{"product_id":"stop-selling-and-start-leading-how-to-make-extraordinary-sales-happen-hardcover","title":"Stop Selling and Start Leading: How to Make Extraordinary Sales Happen - Hardcover","description":"\u003cp\u003eby \u003cb\u003eJames M. Kouzes\u003c\/b\u003e (Author), \u003cb\u003eBarry Z. Posner\u003c\/b\u003e (Author), \u003cb\u003eDeb Calvert\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003cbr\u003eNAMED THE #3 TOP SALES BOOK OF 2018!\u003cbr\u003e\u003cbr\u003eMake extraordinary sales happen!\u003c\/b\u003e \u003c\/p\u003e \u003cp\u003eIn the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer's journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them -- and more likely to buy from them.\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e, you'll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness.\u003c\/p\u003e \u003cp\u003e- Inspire, challenge, and enable buyers\u003cbr\u003e - Change your behavior to build trust and increase sales\u003cbr\u003e - Step into your leadership potential \u003cbr\u003e - See yourself the way your buyers do\u003cbr\u003e- Feel good about selling again\u003c\/p\u003e \u003cp\u003eWhen you're aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eBuyers have changed, and they expect sellers to make changes too. Today's savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors. They want sellers who create personalized value and build bonds of trust, sellers who provide a meaningful and relevant experience, and sellers who demonstrate genuine leadership. Your buyers want you to inspire and motivate them while giving them an opportunity to participate in creating something extraordinary. They want you to collaborate with them, strengthen them, and encourage them in the process. They avoid transactions when they anticipate a seller will leave them feeling suspicious, sidelined or manipulated. Unfortunately, they anticipate that most of the time. \u003c\/p\u003e\u003cp\u003eThat's why, to differentiate yourself, and to become a seller of choice and make more sales, you need to \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e. Sellers need to stop behaving like stereotypes found in\u003ci\u003e The Wolf of Wall Street\u003c\/i\u003e and \u003ci\u003eGlengarry Glen Ross.\u003c\/i\u003e In place of those mindsets and behaviors, you can choose to lead. Your buyers want you to behave like a leader. Discover within the blueprint of seller behaviors that buyers will respond to favorably, and will cause them to meet and buy from you. \u003c\/p\u003e\u003cp\u003eBased on research with hundreds of buyers and sellers, \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e reveals how the same principles and behaviors of the celebrated leadership model developed by Jim Kouzes and Barry Posner applies equally well to exemplary sellers. More importantly, it shows you how to leverage the power of The Five Practices of Exemplary Leadership\u003csup\u003e\u003csup\u003e(R)\u003c\/sup\u003e \u003c\/sup\u003eto consistently make extraordinary sales. The Five Practices\u003ci\u003e\u003c\/i\u003e are the result of over three decades of research as Jim and Barry gathered and analyzed data to zero in on the behaviors consistently exhibited by the most successful leaders. Their model for leadership is an exact match for what modern buyers want from sellers and to the personal best stories told by successful sellers. \u003c\/p\u003e\u003cp\u003eReady to unleash your leadership potential and become the seller your buyers want you to be? It's all right here, waiting for you in \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eBuyers have changed, and they expect sellers to make changes too. Today's savvy buyers are impatient with old-school selling tactics and stereotypical sales behaviors. They want sellers who create personalized value and build bonds of trust, sellers who provide a meaningful and relevant experience, and sellers who demonstrate genuine leadership. Your buyers want you to inspire and motivate them while giving them an opportunity to participate in creating something extraordinary. They want you to collaborate with them, strengthen them, and encourage them in the process. They avoid transactions when they anticipate a seller will leave them feeling suspicious, sidelined or manipulated. Unfortunately, they anticipate that most of the time.\u003c\/p\u003e \u003cp\u003eThat's why, to differentiate yourself, and to become a seller of choice and make more sales, you need to \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e. Sellers need to stop behaving like stereotypes found in \u003ci\u003eThe Wolf of Wall Street\u003c\/i\u003e and \u003ci\u003eGlengarry Glen Ross\u003c\/i\u003e. In place of those mindsets and behaviors, you can choose to lead. Your buyers want you to behave like a leader. Discover within the blueprint of seller behaviors that buyers will respond to favorably, and will cause them to meet and buy from you. \u003c\/p\u003e\u003cp\u003eBased on research with hundreds of buyers and sellers, \u003ci\u003eStop Selling \u0026amp; Start Leading\u003c\/i\u003e reveals how the same principles and behaviors of the celebrated leadership model developed by Jim Kouzes and Barry Posner applies equally well to exemplary sellers. More importantly, it shows you how to leverage the power of The Five Practices of Exemplary Leadership\u003csup\u003e(R)\u003c\/sup\u003e to consistently make extraordinary sales. The Five Practices are the result of over three decades of research as Jim and Barry gathered and analyzed data to zero in on the behaviors consistently exhibited by the most successful leaders. Their model for leadership is an exact match for what modern buyers want from sellers and to the personal best stories told by successful sellers. \u003c\/p\u003e\u003cp\u003eReady to unleash your leadership potential and become the seller your buyers want you to be? It's all right here, waiting for you in \u003ci\u003eStop Selling \u0026amp; Start Leading.\u003c\/i\u003e\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eJAMES M. KOUZES\u003c\/b\u003e is the Dean's Executive Fellow of Leadership, Leavey School of Business, Santa Clara University, and according to the \u003ci\u003eWall Street Journal\u003c\/i\u003e, one of the twelve best executive educators in the United States.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBARRY Z. POSNER, PhD, \u003c\/b\u003e is the Accolti Endowed Professor of Leadership at the Leavey School of Business, Santa Clara University, where he served for twelve years as Dean of the School. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDEB CALVERT\u003c\/b\u003e is the founder of People First Productivity Solutions and The Sales Experts Channel, and author of one of HubSpot's \"Top 20 Most Highly Rated Sales Books of All Time.\"\u003c\/p\u003e\n        \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 224\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.9 x 9.1 x 6 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e March 13, 2018\u003c\/div\u003e\n            ","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51761079877920,"sku":"9781119446286","price":25.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/e46534141e52cb4388421e211543b96d.webp?v=1780199106","url":"https:\/\/ebocreations.com\/products\/stop-selling-and-start-leading-how-to-make-extraordinary-sales-happen-hardcover","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}