15 pages, PDF eBook
ISBN: 978-1-933631-97-4
U.S. $24.95
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Connecting With Your Customer:
Understanding the Buyer's Needs
by Jim Cathcart
In 1994, I had the opportunity to visit the White House with a small group of professional speakers. At the end of the tour, our group came to the foyer and while we were standing there my wife Paula said, "Oh my gosh, here he comes."
We looked across the room and sure enough, there came the President of the United States. At that time, it was Bill Clinton. He walked over and spent about ten minutes with our group, one-on-one, chatting with each of us. Someone in the group mentioned that we were professional speakers and commented that President Clinton, too, was in many ways a professional speaker. At that time, Clinton looked directly at me and he said, "Half of my job is keeping people in the right frame of mind."
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16 pages, PDF eBook
ISBN: 978-1-933631-88-2
U.S. $24.95
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Finding the Buyers:
How To Reach Those Who Want What You've Got
by Jim Cathcart
There is an old saying that you can't sell refrigerators to Eskimos. The reasoning behind this motto is that many Eskimos, at least those who live in Alaska, reside in such a cold environment that they don't need refrigeration. After all, if your home is an igloo made of ice, what good is refrigeration?
But I maintain that you CAN sell refrigerators to people who live in the ice and snow. Just not for the same reason that the rest of the world would buy them. What people in California need is a machine that will produce the cold for them. What residents of the Arctic need is a machine that will protect their food and maintain an even temperature. Cold they have; it's control that they need.
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17 pages, PDF eBook
ISBN: 978-0-9815589-6-7
U.S. $24.95
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Getting the Sale:
Confirming the Commitment to Buy
by Jim Cathcart
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27 pages, PDF eBook
ISBN: 978-1-933631-73-8
U.S. $24.95
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Introduction to Relationship SellingTM
Reaching the Top One Percent of Your Field
by Jim Cathcart
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14 pages, PDF eBook
ISBN: 978-0-9815589-5-0
U.S. $24.95
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Sales Presentations:
Solving Problems and Filling Needs by Increasing People's Desire to Buy
by Jim Cathcart
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14 pages, PDF eBook
ISBN: 978-0-9799949-2-0
U.S. $24.95
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Sales Psychology:
Understanding the Mind of the Buyer
by Jim Cathcart
There is an old saying that "knowledge is power." But while a little knowledge may go a long way, this motto is no longer completely accurate when it comes to the world of Relationship SellingTM. In the 21st Century world of sales, it is all about trust. Trust is power.
Being able to trust a person or company to do what they say they will do is pure gold in today's marketplace.
When was the last time you wasted a big portion of your day just trying to get people to do what they said they would do and do it well?
In any situation where two equally qualified options exist, the person or product that is most trusted will always win. When two people attempt to win an account, the one who appears to be most trustworthy will have the edge.
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14 pages, PDF eBook
ISBN: 978-1-933631-76-9
U.S. $24.95
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Sales Readiness:
How Preparation Leads to Opportunity
by Jim Cathcart
A rowing team works as one seamless unit, yet is made up of unique individuals. In order for it to be successful, this team must have the complete commitment of each of its members. They must immerse themselves in the activity of rowing and release their individual interests and concerns so that the group can work as one.
The same is true for sales competence. Many different skills are required in order to excel in sales. One must be able to manage oneself, target the right prospective customers, marshal the resources that will help make the sale, communicate clearly and convincingly, connect with all types of people, and much more. But in order for a salesperson to sustain a successful sales career, all these skills must work in concert. It is not enough to merely be strong in a few areas.
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Look for more Acanthus Publishing Books soon!
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