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Imperial Library
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Index
Title Page
Copyright Page
Dedication
Introduction
Chapter 1 - Attitude and Commitment: It All Starts Here
Chapter 2 - Successful Salespeople See Themselves Successful
Chapter 3 - Setting Goals: Why You Need Them and Why You Need to Write Them Down
Chapter 4 - Successful Salespeople Are in Control
Chapter 5 - The Three Components of an Effective Written Goal
Please Be Specific
Use Time Frames
Place No Limits on Your Ability to Achieve
Chapter 6 - The Action Plan: Why You Need One
The Sales Plan
The Activity Plan
A Calling Plan
Chapter 7 - The Three Components of an Effective Written Plan
An Effective Plan Is Expressed in Continuous Action
An Effective Plan Is Broken Down into Accomplishable Steps
An Effective Plan Gives You the Ability to Measure Your Progress Every Step of ...
Chapter 8 - Acting on Your Plan:You Have Twenty-Four Hours to Act on a Good Idea
Chapter 9 - Persistence: People Don’t Fail, They Just Stop Trying
Persistence Follow-Up Tips
Chapter 10 - Your First and Most Important Sale Is at Home
Chapter 11 - Successful Salespeople Sell More than Just the Product or Service
Chapter 12 - Successful Salespeople Create and Deliver Value and Don’t Sell Price
Price Is Easy to Duplicate
Price Is Not What the Clients Want
Selling Price Makes You Replaceable
Chapter 13 - Successful Salespeople Know What Clients Buy and Why
Chapter 14 - Successful Salespeople Are Experts, Advisers, and Resources
Chapter 15 - Successful Salespeople Love What They Do
Index
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