| |
| |
| |
| The Rules, the Secrets, the Fun | |
| |
| |
| |
| Genesis | |
| |
| |
| The Sales Bible, The Second Decade | |
| |
| |
| Introduction ... "It'll never happen" | |
| |
| |
| 8.5 ways to use this book | |
| |
| |
| So, what's in it for you? | |
| |
| |
| The most important person in the world | |
| |
| |
| The old way of selling doesn't work anymore ... sort of | |
| |
| |
| Selling successfully in a down economy | |
| |
| |
| Post-It Note your way to achievement | |
| |
| |
| |
| The Book of Rules | |
| |
| |
| 39.5 rules of sales success | |
| |
| |
| Sales Success Formula ... Aha! | |
| |
| |
| |
| The Book of Secrets | |
| |
| |
| Why do salespeople fail? | |
| |
| |
| Are you born to sell? | |
| |
| |
| Do you have a self-imposed mental handicap? | |
| |
| |
| How the customer wants to be treated, honestly | |
| |
| |
| How a salesperson wants to be treated, honestly | |
| |
| |
| The elusive hot button ... How do you find it? | |
| |
| |
| |
| The Book of Big Secrets | |
| |
| |
| More sales are made with friendship than salesmanship | |
| |
| |
| Your best prospects are your present customers | |
| |
| |
| Make a sale on Monday ... | |
| |
| |
| Easiest way to make a sale? Top-Down Selling! | |
| |
| |
| Your personal mission statement | |
| |
| |
| |
| The Book of Humor--The Biggest Secret | |
| |
| |
| A funny thing happened to me on the way to a sale! | |
| |
| |
| |
| Preparing to WOW the Prospect | |
| |
| |
| |
| The Book of WOW | |
| |
| |
| The WOW factor. Use it to land the big sale | |
| |
| |
| Are you using the WOW factor? | |
| |
| |
| Remember me? I'm a salesman ... like all the others | |
| |
| |
| |
| The Book of Questions | |
| |
| |
| To sell or not to sell, that is the (Power) Question | |
| |
| |
| Setting up the question ... and lowering the boom | |
| |
| |
| Can you close a sale in five questions? | |
| |
| |
| |
| The Book of Power | |
| |
| |
| You are now under my Power (Statement) | |
| |
| |
| |
| Please Allow Me to Introduce Myself | |
| |
| |
| |
| The Book of Introductions | |
| |
| |
| The 30-second personal commercial ... How to write it | |
| |
| |
| The 30-second personal commercial ... How to deliver it | |
| |
| |
| Got a referral? Here's the perfect approach | |
| |
| |
| |
| The Book of Cold Calling | |
| |
| |
| "No Soliciting," the funniest sign in sales | |
| |
| |
| Get to the decision maker on a cold call | |
| |
| |
| Opening is as important as closing | |
| |
| |
| The cold call is fun ... If you think it is | |
| |
| |
| Elements of a cold call that can make it hot | |
| |
| |
| |
| Making a Great Presentation | |
| |
| |
| |
| The Book of Presentations | |
| |
| |
| Want to make the sale easier? Establish prospect rapport first | |
| |
| |
| 15.5 get-real questions about establishing buyer confidence | |
| |
| |
| 12.5 ways to make the prospect confident enough to buy | |
| |
| |
| Where and when to establish buyer confidence | |
| |
| |
| Sales words and phrases to avoid at all costs. Honestly | |
| |
| |
| Physically involving the prospect = more sales | |
| |
| |
| Group sales ... dramatically different from one-on-one | |
| |
| |
| The 21st-century computerized sales pitch | |
| |
| |
| |
| Objections, Closing and Follow-up ... Getting to YES | |
| |
| |
| |
| The Book of Objections | |
| |
| |
| Will the real objection please stand up! | |
| |
| |
| Real-world objections ... Real-world solutions! | |
| |
| |
| Objection prevention. A new way to enjoy safe sales | |
| |
| |
| Overcoming objections series: What do you say when the prospect says ... | |
| |
| |
| "I want to think about it" | |
| |
| |
| "We spent our entire budget, honest!" | |
| |
| |
| "I want to check with two more suppliers" | |
| |
| |
| "I want to buy, but the price is too high" | |
| |
| |
| "I'm satisfied with my present source" | |
| |
| |
| "I need home office approval" | |
| |
| |
| "I have to talk this over with my ..." Uh oh! | |
| |
| |
| "Call me back in 6 months" | |
| |
| |
| |
| The Book of Closing | |
| |
| |
| What are the 19.5 early warning signals that the prospect is ready to buy? | |
| |
| |
| When you answer a prospect's question, avoid two words--Yes and No | |
| |
| |
| How to ask a closing question | |
| |
| |
| The oldest rule of sales still holds true ... | |
| |
| |
| Two breeds of the Puppy Dog Close | |
| |
| |
| Eat dessert first! | |
| |
| |
| The most powerful close in the world is not a close | |
| |
| |
| |
| The Book of Persistence | |
| |
| |
| No follow-up system? No sale! | |
| |
| |
| Sales tools are a vital part of the follow-up process | |
| |
| |
| Most sales are made after the seventh no | |
| |
| |
| You've been selling since you were a kid! | |
| |
| |
| Stamp out competition with a 37[cent] sales call | |
| |
| |
| The fax machine will breed sales if you harness its power | |
| |
| |
| Oh, NO! ... not voice mail--AAHHHHH!!! | |
| |
| |
| "Leave a message and I'll be glad to return your call" ... Not! | |
| |
| |
| Can't get an appointment? Try harder. Try smarter | |
| |
| |
| |
| Woes and Foes | |
| |
| |
| |
| The Book of Lamentations | |
| |
| |
| When bad sales happen to good people | |
| |
| |
| 18.5 characteristics of sales career failures | |
| |
| |
| |
| The Book of Competition | |
| |
| |
| Dancing with the competition? Watch your step | |
| |
| |
| |
| All Hail the King ... Customer | |
| |
| |
| |
| The Book of Customer Service | |
| |
| |
| The secret of great customer service ... Ty Boyd | |
| |
| |
| Outstanding customer service is a powerful sales tool | |
| |
| |
| Customer complaints breed sales ... if you handle them correctly | |
| |
| |
| |
| Spreading the Gospel | |
| |
| |
| |
| The Book of Communications | |
| |
| |
| A weekly sales meeting is a place to create new sales | |
| |
| |
| The sales letter will work, if you get it write | |
| |
| |
| Want to close more sales? Listen more closely! | |
| |
| |
| Learn to listen in two words ... Shut up! | |
| |
| |
| There are 100 billion buyer types. Go figure | |
| |
| |
| Toward error-free positive communication | |
| |
| |
| |
| The Book of Exhibitions | |
| |
| |
| 35.5 trade show success rules | |
| |
| |
| Business fair/trade show game plan | |
| |
| |
| After the trade show is over, how do I follow up? | |
| |
| |
| |
| Networking ... Success by Association(s) | |
| |
| |
| |
| The Book of Networking | |
| |
| |
| Networking ... The challenge of making success contacts | |
| |
| |
| Networking 101 ... How to work a room | |
| |
| |
| Networking 102 ... How to milk a room | |
| |
| |
| Establishing rapport when working a room | |
| |
| |
| Success rules for joining a networking organization | |
| |
| |
| Networking is getting known by those who count | |
| |
| |
| Elevator selling. New heights in networking | |
| |
| |
| Documenting, tracking, and using your networking contacts for maximum benefit | |
| |
| |
| Networking ... The Official Game | |
| |
| |
| |
| Prophets and Profits | |
| |
| |
| |
| The Book of Leadership | |
| |
| |
| 8.5 qualities of a leader | |
| |
| |
| Sales manager success requirements | |
| |
| |
| Sales managers can help or hurt. It's up to them | |
| |
| |
| |
| The Book of Trends | |
| |
| |
| The new breed of salesperson. A non-salesperson | |
| |
| |
| What's Bob Salvin got to do with it? Lots! | |
| |
| |
| |
| The Book of Prophets | |
| |
| |
| Ken Blanchard and Harvey Mackay gave a seminar to remember ... and information to use | |
| |
| |
| Zig Ziglar almost failed, almost quit | |
| |
| |
| The sales doctor makes a house call | |
| |
| |
| |
| Up Your Income! | |
| |
| |
| |
| The Book of Numbers | |
| |
| |
| The pipeline of success | |
| |
| |
| |
| Can I Get an Amen?! | |
| |
| |
| |
| The Book of Exodus | |
| |
| |
| Dads teach sales success without knowing it | |
| |
| |
| Write it all down at the end of each day | |
| |
| |
| The perspective of sales | |
| |
| |
| The end is the beginning | |
| |
| |
| Commit yourself! ... 11.5 principles to lead your own sales crusade | |
| |
| |
| Afterword ... When I grow up | |
| |
| |
| Thank you's | |
| |
| |
| Index | |