Jeremy Cassell

What do brilliant salespeople know, do and say that makes them so successful? The world has changed, and businesses need brilliant salespeople not just to survive but to thrive. The modern buyer has become even more sophisticated, intolerant and price sensitive. Today’s brilliant salespeople need to respond and not just react. This updated edition of the best-selling book combines a focus on the core principles, skills and behaviours of brilliant salespeople as well as new content to meet today’s challenges, including: • How to influence more people more of the time • Discovering what your customer really wants • How to build relationships easily and effortlessly • How to sell authentically • Priorities in building your personal brand • The key principles and ‘how tos’ of social selling • Influencing in today’s hybrid world – and much, much more. If you apply what you learn in this new fully updated edition you will be able to differentiate yourself as well as improve your sales results.

****The Leader's Guide to Presenting has been officially announced as winner of the hotly contested 'Self Development' category in The Business Book Awards 2018.**** Judges in this category said they would recommend this book to anyone, whether a leader or not, as it definitely adds something new to the presentation bookshelf. The Leader’s Guide to Presenting was also described as a great practical handbook written with a true purpose of self development. ****************************************** Presentations are an inevitable part of a leader's day to day. They are fundamental to delivering information, motivating staff and building relationships. The Leader's Guide to Presenting is a highly practical guide to delivering engaging and influential presentations. From informal to formal settings, you'll discover how persuasion, influence and communication are critical to your own impact, the motivation and engagement of others and, ultimately, the success of your organisation. How to present when the stakes are high How to structure your message to gain agreement How to deliver with maximum impact and get the outcome you want How to pitch for success and handle difficult conversations “This is the most effective book I have ever read on the art of presenting and especially for leaders. The Leader’s Guide to Presenting is the one book they would ever need on this subject.”Adrian Foster, UK Marketing Manager, Parker Hannifin “Too many senior people struggle with too many elements of presenting even though they understand how important it is nowadays in winning hearts and minds.It's the right book at the right time. It is bold, yet sensible, profound yet practical, as it is applicable to many different situations where you need to improve the way you communicate and influence.”Neil Mullarkey, UK’s leading improviser and experienced leadership trainer and coach “ We all know the old line about fail to prepare and prepare to fail BUT this book gives you real insights into how to do that. Will help you become a more complete and engaging presenter. I’ll be using it in my role!’Paul Rawlinson, Global Chairman, Baker & McKenzie “An indispensable guide for global leaders in aiding the preparation of high-stakes, persuasive presentations with structure and purpose to deliver positive outcomes. This book has been an invaluable aid in delivering to my audiences engaging and compelling messages with the necessary punch!! Brilliant!!”Dr. Graham Woolford, Head of Operations, Unihealth, South Africa “Having coached and trained leaders since 1999, including presentations coaching and training, I am hugely impressed with Jeremy and Tom’s book. The Leaders Guide to Presenting provides leaders with a thorough, practical and easy to use guide to making presentations to different types of audience. I’ve learned a lot from reading it.”Jeremy Lazarus MA, FCCA, FCT, Director, The Lazarus Consultancy Ltd “This book crystallises the key elements that can allow any leader to be really present when they present and make a dynamic difference with any audience. You can dip into it or read it in a linear way – whichever way you chose I can guarantee you will find lots of ideas, tools and questions that will allow you to improve your ability to present dynamically and make the impact that will make a real positive difference in your world.”John Matson, Partner at Arthur Cox, Ch

You can sell anything you want and targets are always achievable â?? Brilliant Selling will show you how. Whether youâ??re new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance.

Beat your sales target every time with the UK's bestselling book on sales--How to Sell Anything (previously titled Brilliant Selling). Whether you are a novice salesperson just breaking into the industry or a tested veteran waiting to take the next step, these pages will show you how to instantly improve your performance and get you started on the path toward success you've always dreamed of and beyond. These sales professionals know what works and will arm you with all the trade secrets necessary to guarantee your continued success. Their pragmatic advice and dynamic sales tips will keep you one step ahead of the field, and most importantly, one step ahead of the customer. Find out how you can use your personality to perfect your sales technique and reach a deeper, more comprehensive understanding of customer needs. You will learn this secret and countless other strategies such as: - Developing your personal "brand"- Self-coaching- Time management and the planning process- Setting the right goals- Foundations of effective influencing- Asking the right questions- Collaborative negotiation- Prospecting with purpose- Appeals to the customer and persuasive delivery- Managing relationships

Everything you need to know to become a first class business trainer, from working out how people learn, to finding out if you can be a trainer, through to showing you the tools and models that will allow you to be a successful educator and teacher. The Financial Times Guide to Business Training shows you how to develop, design and deliver outstanding business training. Written by two of the UK's leading business trainers and based on extensive research into what the best trainers say and do, this book: * Is a single reference for anyone involved in business training whether you are newly qualified or experienced, a freelance trainer or already embedded in learning and development departments* Provides a comprehensive resource of ideas, tools and approaches* Will help you improve the quality of all aspects of your training needs, including analysis, planning and delivery* Reveals the secrets of outstanding business training so that you can improve your reputation and results* Answers commonly asked questions* Offers support on your training journey via www.ftguidetobusinesstraining.com