Bob Beck

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Selling Value to Executives-4 Volume CD set by Bob Beck                  Selling value to executives is the most effective strategy you can employ in sales. Selling Value correctly, to the right people, will effectively defeats price competition; budget limitations-even in down market conditions. Once a buying executive realizes the positive value of your offering, many sales typical sales barriers are knocked down and stay down. Let learn how to sell value and to approach the buying executive as the first step in the sales cycle!  If you are not getting all the fruit for your labor then you should buy this series today!

Vol 1 -First Contact    Vol 2- The Oz Syndrome    Vol 3 –Value    Vol 4-Executive Meetings

Relationship Selling Redefined-2 Volume CD set                          When most people hear the phrase “Relationship Selling” they likely think it refers to making friends with clients and prospects.  Years ago that is exactly what it meant. What does it mean today and more importantly how to leverage relationship selling in a way to achieve the results you want? Here Bob teaches you exactly what has changed and techniques that ensure you implement some changes in your approach to relationship selling. Classic sales training tells you, people buy from people they like.  Actually people by more from people they trust and respect.  Learn how to develop the right kind of relationships from your very first contact! The Trusted Advisor-CD  Buyers are looking for help-they need people that are professional and personal strategic trusted advisors. There are big differences between a sales person or a vendor and a trusted advisor. Often sales people are trained that the best way to sell is to educate prospects and clients on the benefits of their products or services.  People buy because they feel understood not because they understand.  Bob outlines the differences for you between a salesperson and trusted advisor. More importantly he gives you the formula to make the transition which will give you a huge competitive edge and change your results in your selling efforts.

Winning in the 5th Quarter- Finding the Secrets to a Successful Life from the Game of Football –Book by Bob Beck  It ‘s a rare event when a book comes along that can change your life. Winning in the 5th Quarter will make you laugh, cry and enlighten you in many areas of your personal and professional life. If you have ever played football, have kids that play football or are a football fan this book is a must read. Football is just the back drop, this book is really about the core principle of success.  “This book is nothing less than a guide for lifelong success. The messages and concepts are timeless. They will have a profound impact on everyone that reads this book and more importantly uses it to create a foundation for happiness and achievement.” Grant Teaff Executive Director of the American Football Coaches Association.  You’ll keep this book close by your side! Audio & Hardback versions

Winning in the 5th Quarter-Your Play-Book for Life by Bob Beck                                                                      Whatever your circumstances, goals or dreams might be, the bottom line is that your life is in transition and it’s too short! Are you determined to make your life be what you want it to be? That's where the Success in the 5th Quarter - Life Coaching Playbook/Workbook comes in. More and more people are searching for answers to questions about their purpose, the value they can share and contribute in their work, how they can best make changes in their lives and inspire others, and how they can get the most out of their lives. There is a drive within them for something more. While that drive is innate, not all people act on it. For most, good enough is good enough. For others, they desire to lead a more powerful life, to experience excellence in whatever they choose to do, and to make a huge difference.

Are we in a Depression or is it just me?- Execute Positive Change to Get Results in a Down Economy by Bob Beck  There are a lot of different strategies employed when things get tough but  Beck explains how ‘operational prudence’ must be deployed. Over the years buyer-seller relationships have eroded in many ways.  The dehumanization of selling in business today is affecting the entire buying/selling process worldwide.   In this book Bob suggests ways to be successful and the required changes everyone should make in a down economy.  It is insanity for any organization or individual to think they can do the same things over and over when the market changes and achieve the same results. Whether you are the CEO of a fortune 500 organization or a sales person on the front lines, with the challenges we all face in business today this book can be your guiding light to success!

BBeck@salesbuilders.com