How to Master the Art of Selling

Name: How to Master the Art of Selling
Price: 4.21 USD
Availability: InStock
ISBN: 9780446386364

ISBN-10: 0446386367

ISBN-13: 9780446386364

Edition: 2nd

Authors: Tom Hopkins, J. Douglas Edwards

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Book details

Edition: 2nd
Publisher: Grand Central Publishing
Publication date: 10/20/1988
Binding: Paperback
Pages: 292
Size: 5.50" wide x 8.25" long x 1.00" tall
Weight: 0.638
Language: English

Introduction	p. xv
What the Profession of Selling Really is	p. 1
Lowest Paid Easy Work	p. 1
The Sky's the Ceiling	p. 1
Let This Fact Refresh You	p. 1
Getting High from Low	p. 2
The Fun Philosophy	p. 2
Toil that Hinders Your Growth	p. 2
The Myth of the Natural Born Sales Wonder	p. 3
As Great as You Want to Be	p. 4
Money Study: The Learning to Earn Fast Fivesome	p. 5
Impact	p. 5
Repetition is the Mother of Learning	p. 5
Use it or Lose It	p. 6
Accelerate into Superperformance	p. 7
That Neat Little Thing	p. 8
Your Primary Tool	p. 8
The Twelve Sources of Sensational Selling Success	p. 11
Looking at Them	p. 11
Honest Pride	p. 11
Down the River and Over the Falls	p. 11
Fighting the Good Fight	p. 12
Only One Person	p. 12
Itch to Get Rich	p. 12
Desire and Pain	p. 12
The Very Blood of Achievement	p. 13
Fate's Fickle Fumblings	p. 13
People Who Hate People	p. 14
Situations in Stride	p. 14
Empty Your Purse	p. 14
Why You Can't Fail	p. 14
Enough Cold Morning Desire for Sunshine Wants	p. 15
Spr Makes the Difference	p. 16
The Purchase Path	p. 19
Question Right and Sink Your Teeth Into Sales Success	p. 21
The Standard Tie-down	p. 21
The Inverted Tie-down	p. 23
The Internal Tie-down	p. 24
The Tag-on Tie-down	p. 24
The Alternate Advance	p. 26
Reflexive Closing Questions	p. 28
Discovery Questions and Leading Questions	p. 34
Never Ask a Say-no	p. 34
How to Take Command	p. 35
Three Principles for Questioning Power	p. 36
Twelve Pointers on Questioning Technique	p. 39
Creating the Selling Climate	p. 41
Sell the Benefits They'll Buy	p. 41
Sell the People Who Can	p. 42
But Don't Try to Sell Logic	p. 44
And Catch Change on the Move	p. 44
Replace Rejection Words With Go-Ahead Terms	p. 49
Use the Triad Concept to Multiply Your Effectiveness	p. 59
Use the Senses to Sell the Emotions	p. 61
Why Don't I Do What I Know I Should Do?	p. 64
The Cutting Edge	p. 65
How You Get Depressed	p. 65
The Motivators	p. 67
Achieving Non-achievement	p. 68
Can You Afford Popularity?	p. 69
Become You	p. 71
The De-Motivators	p. 72
How You Can Control Fear	p. 74
Three Truths All Great Salespeople Know	p. 76
Our Primtive Reasons for Fighting Change	p. 77
Make it Work for You	p. 77
Learn to Love No	p. 83
When Your Prospect Explodes	p. 84
The Formula for Rejecting Rejection	p. 85
The Champions' Five Attitudes Toward Rejection	p. 87
Learning Experience	p. 89
Torpedo	p. 89
It's Hilarious	p. 91
Opportunity	p. 92
Playing the Game to Win	p. 92
The Creed of the Champion	p. 93
Referral Prospecting Non-Referral Prospecting	p. 94
Twenty/See the People	p. 95
Know Your Ratios	p. 96
Referral Prospecting	p. 99
Card Referral System	p. 101
CRS in Action	p. 101
Non-Referral Prospecting	p. 107
Itch Cycle	p. 107
Orphan Adoption	p. 112
Technical Advancement	p. 115
Local Publications	p. 117
Claim-Staking	p. 119
Swap Meet	p. 120
Service Your Service Department	p. 122
Five Ways to Hover Until You're Ready to Fly	p. 124
How to Find Fortune and Felicity with the Phone	p. 127
The Name Close	p. 129
Drop the Second Anchor	p. 130
Outgoing Calls	p. 130
A Little Challenge for You	p. 132
The Windup Appointment Close	p. 135
Where to Find Good Lists	p. 136
Scoring Systems	p. 136
A Spectator Sport Buying is Not	p. 139
Client-participation	p. 140
Three Formats for Selling	p. 142
Put Champion Selling Power in Your Presentations and Demonstrations	p. 145
Preparation for the Close	p. 147
He Bragged About the Problem	p. 149
Glamour Words	p. 149
Learn Many Different Lingoes	p. 151
In Less Than 17 Minutes	p. 153
The Power of Planned Presentations	p. 153
How to Do It	p. 157
Working With the Pre-planning Form	p. 159
Visual Aids	p. 166
How to Make Them Pay Off	p. 168
Proof Letters	p. 171
How to Use Printed Literature	p. 171
Video Equipment	p. 172
Instead of Fighting Boredom	p. 172
Never Take Down Until	p. 173
Finessing the First Meeting	p. 174
Our Main Goal	p. 175
To Shake or Not to Shake	p. 176
The Referred Lead	p. 177
The Non-referred Situation	p. 178
Opening Involvement	p. 179
Qualification is the Key to Quota-Busting	p. 180
Have Now	p. 181
Like Most	p. 181
Altered or Improved	p. 182
The Final Decision	p. 183
Fortunate Today	p. 183
Bracket-in for Product or Service	p. 184
Bracket-up for Money	p. 184
The BUFM Formula	p. 185
Un-price, a Popular Non-technique	p. 186
The Objection Connection	p. 187
An Integral and Expected Part	p. 187
Minor Objections are Defense Mechanisms	p. 188
Conditions	p. 188
It's My Fault	p. 189
Two DON'TS and One DO that All Champions Live By	p. 190
Lead and They'll Do It for You	p. 190
The Objection Handling System	p. 191
Four Shock Treatments	p. 193
Put the Shoe On	p. 193
Change Their Base	p. 194
Question Down	p. 195
Review Their History	p. 195
Closing is Sweet Success	p. 198
When Do You Flash?	p. 199
Make Your Proof Letters Talk	p. 199
Test Closes	p. 201
Alternate Advance Test Close	p. 201
Erroneous Conclusion Test Close	p. 202
Porcupine Test Close	p. 202
Steer Safely	p. 203
The Crash and Burn Close	p. 203
Moving to the Major Close	p. 204
The Process of Helping People	p. 204
Close Through Their Eyes	p. 206
When? Where?	p. 207
The Priceless Dozen Plus Two	p. 209
Wear the Suit of Lights	p. 210
Twelve Power Closes for Aspiring Champions	p. 213
The Basic Oral Close	p. 213
The "Let me make a note of That" Close	p. 213
The Ben Franklin Balance Sheet Close	p. 215
When They've Heard It	p. 217
The Sharp Angle Close	p. 219
The Secondary Question Close	p. 220
Bridging	p. 223
The Higher Authority Close	p. 224
The Case History Approach	p. 226
The Similar Situation Close	p. 226
The Dear Old Mom Close	p. 227
The "I'll think it over" Close	p. 228
Make Them Squeak	p. 229
The Reduction to the Ridiculous Close	p. 230
Ridiculous--and Fantastic--Figures	p. 233
The Negative Close	p. 233
The Puppydog Close	p. 235
A Clutch of Moneygrabbers	p. 238
8 Wasy That Turn Little Dollars Into Big Dollars	p. 238
Multiply Money	p. 239
Add-on	p. 240
Bunches of Bananas	p. 241
Dig Through the Mountain	p. 242
Make Your Cards Work	p. 242
Be a Walking Ad	p. 243
Recoup on the Recontact Route	p. 243
Costs Little, Works Like Wings, and Isn't Used Much	p. 245
How to Perspire Less and Profit More from Paperwork	p. 250
Paperwork Aimed at Controlling You	p. 250
Paperwork that Helps You	p. 251
Handling the Stuff Fast	p. 252
Four Files You Need	p. 253
Fortune Building Starts with Time Planning	p. 256
Followup System	p. 257
Daily Work Plan	p. 257
Personal Rewards	p. 258
How to Schedule Your Time for Greatest Selling Impact	p. 258
Live by These Twelve Words and Your Success is Certain	p. 260
How to Sell Your Way Out of a Slump	p. 261
The Choice is Yours	p. 262
Neggies	p. 263
Do Yourself a Favor	p. 264
The GOYA Formula for Unslumping	p. 265
The Most Necessary Skill of All	p. 271
What Made Tommy Run	p. 272
Twenty Ways to Turn Wishes Into Reality	p. 273
How to Sell to the Most Important People You Know	p. 278
Five More Power Closes for Aspiring Champions	p. 282
The "No" Close	p. 284
The "It Isn't in the Budget" Close	p. 285
The Personal Inflation Close	p. 286
The Business Inflation Close	p. 286
The State of the Economy Close	p. 287
Index	p. 289
Table of Contents provided by Ingram. All Rights Reserved.