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| Foreword | |
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| Introduction | |
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| The Real Psychology of Selling | |
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| Persuasion for Professionals | |
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| What is Ultimate Selling Power? | |
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| The Mindsets of Sales Millionaires | |
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| The Sales Millionaire's Mindset Placed Under a Microscope | |
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| Do Not Be Afraid to Be Persuasive | |
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| The Psychology of Sales Professional | |
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| The Superstar's Mindset Toward Persuasion | |
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| Looking for the Root Causes | |
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| How to Sell Yourself on Selling | |
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| Believing in the Value You Bring to the Table | |
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| The Truth About the Process of Selling | |
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| The Power of Invisible Selling | |
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| The Best Ways of Dealing With Concerns, Objections, and Resistances | |
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| The Incredible Power of Words | |
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| Do Not Be Intimidated By the Power of Words | |
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| The Power of Organized Words | |
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| Real-Life Examples | |
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| Why Salespeople Deny They Use Scripts | |
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| The Reality of Positive Thinking in Master Salesmanship | |
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| The Meat and Potatoes of Sales Scripting | |
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| Steps in Building Powerful Scripts | |
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| How to Build a Multimillion Dollar Mastermind Sales Script Book | |
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| Advanced Script Book Development Strategies | |
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| A Billion Dollar Success Story | |
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| You Take the Lead | |
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| Looking for Leads | |
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| Present Company Included | |
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| Referrals Get Results | |
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| Use Your Network to Net Leads | |
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| Go to the Source | |
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| "But My Company Provides Me With Leads" | |
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| Trade Show Tactics | |
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| Generating Leads With a Hospitality Room | |
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| "But Trade Shows Don't Work in Our Business" | |
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| Fishing for Leads on the Internet | |
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| Ad Hoc Steps to Add Referrals | |
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| What to Do With Those Leads | |
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| Two Leading Types of Errors | |
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| Leads That Are Not Misleading | |
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| What You Want to See in CRM | |
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| How to Develop and Use Your Unique Selling Proposition | |
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| Developing Your Unique Selling Proposition | |
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| How Long Should Your USP Be? | |
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| What If your Services Are Not That Unique? | |
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| But What If I Am Really, Really Ordinary? | |
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| Mistakes to Avoid in Your USP | |
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| Avoiding Cliches in Your Unique Selling Proposition | |
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| Tips for the Salesperson Who Has No Credentials | |
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| The Pre-Sale Warm-up | |
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| Mind Over Matters | |
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| What You Expect Is What You Get | |
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| Get With the Programming | |
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| Check Out the Company: Is It One You Want to Keep? | |
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| Sources of Company Information | |
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| Check Out the People | |
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| An Important Lesson From Hollywood | |
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| The Time to Qualify | |
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| Speaking of Questions | |
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| Do It Yourself | |
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| What Do You Want to Know? | |
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| More Contact Options Than Ever | |
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| The Final Countdown | |
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| How to Use the Media to Sell Your Products and Services | |
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| Messages From the Media | |
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| Getting Into Print | |
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| The Marketplace for Your Articles | |
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| Opportunities for Online Articles | |
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| How to Pick a Topic for Your Article | |
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| A Few Style Points | |
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| Capitalizing on What You Write | |
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| Use Your Articles to Get on Radio and Television | |
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| Radio vs. Television | |
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| Hiring a Public Relations Professional | |
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| Doing Public Relations on Your Own | |
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| The Best Contents for Your Promotional Package | |
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| How Can You Generate Newsworthy Topics? | |
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| You're Going on the Air Tomorrow. Yikes! | |
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| Tuming Your Articles into a Book or E-Book | |
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| The Bottom Line | |
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| The Power of Seminar Selling | |
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| "I've Tried Everything" | |
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| The Wide, Wide World of Seminar Marketing | |
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| "But Seminar Selling Costs Too Much!" | |
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| Tuming Seminars From an Expense to a Profit Center | |
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| But What About Personal Attention to Clients? | |
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| How to Save Money In Conducting Sales Seminars | |
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| Sharing the Costs of Doing Seminars | |
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| Don't Let Your Peers Discourage You | |
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| Proof of the Public's Desire for Seminars | |
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| The Pros and Cons of Pre-Packaged Seminars | |
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| Strategies and Tactics for Dealing With Challenging Prospects and Customers | |
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| Dealing With Different Customers | |
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| The Deliberative or Procrastinating Prospect | |
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| The Silent Prospect | |
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| The Fast-Talking Prospect | |
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| The Dominant Prospect | |
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| The Inaccessible Prospect | |
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| The Complaining Prospect | |
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| Out With the Old Adage | |
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| Capitalize on the Power of CRM | |
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| An Introduction to CRM | |
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| CRM at Every Contact Point | |
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| Other Powerful Benefits of CRM | |
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| How Do You Profit From CRM? | |
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| The 10-Point CRM Checkout System | |
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| Making the Right CRM Decision | |
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| The Bottom Line on CRM | |
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| How Coaching Creates Ultimate Selling Power | |
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| Solving the Major Challenges of Sales Coaching | |
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| Do You Really Need a Coach? | |
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| What Do Sales Coaches Do? | |
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| Can You Be Coached by a Book or by Tapes? | |
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| When is the Best Time to Start Working With a Coach? | |
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| Who Can Actually Benefit from a Sales Coach? | |
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| Finding a Great Sales Coach | |
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| Put Your Career on Fast-Forward | |
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| Epilogue: Interview With G. Edward Hunt | |
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| Index | |
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| About the Authors | |