5
Make a great last impression.
What you say at the end of your first conversation matters almost as much as what you say at the beginning. Make sure your prospect hangs up the phone eager to speak with you again.
To order the book or for more information, click here.
RSS
