Overpromise and Overdeliver - The Secrets of Unshakable Customer Loyalty By Rick Barrera   It's an old cliché in business that smart companies UNDER promise and over deliver. But in today's crowded market, that's a one way ticket to oblivion! Read Overpromise and Overdeliver to see how a well articulated brand promise and consistent Product, System, and Human TouchPoints can improve your brand and your profitability.   This Wall Street Journal best selling title shows how an increasing number of cutting edge firms are building breakthrough brands in record time. Barrera's in-depth research has unlocked the strategic secrets of American Girl, Lexus, Google, Washington Mutual, Tivo, Krispy Kreme, The Container Store and many others. You'll gain insights into instant hits like iPod, Hummer, Lunchables and other hot products.   Overpromise and Overdeliver describes a methodology that is attractive to managers, addictive to customers and devastating to competitors.   Includes supplementary CD learning tool that helps you quickly master the elements of TouchPoint Branding and apply them to your situation.   Click here for a book excerpt.   "In-depth case studies, tremendous core insights - Overpromise and Overdeliver challenges even commodity businesses to find a bold new promise for their customers!" John Stiker, Sr. Vice President, Marketing, Bumble Bee Seafoods, LLC   "Rick Barrera turns the theories of branding into actionable steps that deliver real value." Mike Lawrence, Vice President Sales and Marketing, Building Insulation Division, Johns Manville   2005, Portfolio, hardcover, 240 pages, includes companion CD ISBN 1-59184-061-9   Price: $25.95 plus shipping and handling   Add to Cart

 

Overpromise and Overdeliver Core Principles Audio CD Spoken by Rick Barrera from his book by the same title   This 50 min audio CD covers the highlights of the book and will explain why it is so critical to develop a radically differentiated brand promise and why alignment of your Product, Systems and Human TouchPoints is essential to rapid brand building. You'll learn the inside secrets of companies like Washington Mutual, Amazon.com, American Express, The Container Store and Google. You'll gain insights into instant hits like iPod, Hummer, Lunchables and other hot products.   Price: $9.99 plus shipping and handling   Add to Cart

 

Non-manipulative Selling by Tony Alessandra, PhD, Phil Wexler and Rick Barrera   This bestselling book has formed the basis of some of the most highly regarded sales training in the world. Non-manipulative Selling is an easy to learn sales system that not only allows your customers to feel great about doing business with you, but they love to talk about the experience with their friends, who they send to you as well. It makes your job so much easier. When people come to you, the dynamics of selling change.   The book shows you strategies and techniques that ensure you team up with your prospects. They now see you, not as a pesky sales person out to make a buck but, as an expert consultant working on their behalf.   You become partners with your customers and spend more time in the beginning building a foundation. You learn (really learn) who they are and what they want and need. It may seem time consuming at first. You may even feel like you are letting sales get away. But nothing could be further from the truth. In the end, you'll have more business than you can handle.   The book covers such topics as relationship strategies, tension management, questioning and listening skills, selling by style, the image of excellence, self-management skills, and the six powerful steps of Non-Manipulative Selling.   When this book first came out in mid-1975 there were very few people advocating anything similar. Now after 30 years the concept of Non-Manipulative selling is the cornerstone in sales training programs of leading corporations such as General Electric, Xerox and many others. The concepts in this book have been featured in three films, a video training package and best-selling audio cassette album. The book has been thoroughly updated and revised.   1987, Prentice Hall Press, softcover ISBN 0-671-76448-9   Price: Softcover - $13.00 plus shipping and handling   Add to Cart Downloadable PDF E-book, 179 pages - $14.97   Add to Cart

 

Collaborative Selling - How to Gain the Competitive Advantage in Sales By Dr. Tony Alessandra and Rick Barrera, CSP   Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market, identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.   Here is what you'll learn:   TARGETING YOUR TOP 20% How to find customers who want what you have and can afford it How to properly analyze where your most profitable business comes from How to get customers to think of you first when they are ready to buy Get people calling you instead of you calling them so you gain a competitive advantage in whatever you are selling How to get FREE publicity CONTACTING PROSPECTS Master the direct mail campaign (don't worry, this is a small manageable way to use letters to keep you flooded with hot buyers. It works!) Learn how to write letters that sizzle with emotion to get your prospects to respond now Learn how people read letters so you can make your letters more powerful Learn two "no-cost" things you must always include to get a higher response from your direct mail pieces Learn how to overcome initial objections without coming across as pushy Learn how to prepare yourself for in-person appointments EXPLORING NEEDS Learn the six-step process to becoming a much better listener Learn how to ask powerfully effective questions Discover the eight most important question topic areas and how to use each to uncover customer needs Discover 3 different styles of open-ended questioning to uncover problems and opportunities COLLABORATING SOLUTIONS Learn how to determine your true competitive advantages so you get "one up" on your competition Discover how to get your prospects involved in coming up with their own solutions Learn the four key steps in creating options for your customer Learn how to ask effective feedback questions Learn how to handle interruptions CONFIRMING THE SALE Learn how to get your prospects to buy from you, instead of you having to sell them Learn how to recognize positive buying signals from your prospect Learn how to ask non-threatening questions to get your prospect's approval to go ahead. (These are very different than the closing questions used in manipulative selling practices) Learn how to best deal with the six types of prospect objections ASSURING CUSTOMER LOYALTY Learn the simple but very powerful four-step follow up system that will have your customers raving about you and sending you more business Learn how to plan a formal, annual review with your customers Learn how to leverage existing customers to expand your customer base Learn six surefire ways to ask for referrals 1993, softcover ISBN 0-962-51615-5   Price: Softcover - $19.95 plus shipping and handling   Add to Cart Downloadable PDF E-book, 132 pages - $14.97   Add to Cart

 

The Platinum Rule By Tony Alessandra, PhD and Michael J. O'Connor, PhD   Many already consider The Platinum Rule one of the top five books on relationships of all time. Here, Dr. Tony Alessandra shares his discoveries and reveals easy to use strategies for getting along with anyone - anytime. Dr. Tony spent over thirty years researching how people want to be treated and why. He has taken a very complex subject and made it both easy to learn and easy to remember. Now you can use his findings to get along with anybody and get what you want.   Here is what some other experts on communication say...   "Dr. Tony Alessandra's work brilliantly provides effective insights for improving communication in any and all situations." John Gray, Ph.D., Author, Men Are From Mars, Women Are From Venus   "This will help everyone in their daily interaction with other people by allowing a clear understanding of what style will work with each individual. Much helpful and empowering information." Les Brown, CPAE, Author, Live Your Dreams   "A blueprint for getting everything you want." Mark Victor Hansen, Co-author, Chicken Soup for the Soul Series   "[This] is the priceless key to unlocking the door to empowerment, productivity and all business and personal relationships. It is simply the most important leadership concept I have learned in all of my life!" Denis Waitley, Author, Empires of the Mind and The Psychology of Winning   The Platinum Rule book can help you make more money. Be a better parent. A better manager. A better friend. You will effortlessly get along with anyone you choose to...ANYONE. When your friends see the difference, please tell them about The Platinum Rule.   1996, Warner Books, Inc., softcover, 291 pages ISBN 0-446-67343-9   Price: Softcover - $13.95 plus shipping and handling   Add to Cart Downloadable PDF E-book, 163 pages - $14.97   Add to Cart

 

Charisma: Seven Keys to Developing the Magnetism that Leads to Success by Tony Alessandra, PhD   Did you ever notice that when some people walk into a room all heads turn? Or when some people speak they captivate everyone around them. And how about the type of people who when you shake their hand, you instantly trust them...believe them…and like them!   What's their secret? What do they have that most people don't? It's called…charisma - undoubtedly one of the most desirable qualities in the world. Whether you're a CEO, the mail clerk, an engineer or an entrepreneur, a store manager or the president of the PTA charisma is something that can be learned and learned fast.   Now you can be the person everyone wants to be like!   Dr. Tony Alessandra offers a complete how-to guide to accessing and developing the kind of powerful personal magnetism that will draw people to you, make them feel comfortable with you, and compel them to help you achieve your personal goals.   Powerful real-life examples of charisma in action will help you understand why these skills are so vital to your success. Quizzes, exercises, and anecdotes will help you assess your current level of ability in each area. And you'll learn specific techniques, skills, and strategies that target each area and will help you develop each one to your maximum ability. Once you do, that magical, mysterious power that attracts people and wins them over will be yours!   Develop the single most advantageous skill in the world!   There's no skill more valuable than the ability to positively influence others. You already have the potential to be more charismatic. Once you unlock it, you'll have an extraordinary edge in life shared only by a select few.   2000, Warner Business Books, softcover, 288 pages ISBN 0446675989   Price: $13.95 plus shipping and handling   Add to Cart

 

The Edge - 6 Hour Audio Program on downloadable MP3s Spoken by Rick Barrera and Dr. Tony Alessandra   "Six easy Steps help you increase your sales, get more referrals, and earn higher commissions."   There are really only two ways to sell anything. One is a struggle most of the time. Let's call this one "Hard Selling".   The other seems pretty effortless. We call this one "Collaborative Selling," which gives you The Edge in selling against the competition.   The Edge is built around the highly regarded selling system called Collaborative Selling. It contains strategies and techniques that ensure you team up with your prospects. They now see you, not as a pesky sales person out to make a buck but, as an expert consultant working on their behalf.   Imagine having a instantly downloadable product that will teach you to master the skills you need to blow through your sales quota and dramatically increase your personal income. You can burn to a CD, put on your MP3 player, or access on your laptop or PC...   The Edge is a six hour audio program that will help you by keeping what you learn close at hand for study or to listen to as you need it. If it feels right to you and you're ready to make a drastic improvement in your sales results, get The Edge now.   The Edge - 6 Hour Audio Program on downloadable MP3s   Price: $79.95   Add to Cart