Mastering The Essentials of Sales: What You Need to Know to Close Every Sale (SellingPower Library)

Go back to basics and soar to new heights of profit This book takes you to the source of sales excellence: the fundamentals. A gold mine of practical wisdom for seasoned professionals and beginners alike, it helps you build a strong foundation in the basics from which to soar to dizzying new levels of professionalism and profitability. International sales guru Gerhard Gschwandtner draws upon his 30 years of experience and on the wisdom of legends from the worlds of business, sports, the military, science, and entertainment to deliver 51 concise essays that teach powerful success lessons. ASKING QUESTIONS “If you don't ask questions that lead to the customer's needs, you won't be needed by your customer or your company.” RELATIONSHIPS “The quality of your relationship with your customer determines the profitability of the account.” LEARNING “Set aside two hours every week for professional development. In three years you'll be far ahead of your competition.” CASHING IN ON FAILURE “Failure is always a bitter medicine. We can either swallow the medicine so it can release its power, or refuse to take it and fail again.” 00.New Partnerships for Innovation in Microfinance ......Page 2 01.Partnerships to Leverage Private Investment ......Page 15 01.1.New Partnerships for Sustainability and Outreach......Page 18 01.2.Raising MFI Equity Through Microfinance Investment Funds......Page 31 01.3.Market Transparency- The Role of Specialised MFI Rating Agencies......Page 60 01.4.MFI Equity- An Investment Opportunity for the Broader Public......Page 80 01.5.Microfinance and Economic Growth – Reflections on Indian Experience......Page 95 01.6.Microfinance Investments and IFRS- The Fair Value Challenge......Page 99 02.Technology Partnerships to Scale Up Outreach ......Page 119 02.1.Remittance Money Transfers, Microfinance and Financial Integration- Of Credo, Cruxes, and Convictions......Page 122 02.2.Remittances and MFIs- Issues and Lessons from Latin America......Page 137 02.3.Using Technology to Build Inclusive Financial Systems......Page 154 02.4.Information Technology Innovations That Extend Rural Microfinance Outreach......Page 179 02.5.Banking the Unbanked- Issues in Designing Technology to Deliver Financial Services to the Poor......Page 200 02.6.Can Credit Scoring Help Attract Profit-Minded Investors to Microcredit......Page 212 02.7.Credit Scoring- Why Scepticism Is Justified......Page 237 03.Partnerships to Mobilise Savings and Manage Risk ......Page 240 03.1.Micropensions- Old Age Security for the Poor......Page 243 03.2.Cash, Children or Kind- Developing Old Age Security for Low-Income People in Africa......Page 267 03.3.Microinsurance- Providing Profitable Risk Management Possibilities for the Low-Income Market......Page 280 03.4.Securitisation- A Funding Alternative for Microfinance Institutions......Page 300 03.5.Reducing Barriers to Microfinance Investments- The Role of Structured Finance......Page 349 Index ......Page 379 Communicate with your Spanish-speaking students and parents as easy as uno, dos, tres A working knowledge of the Spanish language is an indispensable part of an educator's skill set. McGraw-Hill's Spanish for Educators gives you more than 3,000 Spanish words and phrases and the basic grammar needed to use them properly and with confidence. You will learn vocabulary that covers every aspect of a student's school career, from kindergarten enrollment through high school graduation. Designed to get you quickly up and running with all the Spanish you need to build stronger relationships with Spanish-speaking students and families, McGraw-Hill's Spanish for Educators features: English-Spanish mini-dictionary Phonetic translations Bilingual forms and letters for parents Spanish grammar primer Hundreds of practical, hands-on exercises Useful cultural notes Like a ballplayer learning to bunt or a painter perfecting his or her palette, successful sales professionals know that true excellence comes from mastering the fundamentals. This book covers: how to make change your ally; the selling power of words; how to create trust; and the professional qualities every salesperson should have. My copy of the first issue of Selling Power is a dog-eared, faded, eight-page newspaper tabloid.