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| Introduction | |
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| Opening Remarks | |
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| Getting Down to Basics | |
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| What Defines a Good Salesperson? | |
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| How Much Does Personal Appearance Matter? | |
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| Should You Dress the Same as Your Customer-i.e., Formal? Casual? | |
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| Is There Such a Thing as 9 to 5? Do Vacations Really Exist? | |
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| How Important Is It for Salespeople to Really Believe in the Product or Service They Are Selling? | |
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| What Is the Importance of Learning the Product You Are Going to Sell? | |
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| True or False: There's No Such Thing as a Stupid Question. | |
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| How Important Is It to Joke Around and Have a Sense of Humor When Engaging a Client? | |
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| Which Is a More Powerful Sales Tool: Confidence or Humility? Is Enthusiasm Important? | |
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| Should Salespeople Be Themselves or Reflect the Personality of the Customer? | |
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| How Important Is Having a College Education to Being a Successful Salesperson? | |
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| Can a Person Trained in One Area Be Successful in Sales; For Example, Can a Construction Worker Sell Construction Supplies? | |
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| Is Persistence Necessary or Annoying? | |
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| Is It Okay to Stretch the Truth to Win an Account? | |
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| Should Salespeople Sell or Solve Problems? | |
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| Does It Matter If the Salesperson Is Not the Most Polished Speaker or Eloquent Writer? | |
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| How Much Does Brand Matter in Making a Sale? | |
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| Does Becoming a Speaker or Author in Your Industry Improve Your Ability to Sell? | |
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| What Is Customer Service and Does It Matter? | |
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| Developing Prospects and Making Contacts | |
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| What Kinds of Results Do You Expect from Your Sales Call? | |
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| How Important Is It for You to Understand a Customer's Business? | |
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| Should Like Title Call on Like Title? | |
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| Are Personal Referrals the Best Way to Achieve Sales? | |
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| Does Cold-Calling, Either over the Phone or in Person, Work? | |
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| Should You Show Up Without an Appointment? | |
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| When Is Breaking an Appointment Okay? | |
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| What Is the Value of Attending Trade Shows? | |
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| Are Trade Associations a Good Way to Meet People? | |
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| How Do You Make the Most Out of a Product Demonstration Meeting? | |
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| How Much Time Should You Allow for a Meeting and How Long Should It Take? | |
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| How Should You Identify the Actual Decision Maker and All Players Within the Company? | |
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| How Important Is It to Remember Names? | |
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| When Do You Bring Technical Support with You? | |
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| How Do You Approach Multiple Contacts in the Same Company? | |
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| Can You Ask a Prospect Whom They Compete With? | |
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| Can You Identify to Whom Your Customer Is Providing Materials, and Is It Right to Target His Internal Customer? | |
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| Is Your Prospect a One-Time Deal? How Do You Treat Them? | |
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| Does Promotional Material Have an Influence? | |
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| Do Samples Help Open Doors? | |
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| Should Dirty Laundry Be Discussed About Your Company? | |
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| Are There People You Are Just Not Going to Do Business With? | |
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| How Does Multimedia Help to Develop New Prospects? | |
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| Can You and Should You Take Advantage of an Untrained Buyer? | |
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| Are Consumer Rebate Programs Valuable in Moving Merchandise? | |
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| How Should You Handle Rejection? | |
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| Pitching, Negotiating, and Landing the Account | |
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| Is There Really Such a Thing as a Free Lunch? Does the Salesperson Really Ever Give Anything Away? | |
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| Are Sales Decisions Based More on the Price, Brand, Quality, or Salesperson? | |
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| Is the Promise of Future Work Enough to Make Up for Lowering Prices at the Outset of the Relationship? | |
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| What Can You Offer Your Customer That Will Be Seen as a Benefit in Their Eyes? | |
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| What Are the Most Important Things a Salesperson Can Do to Gain Trust? | |
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| How Important Is a Factory Visit by the Client? | |
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| Should You Bring Your Manager/VP in on a Sales Call? | |
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| Is a Direct Approach of Asking for the Order Okay? | |
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| What Is the Importance of Having the Power and Authority to Make a Final Deal? | |
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| Regardless of Legality, Do Kickbacks or Expensive Gifts Play an Important Role in Landing a New Contact? | |
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| The Client Is Willing to Pay for Products or Services the Salesperson Knows They Don't Really Need. Should the Salesperson Alert Them? | |
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| The Client Is in a Bind and Needs a Product or Service in an Emergency. Should the Price Go Up? | |
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| How Effective Are Scare Tactics in Sales? ("You'll Lose Money If You Don't..." "Your Business Could Be in Danger Unless You...") | |
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| You Aren't Getting Anywhere with the Person You're Trying to Sell To. Should You Seek a Higher Authority? | |
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| Is There a Time When You Let an Order Go to a Competitor or Even Suggest That It Does? | |
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| Can a Pitch or Presentation Be Cookie-Cutter? Or Does It Need to Be Completely Customized for Each Prospect? | |
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| Can a Salesperson Recover from a Bad Presentation? | |
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| How Important Is Determining When the Buyer Requires the Quotation? | |
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| How Important Is Determining When the Buyer Requires the Material? | |
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| Should You Ever Lose an Order Because of Delivery? | |
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| Should "Fine Print" in Your Quotation Be Divulged? | |
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| How Important Is It That You Understand the Buyer's Requisition? | |
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| When Is a Verbal Agreement Okay? | |
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| Must You Know Your Competitor's Weaknesses and Strengths? | |
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| At What Point Do You Just Walk Away? | |
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| The Client Has Called the Salesperson's Bluff. Can the Salesperson Still Backtrack and Save Face? | |
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| Managing the Relationship | |
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| Should Work Ever Get Started Before the Contract Is Signed? | |
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| The Contract Is Signed. How Often Should the Salesperson Stay in Touch? | |
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| Should the Salesperson Be Present at Project Meetings? | |
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| Are Web Meetings Acceptable? Or Is Face-to-Face the Best Way? | |
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| Can the Client and Salesperson Ever Really Be Friends? Or Will the Salesperson Always Look for the Up-Sell Opportunity and the Client Always Be Skeptical? | |
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| How Much of the Salesperson's Personal Life Can Be Shared Without Turning Off the Buyer? | |
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| How Important Is Loyalty? | |
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| Can You Work Together in Spite of a Personality Conflict? | |
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| Is It Important to Work with Your Customer to Develop a New Product for Him? | |
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| The Seller Helped the Buyer During Lean Times (or Vice Versa). What, If Anything, Is Owed? | |
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| When the Product Doesn't Work or the Service Is Poor, Does Responsibility Fall on the Salesperson's Shoulders? Or Can He or She Pass the Buck? | |
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| There Was a Mistake in Pricing. Can the Salesperson Ask for an Increase? | |
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| Can the Damage Done after a Failed Order Ever Be Repaired? How? | |
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| The Thank You after the Receipt of the Order-Is It Important? | |
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| How Do You Maintain Your Position When There Is No Business to Be Done? | |
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| Should You Expect to Know Why You Lost an Order and to Whom? | |
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| How Can You Tell If You Are Spreading Yourself Too Thin? | |
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| How Do You Avoid Overcommitting and Underachieving? | |
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| Do You Sell from the Top Down or Start at the Bottom and Work Your Way Up? | |
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| How Does Customer Service Affect the Sales Effort? Are the Two Dependent on Each Other? | |
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| How Important Is It to Look for Ways to Improve Each Year? | |
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| Is the Customer Always Right? | |
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| Just for Fun | |
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| What Was Your Worst-Ever Order? | |
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| Have You Ever Really Gotten into a Salesperson's or Client's Face? | |
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| Who Was Your Most Memorable Character You've Ever Had to Work With? | |
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| What Sage Advice Would You Pass On to Others Looking to Build a Career in Sales? | |
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| Closing Remarks | |
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| Index | |