Christine Harvey's quotes1.jpg (708 bytes) Books


quotes1.jpg (708 bytes) Books, Descriptions, and Tables of Contents

 

Secrets of the World's Top Sales Performers

 

Published in 4 languages, over 150,000 copies sold worldwide. You will be inspired and motivated by the success techniques of ten people, in ten countries, in ten different industries. This book is perfect for yourself, or anyone else wanting to excel in the areas of sales, business, or persuasion. Each chapter has an action section so that you can adapt the methods to your style and situation. The book features a manager's advice section showing how to attract, keep and motivate high fliers. 137 pages of powerful information.

 

Table of Contents

About the Author

CHAPTER 1: THE COMPETITIVE EDGE
1 Jonathan Weal - London and Chicago
Financial Futures sales
Capital Markets International, Geldermanns
Gives you ways to beat the competition when everyone's after the same customers
CHAPTER 2: CREATING YOUR OWN FUTURE
13 Janet Lim - Singapore
Automotive Industry
Borneo Motors, Toyota
Shows you how to overcome you own background limitations
CHAPTER 3: THE LOVE OF THE CHALLENGE
25 Bob Broadley - Australia
Insurance
National Mutual
Cold calling and you. Teachers you the secrets of making cold calling easy and rewarding.
CHAPTER 4: SALES AND PRODUCTION - THE TWAIN SHALL MEET
37 Micheline Notteboom-Dusselier - Belgium
Manufacturing
AXXIS (DSM)
Helps you meet competitive delivery schedules, while gaining the support of the production department.
CHAPTER 5: THE CLASSIC SELL
49 Michael Renz - Germany
Automotive Industry
Mercedes Benz
Teaches you new ways to categorize customer needs, perfect communication, counter objections and improve self-esteem.
CHAPTER 6: EFFICIENCY, FUN AND PROFIT ON THE TELEPHONE
61 Jon Bichener - US/UK
Travel Industry
US Airtours
Gives you seven steps to success on the telephone - from awkward customers to call waiting.
CHAPTER 7: THE TEAM SELL
73 The Sony Team - Europe, Africa, Middle East, Eastern bloc
Broadcasting Equipment
Sony Broadcast
Are you all pulling in the same direction? Find out how and why you should be.
CHAPTER 8: DOOR TO DOOR WITH PRIDE
87 Ove Sjögren - Sweden
Cleaning Equipment
Electrolux
Helps you systemize your selling to an unbeatable standard and overcome the price barrier.
CHAPTER 9: MAJOR PROJECTS: SELLING WITH INNOVATION
99 Denzil Plomer - UK, Europe, Middle East, Japan
Processed Control Systems
Honeywell
Shows you how to use your creativity at every stage of the specification and bid.
CHAPTER 10: THE FAST TRACK
111 Michael Camp - Britain
Food Industry
Lyons Tetley
Proves that age doesn't matter.
Personnel Lessons: Recognizing and hiring high flyers
Management Lesson: Motivating and managing high performers
Acknowledgments
Index

 

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Can a Girl Run for President?

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Table of Contents

About the Author
Forward
Acknowledgements
Chapter 1: Sunday - The Future is in Your Hand
Chapter 2: Monday - The Credibility You Already Have
Chapter 3: Tuesday - Your Own Style
Chapter 4: Wednesday - Increasing Your Credibility and Leadership
Chapter 5: Thursday - Picking Your Platform of Life
Chapter 6: Friday - Personal Skills You Will Need
Chapter 7: Saturday - Making It Happen
Introduction

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Successful Selling

 

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Published in 12 languages. Looking for a new way to handle objections and closings? Do you want some follow up tips that really work? Would self motivation and support systems keep you going? Discover the proven answer to these roadblocks, plus ways to investigate buying motives, ways to plan your success, and fool proof action systems. You will not find a clearer or more concise guide to sales achievement anywhere! The book gives you a 7 day plan of success techniques.95 pages, illustrated.

 

Table of Contents

Introduction
Chapter 1: Plan Your Success
Chapter 2: Gaining Product and Service Expertise
Chapter 3: Discover the Buying Motives
Chapter 4: Overcome Objections
Chapter 5: Presentations and Closings
Chapter 6: Action-Provoking Systems
Chapter 7: Self-Motivating and Support Systems
Chapter 8: Summarizing Successful Selling
Index

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Successful Motivation in a Week

 

 

Published in 11 languages. Want to really motivate yourself? Do you need cooperation from that difficult person at work or at home? If so, this is a one of a kind book for you. It's full of wisdom with 7 precise formulas you can apply to every difficult situation. If you know someone with great potential who you want to motivate, this book is for them. It's also indispensable for managers seeking higher performance and cooperation from staff. You will notice the difference the first day you use these methods. Best of all, the methods are easy to use and remember for lifetime success. 96 pages, illustrated.

 

Table of Contents

About the author
Introduction
Sunday The life perspective process
Monday The power to change
Tuesday The small book process
Wednesday The three part reinforcement process
Thursday The dolphin process
Friday The anti-procrastination process
Saturday The goal focus process
The week in summary

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Public Speaking and Leadership Building

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Public Speaking and Leadership Building Published in 5 languages. Research shows that public speaking is a skill people fear more than death. The mastery of this skill is the critical step to achieving success! You will learn about power stance and power projection, about discrediting prefaces and credibility prefaces, about thinking on your feet and composing a powerful retort instantly. You will use this book to draft a speech tonight and deliver it tomorrow with polish and confidence, even as a beginner. It also contains advanced material for professional speakers. It covers how to brief an interpreter, sample questionnaires and client briefings, circular speech construction, audience participation, and the components of projecting charisma. For the beginner, there is an easy-to-use speech drafting matrix. There is no other book on the market more comprehensive than this.181 pages, helpful charts included, workbook format.

Table of Contents

P A R T * O N E
Projection of Authority
1. The Yin and Yang of Leadership
2. Eye Contact
3. Power Stance
4. Walk with Purpose
5. Magnify Your Entergy
6. Use Gestures for Impact

P A R T * T W O

Clarity and Credibility
7. How to Draw Upon Your Strengths and Background for Any Topic
8. The Power of Proof
9. Emotional Proof
10. Logical Proof
11. What's the Point?
12. Structure Your Talk - Preliminary Steps

P A R T * T H R E E

Power - and High Impact

13. How to Avoid Discrediting Yourself
14. Impromptu excellence: How to Compose a Powerful Answer at Short Notice
15. The Longevity and Power of Stories and Incidents
16. Make Your Message Memorable with Analogies
P A R T * F O U R
Steps to Gaining and Holding Attention
17. Do's and Don'ts for Getting Attention
18. Using Questions as Part of Your Presentation
19. Audience Participation
20. Using a Demonstration or Object to Hold Attention
21. Offer a Promise to Hold Attention
22. Emotion and Humor
23. What About Techniques of Our Voice?
P A R T * F I V E
7 Vital Aspects of Speech Making and Preparation
24. Preparation of Speechmaking - Mix and Balance in Your Structure
25. Questions and Answers
26. Introductions: Your Own and Other Speakers
27. How to Thank a Speaker
28. Give and Accept Awards
29. How to Work with Interpreters
30. Strange and Wonderful Things to Expect

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Your Pursuit of Profit

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140,000 copies sold in 8 languages. This book is a marketing dynamo, covering everything from analyzing your current business situation, to implementing your new plan. From management control, to the interface between sales, finance, production and service. It covers 6 ways to stop losing business needlessly. This book draws from hundreds of large and small company examples worldwide. It's indispensable to managers, business owners and employees on the move towards management. It's also essential for students entering the business world.215 pages in workbook format.

Table of Contents

Press comments
About the authors
PART ONE - FUNDAMENTAL FACTS YOU SHOULD KNOW ABOUT SALES
1 Maximize the contribution - of ourselves and others
Conquer challenges at each threshold
Advance your goals and self image
Influence others to develop patterns of highest achievement
Do it now
Don't wait for others
Believe nothing is impossible
2 Give them the facts to make their decision
Live and breath the product - become an authority
Get the balance right
Identify the obstacles
Get their support
Make learning easy
Set a high standard
Be inventive
3 Bring your benefits into the open
Remember that people buy only the benefits, not the features
Identify a benefit for every feature of your product
Talk, write and think benefits
Use benefits in all aspects of life
PART TWO - THE PERFECT WAY TO MOTIVATE
4 Remember this and you will succeed
5 Leadership is for everyone
Tell them what's expected
Teach the difference between trying and doing
Tackle even small tasks relentlessly
PART THREE - BASIC TECHNIQUES TO MAKE BUYING EASY
6 Help the customers to recognize their needs
Get the customer to verbalize needs
Prove for needs with questions
Recognize the need or lose the sale
7 Don't sell - let them buy
Stick to their needs
Just ask!
Listen!
Reconfirm that the benefits are right
PART FOUR - HOW TO BREAK THE OBJECTION BARRIER
8 If you do this you'll never worry about objections
Adopt a positive attitude
Hit objections head on
Recognize three forms of objections
Ask 'Why do you ask?'
9 A three-step formula for turning objections into approvals
Show, talk and prove your concern
Explain the reasons
Ask if the concern is satisfied
PART FIVE - SIX WAYS TO STOP LOSING BUSINESS NEEDLESSLY
10 Why is 75% of all business lost on a customer's first contact with a company?
Beware - contact points are critical
Take responsibility for employee performance
Attitudes - some need to be changed
Concentrate on the human factor
11 Successful interface between sales, finance, production and service-is it essential?
Overcome resistance to selling
Improve the relationships between departments
12 The lost inquiry-more common than you think!
Treat inquiries like gold
Develop an airtight tracking system
Put every lead into the system
13 The make or break buying period
Don't deny your customer buying cycle
Don't put your effort in too late
Stop fear and improve your training methods
14 How to cure follow-up complacency
Take preventative measure
Measure I - Increase your options for putting your point across
Measure II - Use a follow-up action system
Measure III - Display the results for everyone to see
15 Personality profiles-how to work with them
Build trust through compatibility
Learn from some, sell to others
Establish the key motivators, don't guess
PART SIX - HOW TO ANALYZE YOUR CURRENT SITUATION AND DEVELOP AREAS OF IMPROVEMENT
16 Literature-does it sell or tell?
Develop a checklist
Take corrective action quickly
17 A 15-point checklist for evaluating sales presentation
Realize that the whole is the sum of the parts
Assess and improve each part
18 How to recognize sales force needs and meet them cost effectively
Give personal attention to each need
Learn the truth about recognition
19 What business are we really in?
Don't use yesterday as a tomorrow's guidelines
Find new applications
Utilize the same distribution channels
20 What separate sales from marketing?
Adopt a flexible approach
Make sure all functions are carried out by the best qualified people
Pick the hierarchy that suits your needs
Change functional responsibility as your needs change
21 Management controls - how to make them effective
Don't mistake reporting system for control
Use your history to segment your plan
Chart your history
Make your plan, the compare your results daily
PART SEVEN - SUCCESSES AND FAILURES IN OVERSEAS MARKETS
22 How to plan your entry for maximum results
First, plan carefully considering all options
Second, implement the plan going around the road blocks
Third, follow it up as if it was your only market
23 Finding the right agent-it's like finding a needle in a haystack
How not to proceed
What went wrong
Use a structured approach
How to proceed
24 Wake up to cultural pitfalls-in presentation, in negotiations, in follow-up
Understand the competitor's business style
Understand the customer's business style
Adapt your methods to suit the culture
PART EIGHT - CONSOLIDATING YOUR FORWARD PLAN
25 Responsible-who, me?
Start small and build steadily
Foster responsibility
Reinforce everyone's distinctive competence
Acknowledgements
Index
A profit in her own time-profile of Christine Harvey

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