Sales & Marketing Management - November/December 2007 - (Page 38)

Shelf Life 2 1 NIGHTTIME READING FOR DAYTIME SUCCESS } 3 2 SALES SCRIPTS THAT $ELL Second Edition BY TERI GAMBLE AND MICHAEL GAMBLE, AMACOM, $16.95 2 Regardless of experience level, all sales professionals occasionally encounter difficult selling situations that throw them off their game. Daunting as it sounds, there’s only one way to patch up those chinks in your armor and establish a definitive selling advantage over your competitors—you need to memorize the right words for every conceivable occasion. If you’ve been hunting for a onestop reference to help you navigate any scenario, look no further than Sales Scripts That $ell. Authors Teri and Michael Gamble, the New Jersey-based co-owners of Interact Training Systems, have assembled a foolproof guide for talking your way to success—no matter the particulars of the situation. And at a mere 181 pages, this book is small enough to stuff into your briefcase, so you’ll always have it on hand for a quick refresher. The fact of the matter is, as nuts-and-bolts guides to selling success go, you can’t do much better than Sales Scripts That $ell. 2 THE ART OF WOO 1 Using Strategic Persuasion to Sell Your Ideas BY G. RICHARD SHELL AND MARIO MOUSSA, PORTFOLIO, $24.95 No, pro wrestler Ric Flair hasn’t decided to write a philosophical text. With all due respect to the Nature Boy, The Art of Woo is actually the brainchild of G. Richard Shell and Mario Moussa, both distinguished faculty members at the University of Pennsylvania’s famed Wharton School. “Woo,” to hear the authors tell it, is best defined as “relationship-based persuasion, a strategic process for getting people’s attention, pitching your ideas, and obtaining approval for your plans and projects.” So if you haven’t already guessed, Shell and Moussa’s objective is to teach you how to win others over. The authors break up effective persuasion efforts into four separate stages, teaching you how to master each. On the flip side, they also showing you how to identify and overcome five key barriers to getting your message across. Taken together, it’s a can’t-miss strategy for turning your ideas into reality. 38 SALES&MARKETING MANAGEMENT 2 FIRE THEM UP! 7 Simple Secrets to: •Inspire Colleagues, Customers, and Clients … BY CARMINE GALLO, WILEY, $21.95 Cynicism and disillusionment run rampant in every facet of society, but perhaps none more prevalent than the workplace. If your sales team exhibits all the enthusiasm of a prison chain gang, it’s up to you to massproduce some inspiration, pronto. If you’re not sure how to go about tackling this Herculean task, never fret—just flip through a copy of Fire Them Up! In his new book, author Carmine Gallo has assembled profiles of this country’s most inspiring individuals. You’ll find plenty of business heavyweights covered—like Apple CEO Steve Jobs and Ritz-Carlton President Simon Cooper—in addition to folks running the gamut from former Vice President Al Gore to Disney Teacher of the Year Ron Clark. Gallo takes an in-depth look at each of these extraordinary individuals, cobbling together their secrets for motivating others into a plan anyone can benefit from. 3 2 AUTHENTICITY What Consumers Really Want BY JAMES H. GILMORE AND B. JOSEPH PINE II, HARVARD BUSINESS SCHOOL PRESS, $26.95 It seems the hot new trend in business these days is being genuine—quite the novel concept! But in truth, this is no laughing matter. In a world where authenticity is the exception rather than the norm, how can you establish your organization as the real deal? In Authenticity, authors James H. Gilmore and B. Joseph Pine II offer three timeless axioms to guide you: 1) If you are authentic, then you don’t have to say you’re authentic; 2) If you say you are authentic, then you’d better be authentic; and 3) It’s easier to be authentic if you don’t say you’re authentic. Building upon these common-sense rules, the authors provide practical management tools for determining just how “real” your brand is perceived by your target audience. And if your public perception leaves a bit to be desired, Gilmore and Pine will show you how to set things right. www.salesandmarketingmanagement.com NOVEMBER/DECEMBER 2007 http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - November/December 2007

Sales & Marketing Management - November/December 2007 Contents Editor’s Letter Management Strategies What “Tell Me More,” Really Means Sales Strategy Marketing Management Motivation/Incentives Training Technology The Brains Behind the Brawn Are You a Bad Manager? Pipeline = Lifeline Feeling the Squeeze; The Foray Mobile Workmate; Seeking the Sights of Pittsburgh; Testing the Social Media Waters. Gadgets & Gear Books That Improve Strategic Thinking, People Skills and Sales Work/Life Take-Aways

Sales & Marketing Management - November/December 2007

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