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Ultimate Selling Power How to Create and Enjoy a Multimillion Dollar Sales Career

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ISBN-10: 1564146413

ISBN-13: 9781564146410

Edition: 2002

Authors: Donald Moine, Ken Lloyd

List price: $19.95
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Featuring the many powerful new sales and marketing techniques that have been developed in the last decade, this is a practical, step-by-step guide to what the best, most successful sales-people in the world are doing right now.
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Book details

List price: $19.95
Copyright year: 2002
Publisher: Red Wheel/Weiser
Publication date: 9/5/2002
Binding: Paperback
Pages: 288
Size: 6.00" wide x 9.00" long x 0.61" tall
Weight: 0.902
Language: English

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