Exactly How to Sell, The Sales Guide for Non-Sales Professionals by Jones, Phil M. -- Read -- Imperial Library of Trantor

Index

Cover Title Page Introduction Table of Contents 1 A Shift in Mind‐Set

Salespeople or Sales Professionals Choosing Your Focus Sales Is a Philosophy Is It Worth It? The Value of a Customer Make It Work on Paper The Two Most Important Questions

2 The Quest for Confidence

Have You Done Your Homework? Making Your Own Luck Tools of the Trade Keeping Your Head in the Game Know Your Enemy Levels of Success: Thinking BIG

3 Opportunity Is Everywhere

What Face Are You Wearing? Networking for Success What's in a Name? Making Yourself More Memorable Become the Expert Better Than a Brochure Let's Get Social Social Proof Giving Testimonials

4 Defining Your Sales Process

Pick Up the Phone A Guaranteed Success Formula Show That You Care Choose Your Allies Some Simple Tips

5 Making the Moments Count

Who Holds the Controls? Easy First Yes What Selling Really Is? Prod the Bruise Make It Easy to Buy Put a Bow on It Choose Your Words Your Sales Presentation Closing the Sale Buying Triggers

6 Maximizing Opportunities

Stop Overselling Pricing Your Downsell The Simple Upsell Creating Offers Should You Give Discounts? A Secret Ingredient to Success The Four Rs

7 Overcoming Indecision

Avoiding Objections Tackling Objections Negotiate Like a Pro Persistence Playing Devil's Advocate

8 Protecting Your Investment

The Database The Drop‐In The Phone Call The Newsletter The E‐Newsletter The Blog The Facebook Presence The Twitter Account The LinkedIn Account The Website The Get‐Together The Letter The E‐Mail Offer The Direct Mail Offer The Gift The Pat on the Back Certificates and Awards The Text Message They All Tune In to the Same Station It Is the Thought That Counts

About the Author Acknowledgments Index End User License Agreement