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Spin Selling - Neil Rackham Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-selling method, where SPIN describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN-selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance. |
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The New Strategic Selling - Miller Heiman In 1985, one book changed sales and marketing for ever. Rejecting manipulative tactics and emphasizing "process", "Strategic Selling" presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. "The New Strategic Selling" is the latest edition of the business classic and confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting the competition and a special section featuring the most commonly asked questions from the Miller Heiman workshop. |
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Art of Selling Real Estate - Tom Hopkins - Many Real Estate Sales books and seminars fail at this by telling you exactly what to do and when to do it, not taking into consideration if whether or not their particular style fits your personality. I've seen many very successful agents with completely different styles of prospecting, presenting, and closing. Some styles are even contradictory to each other but both Real Estate agents are very successful. Why is this? Because beyond the obvious differences in style, the successful sales process all share the same things in common. Tom Hopkins shares those characteristics in this book. |
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21 Things - Frank Cook - "This book is the most straightforward book I have read yet about any aspect of the business. I tip my hat to the author, who himself is a real estate columnist, for digging up the information... The truths are universal in this business (which is scary/weird), but I feel that anyone who is starting out in this business MUST read this book so you know what to expect, as I cannot think of any other business that chews up and spits out people so quickly. I imagine some will buy it looking for a way to riches, which this book is NOT about. It is about understanding how the business really works and what to expect, thereby giving one an edge against any disappointment and discouragement a "green" agent will surely feel in the first 18 months of this business. " |
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6-Figure Real Estate Income - While there are many good books about being a successful real estate broker, this one stands above the rest for helping you create a real estate brokerage business. Mike Ferry has a business process in mind that allows you to be more effective with your time and money, and to reinvest some of that time and money to create even greater results. He has been a successful broker, and has been a top trainer in the field (based on those experiences) for many years. |
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1,200 Great Sales Tips - Perfect for brokers, agents, and other real estate professionals, this handy guide brings together the best ideas from years of incredibly practical lists and checklists published in "Realtor Magazine". This practical, one-of-a-kind guide is perfect for learning the business of real estate and perfecting the best and most effective tactics and techniques for helping your real estate career and business grow. |
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Champion Real Estate Agent - Dirk Zeller - One of the most sought-after sales trainers in the industry, Zeller has a roster of clients that include RE/MAX, Prudential, Century 21, and Coldwell Banker. This title is loaded with original scripts and sample dialogues covering all aspects of a successful real estate transaction. It features a proven nine-step Real Estate Champion Selling Cycle and a six-step referral strategy. Based on his experience as one of North America's most successful real estate agents, Zeller has developed a system that transforms "ordinary" real estate agents into Champions. |
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Real Estate Marketing and Sales Essentials - The book walks readers through the major daily activities of real estate professionals, including prospecting for seller appointments, seller listing procedures, prospecting for buyer appointments, buyer listing procedures, objection handling techniques, client follow-up, referrals, contract writing, negotiation, closing, financing, and more. It also offers sound advice on the characteristics of successful salespeople, equipping readers with insight on such key skills as professionalism, ethics, technology, time management, and the psychology of marketing. |
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Millionaire Real Estate Agent - Gary Keller's two books "The Millionaire Real Estate Agent" and "The Millionaire Real Estate Investor" are the best books on the market for real estate professionals, and there's not even a close second. Beyond that, though, together they are far and away the most practical and effective roadmap for laying the foundation for any growing business. Not only that, these books are packed with incredible wisdom for living an effective life. |
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Millionaire Real Estate Investor - Where the majority of real estate instructional books are filled with anecdotes, stories and theories that have little to do with the day to day operations of a successful real estate business, this book is the opposite. Keller gives you a day by day roadmap for your success, no empty promises just a step by step of what you need to do to be successful. I would recommend this to any agent rookie, veteran or otherwise. This may be one of the best how-to business books on the market today. |
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Property and Money - is a straightforward guide to the investment and financial aspects of commercial property. Putting property into its financial context, it seeks to bridge the world of the surveyor and property developer and the investment and financial markets of the City of London. |
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Investing in Real Estate - A new and improved Fifth Edition of the classic real estate investor's bible. All the tried--and--true advice readers expect is here. Plus, new information for the new century covers fresh topics like finding properties outside the investor's home market; how to find the next hot real estate market; using the new financing technique called "option arms"; and using the limited liability company as a form of company ownership. Packed with smart advice and practical information, this book remains the only guide investors need to start building wealth immediately. |
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The New Solution Selling - Nearly 10 years ago, the influential bestseller "Solution Selling" literally rewrote the rules for selling big-ticket, long-cycle products. "The New Solution Selling" expands the classic text's cases, examples, and situations, and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. This performance-focused book features: a completely revamped, updated sales philosophy,management system, and architecture; tools to increase the quality and velocity of sales pipeline opportunities; and techniques that "Best of the Best" use to prospect for success. |
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The PMZ Way: Strategies of Highly Successful Real Estate Agents contains valuable insights from the head of one of California's leading real estate companies - Michael Zagaris. It also features many successful real estate agents who share their strategies for success as well as the real life struggles it took to get them where they are today. |
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Secrets of Power Persuasion for Salespeople is divided into four sections covering essential topics such as: How to Play the Persuasion Game, How to Analyse Any Buyers, How to Become a Power Persuader and How to Master Persuasion Techniques. This essential resource shares with you every secret, trick or strategy you will need to make buyers believe in you and do exactly what you want them to - buy what you are selling. |
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Secrets of Power Negotiating has been completely revised and updated to reflect the changing dynamics of business today. Readers learn how to win negotiations and leave the other person feeling like he or she has actually won. This book covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves, how to recognise unethical tactics, key principles to the Power Negotiating strategy, why money is not as important as everyone thinks, negotiating pressure points, understanding the other party and gaining the upper hand and analyses of different negotiating styles. |
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Real Estate Rainmaker - The first book to focus on the entire process of lead management, not just front-end advertising and marketing Comprehensive and revolutionary, the three-step Real Estate Rainmaker system illustrates tested and proven techniques every sales person can use immediately. Real Estate Rainmaker details twelve easy techniques to increase advertising results for no additional cost with proven direct response and lead generation techniques. Includes direct response copywriting and design, telemarketing, brochures, building a customer data base, and more. |
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Value Forward Selling - This is probably the very best book ever written to show you exactly the steps you need to take to sell at the highest level possible in any organization. It shows you how to get appointments with the right people, position yourself properly, make effective presentations and do more business than you ever dreamed possible. Value Forward Selling focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound-revenue capture program. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway. |
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A great book, reSource 
