Books by Christine Harvey - Table of Contents & Descriptions

Christine Harvey's Books

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?

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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