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| About the author | |
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| Introduction | |
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| About this book | |
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| Psychology of selling a product or service or yourself | |
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| The art of persuasion | |
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| The big issue | |
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| Trust builder | |
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| Redefinition of selling | |
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| Seeing things differently | |
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| Collaboration is the future of selling | |
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| Hypnotizing the audience to fall under your spell! | |
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| The sales pipeline and how to ensure it's realistic | |
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| Introduction | |
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| Doing business on customers' terms | |
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| The lead conversion process | |
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| Real and virtual worlds of prospecting for customers or clients | |
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| Monitoring the performance of your prospecting efforts | |
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| Up-selling, cross-selling, cold calling and warm calling | |
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| Introduction | |
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| The myths about selling | |
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| Asking the right questions | |
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| How to build rapport | |
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| How to apply outcome thinking | |
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| The art of up-selling | |
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| How to cross-sell successfully | |
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| How to cold-call without someone hanging up | |
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| How to turn a warm call into a sale | |
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| Effective approaches to prospective customers and clients | |
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| Introduction | |
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| Six ways to make a lasting impression | |
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| Understanding the short cuts to getting what we want | |
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| The art of sales negotiation | |
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| The future is about collaborating for profit | |
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| How to interrogate a database of contacts to get more sales | |
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| Introduction | |
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| Developing a customer, client and supporter database | |
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| Basic principles of data mining | |
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| Customer, client and supporter acquisition strategies | |
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| Using survival analysis to understand customers, clients and supporters | |
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| Making an effective sales presentation | |
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| Introduction | |
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| It's about them, not about you | |
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| Overcoming your fears | |
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| Prior preparation prevents poor performance | |
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| Body talk | |
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| Delivering an effective sales pitch | |
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| How to avoid 'death by bullet points' | |
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| How to make a great close | |
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| How to write effective sales materials | |
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| Introduction | |
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| Outside in, not inside out | |
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| Content is king | |
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| Sales copy tips | |
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| E-mail | |
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| Web page | |
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| Online newsletters | |
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| Google Ad Words | |
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| Sales letter | |
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| Product sales brochure | |
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| International Chamber of Commerce Code (2011) | |
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| The power of business networking | |
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| Introduction | |
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| Face to face | |
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| Word of mouth | |
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| Power of social media | |
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| Brand advocacy | |
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| Customer and client feedback | |
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| LinkedIn | |
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| Twitter | |
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| Facebook | |
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| How to get senior-level appointments in your diary | |
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| Introduction | |
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| Doing your homework | |
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| The basic etiquette of making an appointment | |
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| Identifying the appropriate decision maker | |
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| Getting past the gatekeeper | |
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| Tools to get appointments - LinkedIn | |
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| Closing a sale and follow-up | |
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| Introduction | |
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| You've one chance to make a good first impression | |
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| Asking for what you want | |
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| Reading the signs | |
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| Overcoming objections and concerns | |
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| Remote closing | |
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| Maintaining the customer or client through to the next sale | |
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| Index | |
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| Endorsements | |