The World's Best Book Summaries
Are you having trouble closing sales? What are the most effective closing techniques? Knowing how to close a sale is a make-or-break skill in the sales profession. In his book Little Red of Selling, sales trainer Jeffrey Gitomer addresses three techniques that will help you clinch the deal: 1) help the buyer convince herself to buy, 2) eliminate the buyer’s risk, and 3) use customer testimonials. We’ll discuss these three sales techniques below.
Why should you dream big dreams? How can you make your dreams a reality? Those who become astonishingly successful are typically people who dream big dreams and act on them. However, you must plan effectively before your dreams can become reality. Successful dreamers like Henry Ford and the Wright brothers had actionable plans that helped bring their dreams to life. Read on to fully understand why successful people are usually those who dream big dreams.
What are the major principles of Think and Grow Rich? How can you apply the Think and Grow Rich principles? The major principles of Think and Grow Rich are clarity of purpose, focus, and persistence. You can apply the principles by following the action plan in the book with a positive mindset. Read on to discover more about the essential principles of Think and Grow Rich.
Is your business up and running, but you wonder how to keep it going strong? Are you ready for a business growth plan to take your company to the next level? In The E-Myth Revisited, Michael E. Gerber shares three elements of an effective business growth plan for ongoing success. It involves three activities: innovation, measurement of results, and execution. In the book, he explains why this process is critical to realizing the American small business dream. Keep reading to learn about the three key pieces of a successful business growth plan.
How can taking a service-oriented approach to selling help you close more sales? Why is moving others through persuasion more successful than manipulation? In To Sell Is Human, Daniel Pink explains that modern-day sales are no longer about manipulation tactics and elevator pitches. Today, a much more successful approach to sales is the service-oriented approach. This method focuses on what you can do for the customer, rather than what the customer can do for you. Continue below to learn the rules of service-oriented selling and for some additional tips to help you succeed.
What are the components of a successful business development process? How can such a process help your business grow? In The E-Myth Revisited, Michael E. Gerber lays out the seven components of a business development process. You probably know that you need a business objective and a marketing plan, but you might not be aware of everything you need to set up your business for growth. Read more to learn the elements of the business development process.
Do you think like an entrepreneur? What are the elements of an entrepreneurial perspective? In The E-Myth Revisited, Michael E. Gerber suggests that you might need to think of your business in a new way. He provides an exercise for reconceptualizing your business, prompting you to think of it as though it was a prototype for thousands more. Keep reading to learn about the entrepreneurial perspective, what it entails, and how to think like an entrepreneur.
What does clarity mean in the context of sales? What are the seven components of clarity? Daniel Pink, sales guru and author of To Sell Is Human, puts high importance on the new ABCs of selling: attunement, buoyancy, and clarity. There are seven components to clarity and if you master them, you will be able to close more sales. Here is what Daniel Pink says about clarity in sales.
What business stages must entrepreneurs understand and navigate? What are the risks of each phase? In The E-Myth Revisited, Michael E. Gerber describes three business stages: infancy, adolescence, and maturity. He explains the characteristics—as well as the risks—of each. Business owners must learn to navigate these phases. Keep reading to learn about the three business stages of E. Gerber.
In what ways was the Airbnb booking process allowing for racial discrimination? What actions did the executives take to fight Airbnb racism? In Biased by Dr. Jennifer Eberhardt, she discusses the issues Airbnb had with racism on their website. Black users had a difficult time booking stays due to rejection and black hosts were forced to lower their prices otherwise guests chose to book with their white counterparts. Learn what steps Airbnb took to fight back against racial discrimination.