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| Introduction: Read This First | |
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| Foundation Concepts | |
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| The Number One Reason Businesses Fail | |
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| By the Numbers | |
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| Prospecting and the Sales Cycle | |
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| Where to Look for Leads | |
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| Calling Techniques that Really Work | |
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| Cold Call Mechanics | |
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| Six Specific Telephone Tips for Better Prospecting Numbers | |
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| Turning Around Common Responses | |
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| The Ledge | |
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| Mastering Third-Party and Referral Calls | |
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| Leaving Messages That Get Results | |
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| Follow-Up Calls | |
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| Basic Selling Skills | |
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| A Tale of Two Conversations | |
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| The Yellow Pages | |
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| Selling Is a Conversation | |
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| Selling by Not Selling | |
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| "It Makes Sense!" | |
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| Verification | |
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| Remember Why People Buy! | |
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| Offer, Timetable, Price | |
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| Essential Selling Principles | |
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| Key Communication Principles | |
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| Questions You Should Be Able to Answer | |
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| Advanced Selling Skills | |
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| Four Phases of the Relationship | |
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| Beware of Bad Assumptions | |
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| Raise the Hard Issues Yourself | |
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| Returning to the Plan | |
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| The Six Mindsets of Change | |
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| Tales of a Cable Installer | |
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| Upselling 101 | |
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| When You Work for a Large Organization | |
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| "Just Focus on Him" | |
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| Pull Out Your Legal Pad | |
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| What's the Next Step? | |
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| "Based on What We've Discussed Today ..." | |
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| The Art of Making People Look Good | |
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| The Follow-Through Campaign | |
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| The Mole | |
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| "I've Got an Idea ..." | |
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| Selling to a Committee | |
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| Take Responsibility | |
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| Money, Money | |
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| Know When to Move On | |
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| The Special Challenges of Telesales | |
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| What Telesales Numbers Mean | |
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| The Dynamics of the Call | |
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| More Telesales Strategies | |
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| E-Mail Selling Strategies | |
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| A Tale of Two E-Mails | |
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| Way Back When | |
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| Wishful Thinking | |
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| Screwing Up the Sales Process | |
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| Relationship = Commitment | |
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| Mass E-Mail Ticks People Off | |
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| What Makes E-Mail Different | |
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| Top of the Mind | |
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| Nine E-Mail Strategies for Accelerating the Selling Cycle | |
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| Establishing the Relationship | |
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| The Message Template | |
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| The Perfect E-Mail Message? | |
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| About the Subject Line | |
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| The Secret Weapon | |
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| Signatures | |
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| Three Critical E-Mail Selling Principles | |
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| E-Mail "Branding" | |
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| E-Mail and Online Newsletters | |
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| On Opt-In Lists | |
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| E-Mail and Article Distribution | |
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| "Hey, Would You Take a Look at My Web Site?" | |
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| Why E-Mail Is Not Enough | |
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| E-Mail and Blogging | |
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| E-Mail as a C-Level Selling Tool | |
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| 22 Unforgivable E-Mail Mistakes | |
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| 50 Sales Questions to Close the Deal | |
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| Questions That Initiate Contact and Build Rapport | |
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| Questions to Figure Out What the Person and the Company Do | |
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| Questions That Move You Toward a Next Step | |
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| Questions That Help You Identify and Deliver the Right Presentation | |
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| Questions to Deal with Setbacks, Formalize the Decision, and Negotiate the Best Deal | |
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| Epilogue: Two Lumberjacks | |
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| Appendices | |
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| Sample Cold Calling Scripts | |
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| Nine Key Principles of Sales Success | |
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| Ten Traits of Successful Salespeople | |
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| Seven Questions You Should Be Able to Answer Before You Try to Close the Deal | |
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| The Five Stages of the Sales Career | |
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| Five Steps to a Successful Coaching Meeting | |
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| Sales Managers-Are You Measuring These Fifteen Skills? | |
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| Live Training Programs Offered | |
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| Live Training Programs Offered | |
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| Index | |
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| About the Author | |