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Item code: SCRG002
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Getting Great Results From Your Business! |
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By Malcolm Kilminster
A New Vision Publication
ISBN 1 85609 235 6
If you want to be successful and need a few handy tips from someone who has done just that, ‘Getting Great Results From Your Business!’ could provide you with just the kick start you need.
Written with the business owner, sales professional and entrepreneur in mind, Kilminster shares the tools and systems for thinking and working that have seen him rise through the ranks to Chairman of Kilminster Financial Management, one of the UK’s largest independent financial advisory practices.
His client management philosophies and personal time management ideas have been condensed into an easy read that aim to help you increase the turnover of your business by improving efficiency and effectiveness rather than creating a larger workload for yourself.
Instead of bogging the reader down with heavy text, complicated jargon, in-depth case studies and management theory, he has taken a much more basic approach by sharing the simple formulas, referral techniques and income multiplying methods that have worked best for him. In essence, the book revolves around Malcolms' ‘New Vision Method’, which, In 11 steps, emphasises the need to delegate tasks, set goals and concentrate on a fewer number of higher quality clients in order to create more time for yourself to enjoy the financial rewards.
Relevant to any business dependent upon good customer or client relationships, the book is characterised by easily digestible chunks of comprehensive and invaluable advice that emphasises the need for balance between work and life.
You can tell that this is a book designed for busy people – focusing on what’s really important by providing less information rather than more. It can be read from cover to cover in no time at all and then used as a hands on guide whenever you need to inject yourself with a bit of motivation during your working day. By the end of its 75 pages, you will feel truly inspired, realising that positive thinking, combined with a tried and tested means of success, can enable you to achieve your dreams - all thanks to an author that truly believes in what he has written.
Kilminster’s working philosophy is outlined in his three previously published books, The Sky Is Not The Limit, New Vision and 161 Transferable Sales Ideas along with two tapes and a set of video programmes – which cover positive thinking, practical techniques for expanding client lists and introducing creativity into business planning.
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Item code: SCRG001
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Million Dollar Prospecting Techniques |
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You’ve heard from the rest, now learn from the best-
Million Dollar Prospecting Techniques.
Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world.
Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including:
Attitude, authenticity, and other intangibles Locating and qualifying prospects Leveraging the telephone's full power Making cold calling more effective-and more fun Building networks and getting referrals Marketing-including a chapter on electronic marketing techniques.
No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques.
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Item code: SCR02
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The More You Tell the More You Sell |
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This terrific book is written by the famous Norman C Hillier.
Whatever business you are in, if you rely on a constant flow of new business from new and existing clients this is the book for you.
"If you only read one book this year on client servicing make sure it is this one.
It is often said in financial services that you cannot sell by mail-obviously nobody had mentioned this to Norman Hillier so he did it anyway, and proved everybody else wrong. That is typical of Norman. He has his own unique style that has proved its worth many times over.
I have had the pleasure of hearing Norman speak to audiences on a number of occasions and have notices how busy they always are taking notes which will enable them to put some of his ideas to work for them. This book will save a lot of time in future: no need to take notes, all the ideas are in here together with illustrations of his various sales aids.
Read it through and keep it on your desk as a reference book: you may just find it will increase your production."
Brendon F Power FLIA (dip)
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