Golden Apple: How to Grow Opportunity and Harvest Success

Overview

Praise for The Golden Apple

"The Golden Apple is charming, witty, and enormously informative—an unforgettable read."
—Tim Zagat, cofounder of Zagat Survey®

"Kathy is the Gandalf of sales. She combines the magic and science of selling in her book, The Golden Apple."
—Dave Murphy, Executive Vice President and General Manager, Los Angeles Times

"Kathy always offers insight and support to everyone who is lucky ...

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Overview

Praise for The Golden Apple

"The Golden Apple is charming, witty, and enormously informative—an unforgettable read."
—Tim Zagat, cofounder of Zagat Survey®

"Kathy is the Gandalf of sales. She combines the magic and science of selling in her book, The Golden Apple."
—Dave Murphy, Executive Vice President and General Manager, Los Angeles Times

"Kathy always offers insight and support to everyone who is lucky enough to cross her path—she will make you work harder and smile while doing it."
—Annamarie Kostura, Vice President, Daytime Programs, NBC Universal

"Think fast, be creative, and know how to come up with your own speed bumps. Kathy Aaronson reminds us of that 'kid courage' that got us what we wanted as children. Are you applying it to your life today?"
—Tatiana S. Platt, Chief Trust Officer and Senior Vice President Integrity Assurance, America Online, Inc.

"What I admire most about Kathy is not that she provides readers with the keys to business success, but that her methods also offer us tools for emotional growth and well-being. On the journey of business or life, Kathy Aaronson is the best guide to have by your side. I can't wait to have her back on the show to discuss all the riches in The Golden Apple."
—Barry Kibrick, producer and host of the PBS series Between the Lines

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Product Details

  • ISBN-13: 9780471777823
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 5/5/2006
  • Edition description: 1ST
  • Edition number: 1
  • Pages: 192
  • Product dimensions: 5.78 (w) x 8.50 (h) x 0.83 (d)

Meet the Author

KATHY AARONSON is the founder and CEO of the executive recruitment and sales training firm, The Sales Athlete, Inc., with offices in Los Angeles and New York City. A nationally recognized expert on executive sales, she has been consulting with major companies for three decades to increase revenue and market share and coaching individuals to find career happiness and wealth. Aaronson has won numerous awards and accolades, has been inducted into the National Association of WomenBusiness Owners Millennium Hall of Fame (2000),and has also been featured in the PBS documentary,The People's Century.
Visit www.salesathlete.com/goldenapple
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Table of Contents

Acknowledgments.

Introduction.

Part One: Bringing Out the Value Within.

1. Finding Worth, Providing Value.

Checklist: What Is Value?

Nothing Happens Until You Sell Yourself.

2. Slowing Down the Traffic.

Creating Prospects.

The Five-Touch Technique.

3. Why We Buy, and How.

The Four Universal Types of Customers.

Building Loyalty with Every Sale.

Part Two: Turning Cold Calls into Warm Relationships.

4. Communicating with All the People, All the Time.

Six Possible Responses to Your Approach.

5. The Well-Polished Presenter.

The 24-Hour Professional.

Packaging Counts.

6. Storytelling Selling.

New Ideas: How to Show, Tell, and Sell.

A Seven-Point Presentation Structure for Selling Anything.

Rules for Storytelling Selling.

Part Three: Giving Something Extra.

7. An Apple for the Road.

Ten “Something Extra” Ideas.

Replenish—So You’ll Have Something Extra to Give.

8. An Apple for the Teacher.

How to Find a Mentor.

How to Keep a Mentor.

9. It’s All about the People.

How to Choose a Career You’ll Love.

Career Security through Thick and Thin.

Epilogue: The Most Important People.

Appendix: The Golden Apple Action Plan.

About the Author.

Index.

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