Bücher von Tony Alessandra

In a few short years, the trade show and event marketplace has grown and is now considered an investment that adds to or subtracts from the bottom line. This work explains how to increase profits from trade shows even as managers deal with shrinking budgets.

Offers practical advice on developing verbal and nonverbal communication skills, writing effective correspondence, leading productive meetings, and using listening skills.

Salespeople are among the most highly paid professionals in American society, and they are very important to the economy. Why, then, do so few people respect sales as a career? In Non-Manipulative Selling the authors attempt to address that question for a broad business audience.Non-Manipulative Selling offers the strategies and techniques for creating customers, not just sales.

This unique blend of scientific research on human behavior provides the tools to realistically take charge of improving work relationships and becoming a dynamic leader.

Synopsis coming soon.......

This is just a sampling of the powerful techniques you will learn from this book: 1. Discover the preferred business situations for Directors - on page 8 2. Socializers typically work in these types of careers - see page 17 3. Use the checklists on pages 64 & 66 to quickly and accurately identify the styles of your prospects and customers 4. Learn the 14 traits of highly adaptable people - on pages 87 & 88 5. Discover the best ways to introduce yourself to each of the four behavioral styles on page 116 6. Learn the types of questions you might ask a third person to determine your prospect's style - on page 117 7. Read the best ways to leave a voice mail message for each of the four behavioral styles - on page 118 8. Learn how to use the funnel technique of questioning to discover your prospect's needs - on pages 128 & 129 9. Use the feature-feedback-benefit technique discussed on pages 136 & 137 10. Discover how to get a commitment from a Thinker on page 148 11. Use the four-touch after-sale follow-up system presented on page 152 Time has proven that people like to buy from people they know, like and trust. Your ability to connect with people, maintain rapport, lower tension and increase trust will determine how high you climb in the sales profession. Mastery of The Platinum Rule will give you an unfair advantage over other salespeople. Here are expert opinions: The Platinum Rule is communication and relational genius, translated into a very simple, daily philosophical approach that gets results. Well done! Jim Rohn, CPAE, Author, The Five Major Pieces to the Life Puzzle The Platinum Rule is the priceless key to unlocking the door to empowerment, productivity and all business andpersonal relationships. Denis Waitley, Author, Empires of the Mind and The Psychology of Winning The success we achieve is in direct proportion to our ability to understand and communicate with people. Communicating with people on their terms, not our own, is the key to creating a loyal customer base and creating mutually profitable business relationships; both of which result in higher productivity and increased earnings potential. The Platinum Rule is the single most effective tool for learning how to get exactly what we want in life by helping others get exactly what they want - the win-win we're all seeking. Tod Barnhart, Author, The Five Rituals of Wealth

A unique blend of scientific research on human behavior and more than 30 years of teaching people smarts, these proven and practical principles help draw out the best in everyone and interpersonal relationships.

There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling". The other seems pretty effortless. I call this one "Collaborative Selling". I must admit that both will get you some business. However, "Hard Selling" is always uphill battle. "Collaborative Selling," on the other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Here's a simple test that should give you a clue if you're not already sure. Answer these 3 questions: *How much of your business comes from unsolicited referrals? *How many of your customers buy from you again and again? *Is the closing of the sale easy or hard? When you become a part of your customers' very own support staff (which is the case in "Collaborative Selling"), you will consistently get referrals and repeat business. Hopefully you do get a lot of referral and repeat business. Unfortunately, too many salespeople I work with can't say that. If that sounds like you, I can help you transform your results. Here is the pattern I notice in many sales people. They constantly jump from job to job. They change entire industries. And they are constantly looking for new customers. I had to learn this lesson myself the hard way... Back in 1966, when I was just 19 years old, I made more money than my dad or anyone else in my family. You won't believe how. I sold pots and pans. They were very expensive. They sold for nearly $300. Remember. This was over 35 years ago when you could buy a decent used car for that amount. On my first sale, I sold a friend what we called our "Golden Opportunity" package. So not only did she get the pots...she also plunked down an extra $200 on some china. Hey! They were nice plates. Now she didn't really want all this stuff. She just didn't have the power to say "No." My offer and my close were way too strong for her to resist. Sounds good right? Not so fast. You have to look deeper. Here's what happened next... When I delivered the cookware, I asked her to go get her address book. It was time to get a list of referrals. Right? Wrong! She said no. I asked, "Why not? I don't understand." She said, "I don't want you to do to my friends what you did to me." "What's that?" I asked. She looked at me and said, "Tony, you sold me." I still remember how terrible that statement made me feel. She might as well have said I violated her. That's what it sounded like to me. It was a crushing blow. What's the lesson here? Sure, I made the sale. But ultimately I paid the price. I couldn't see it at first. But I paid for it emotionally. I paid for it financially. But worst of all, I paid for it spiritually. It didn't happen all at once, but my sales eventually began to drop off. The biggest reason was, I didn't feel good about what I was doing. It sounds a little cheesy, I know. But don't think for a second that the way you feel, who you are, or what you believe about your product or service, does not affect how well you do. It does! But that's not all. I also didn't feel good about the way my customers saw me. I remember I used to practically pray that I wouldn't see my customers at the store, walking downtown, or standing in line at the movie theater. Maybe you've been there. Anyway, it took me a number of years to figure out what was causing all the struggle. That was then. Here's what I discovered... Back in the 60's and 70's, selling was pretty simple. All you had to do was have a great opening line, a good pitch, and a strong close and you would get sales. You can't do that today. Your customers are too smart. They are too savvy. Yet a lot of sales people way underestimate the knowledge and intuition their prospects come armed with. Just think. They research the Internet. They shop around.&nbs