Log In
Or create an account ->
Imperial Library
Home
About
News
Upload
Forum
Help
Login/SignUp
Index
Title Page
Copyright Page
Dedication
Acknowledgments
Foreword
Introduction
Your Past and Present Hold the Key to Your Future
Chapter 1 - Collaboration
Chapter 2 - Living Your Vows in a Whirlwind Economy
• FIND THE RIGHT CUSTOMERS
• DEFINE A RELATIONSHIP PROCESS
• BUILD A WELCOMING HOME
• LEARN FROM EACH OTHER
• TO HAVE AND TO HOLD
Chapter 3 - Ninety Percent of All Sales Force Training Fails
• SALES TRAINING’S DIRTY LITTLE SECRET
• BUT YOU STILL NEED TO PROVIDE TRAINING
• WHY DOES SALES TRAINING FAIL?
• LOTS OF TALK AND FAILED ATTEMPTS
• THE VISION FOR EFFECTIVE SALES TRAINING
Chapter 4 - Eleven Telephone Tips to Effectively Reach Out and Touch Others
Chapter 5 - The “At-Leaster” Phenomenon
• THE COMFORT ZONE
• REVERSING THE IMAGE
Chapter 6 - Confronting the CRM Challenge
Chapter 7 - Rethinking Sales Success
Chapter 8 - Selling for the Independent Professional
• DEVELOPING A POSITIVE MIND-SET
• BECOMING SKILLED AT A SALES METHODOLOGY
• GROW THE CONFIDENCE AND CAPABILITY TO CLOSE
• MY ONE BEST PIECE OF ADVICE
Chapter 9 - Ten Tips for Convincing the Buyer to Pay More
Chapter 10 - How to Sell a Pencil—and Your Product or Service
Chapter 11 - Cultivating Endless Referrals
Chapter 12 - Twenty-One Ways to Increase Sales This Year
Chapter 13 - The Psychology of Persuasion
Chapter 14 - The Virtual Presentation
• APPLYING THE FUNDAMENTALS
• ASSUME YOUR AUDIENCE IS BORED AND DISTRACTED
• IDENTIFY YOUR GOAL AND SCOPE OUT YOUR AUDIENCE
• WHAT’S THE TWAIN/POE RULE?
• PRACTICE, PRACTICE, PRACTICE
• READY OR NOT, HERE IT IS
Chapter 15 - Do You Have an Effective Closing Strategy?
• ARE YOU ASKING YOURSELF ENOUGH OF THE RIGHT QUESTIONS?
Chapter 16 - Sales Manager or Administrator?
• AVOIDING TRAIN WRECKS
• REMOVING THE ROSE-COLORED GLASSES
• SPRING CLEANING
• QUALITY OF ACTIVITY
• AVOID THE RFP TRAP
• PROACTIVE SALES MANAGEMENT
Chapter 17 - Uncover Sales Opportunities
• OPPORTUNITY CHART
• REFERRALS AND CENTERS OF INFLUENCE
• CHAMPIONS
• NETWORKING
Chapter 18 - How Can I Wow the Audience When Speaking?
Chapter 19 - The Good Life Rules
Chapter 20 - Five Traits of a Great Sales Leader
Chapter 21 - Reconstructing the Pieces of the Sales Puzzle
• BUSINESS CONSULTANT
• STRATEGIC ORCHESTRATOR
• LONG-TERM ALLY
Chapter 22 - Manage Salespeople as You Would Invest
Chapter 23 - The Amazing Power of Testimonials
• KEEP YOUR EARS OPEN WIDE
• ASK AND YOU SHALL RECEIVE
• NEWER CUSTOMERS ARE PASSIONATE
• REPEAT CUSTOMERS ARE WISE AND INSIGHTFUL
• MAKE IT EASY FOR PEOPLE
• DO UNTO OTHERS
• MAKE TESTIMONIALS NOTICEABLE
Chapter 24 - Want More Sales? Stop “Selling” and Start Helping Clients Succeed
• THE REASONS PEOPLE BUY
• INTENT COUNTS MORE THAN TECHNIQUE
Chapter 25 - Your Next Job Interview
Chapter 26 - Nine Biggest Mistakes Salespeople Make in Their Presentations
Chapter 27 - Seven Cold-Calling Secrets Even the Sales Gurus Don’t Know
Chapter 28 - Learn More, Sell More
Chapter 29 - Are You a Sales Rock Star, or Just a Member of the Band?
Chapter 30 - Selling Professional Services
• HOW THINGS REALLY WORK
• TRADITIONAL SALES MODELS
• THE ALTERNATIVE: TRUST-BASED SELLING
• TRUST AND SALES
Chapter 31 - Dealing with Unreturned Phone Calls
Chapter 32 - Engaging and Defeating Competition
Chapter 33 - How to Double Sales in 12 Months Flat
• THE BEST BUYER CONCEPT
• LESSONS FOR YOU
Chapter 34 - Developing the Thank-You Note Habit
Chapter 35 - Escaping the Price-Driven Sale Selling to Clients at a Premium
• WHERE THIS NEW DEFINITION OF VALUE CAME FROM
• THE FOUR VALUE DRIVERS
• HOW IT’S DONE
• PART TWO: YOU GOTTA KNOW WHERE THE BUYER IS
• CONCLUSION
Chapter 36 - Creating Client Value
• EXECUTIVE SUMMARY
• AWARENESS OF NEEDS
• ASSESSMENT OF ALTERNATIVES
• ALLEVIATION OF RISK
• DECISION
• ACHIEVEMENT OF RESULTS
• CHANNEL VERSUS DIRECT
• TAILORING THE APPROACH
Chapter 37 - Selling through the Eye of the Buyer
• TECHNOLOGY IS OUR CUSTOMER’S FRIEND (AND OURS, TOO, IF WE USE IT)
• KNOCK DOWN THE WALLS BETWEEN MARKETING AND SALES
• QUIT WASTING MONEY ON BROCHURES—WHO NEEDS ’EM?
• YOUR SALES PROCESS DOESN’T MATTER
• “SUCCESS” IS MORE IMPORTANT THAN “SOLUTIONS”
• GET BEYOND YOUR CRM
Chapter 38 - Building a Bridge between Service and Selling
• SERVICE VERSUS SELLING
• TRANSFORMATIONAL CHANGE
• COMPETITIVE ADVANTAGE
Chapter 39 - Developing and Implementing a Structured Sales Process
• WHY HAVE A STRUCTURED SALES PROCESS?
• DEVELOPING A STRUCTURED SALES PROCESS
• IMPLEMENTING A STRUCTURED SALES PROCESS
Chapter 40 - How to Present with Mastery, So People Take Action
Chapter 41 - Biggest Time Wasters for Salespeople
• ALLURE OF THE URGENT/TRIVIAL
• THE COMFORT OF THE STATUS QUO
• LACK OF TRUST IN OTHER PEOPLE IN THE ORGANIZATION
• LACK OF TOUGH-MINDED THOUGHTFULNESS
Chapter 42 - The Key to Growing Your Sales
Chapter 43 - How, What, and Why Projects Fail
• HOW PROJECTS FAIL
• WHATPROJECTS FAIL
• WHY PROJECTS FAIL
Chapter 44 - Making a Difference
• FINDING THE DIFFERENCE
• QUANTIFY THE DIFFERENCE
Chapter 45 - How to Overachieve
Chapter 46 - How to Make Successful Cold Calls
• STEP 1: ESTABLISH CALL OBJECTIVES
• STEP 2: FIND THE DECISION MAKER(S) FIRST
• STEP 3: ASK FOR PERMISSION TO SPEAK
• STEP 4: USE DIRECT, OPEN-ENDED QUESTIONS
• STEP 5: SUMMARIZE YOUR CONVERSATION
• SUMMARY
Chapter 47 - Create E-Mail Subject Lines That Draw Prospects In
Chapter 48 - The Sales Funnel
Chapter 49 - Having a “Great Meeting” Is Not the Objective
Chapter 50 - “Referrals” Are a Waste—Introductions Are Golden
Chapter 51 - Increasing Sales Quickly
Chapter 52 - Seven Myths and Misconceptions about Top-Performing Salespeople
Chapter 53 - Magic Moments in Selling
• THE FIRST TWO MINUTES
• MASTER THIS CRITICAL MAGIC MOMENT
Chapter 54 - Truth or Delusion
Chapter 55 - Buying Decisions
• WHEN DO BUYERS START FIGURING OUT HOW TO BUY?
• HOW SALES FAIL
Chapter 56 - Your “Needs” May Not Be Your “Rights”
Chapter 57 - The Real Secret to Effectively Enrolling and Selling
• ASKING QUESTIONS IS THE KEY TO SUCCESSFUL ENROLLING AND SELLING
• THE PURPOSE OF YOUR BUSINESS
• THE REAL PURPOSE OF A BUSINESS
• THINKING DIFFERENTLY
Chapter 58 - Qualifying Your Sales Process
Chapter 59 - Selling to VITOs (Very Important Top Officers)
• VITO CREATES EVERY IMPORTANT INITIATIVE
• CONSTANT IMPROVEMENT IS VITO’S RESPONSIBILITY
• VITO OWNS ALL BUDGETS
• VITO KNOWS WHO’S WHO
• VITO DEFINES THE CRITICAL BUSINESS CRITERIA
• VITO GETS PAID TO MAKE DECISIONS
Chapter 60 - The “Book Yourself Solid” Simple Selling System
Chapter 61 - Managing Sales Success
• BENEFITS OF A MANAGING SALES PERFORMANCE SYSTEM
• OVERVIEW OF THE SALES PERFORMANCE SYSTEM
• COMMUNICATE/MONITOR CRITICAL SUCCESS FACTORS
• IDENTIFY PERFORMANCE INDICATORS (GAINS/GAPS)
• DETERMINE CAUSES
• TAKE APPROPRIATE ACTIONS
• IMPLEMENTING THE MANAGING SALES PERFORMANCE SYSTEM
Chapter 62 - Value Clarity
• DIAGNOSING COMPLEX PROBLEMS TO ACHIEVE VALUE CLARITY
Chapter 63 - Selling in Harder Times
• WORKING HARDER ISN’T AN ANSWER
• THE “BETTER” BUTTON
• A QUESTION OF CONFIDENCE
Chapter 64 - Advanced Questioning Techniques
• LISTENING MODES
• CLASSIFICATION LIST OF QUESTIONS
• THE FOUR-STEP FLOW OF A CONSULTATIVE DISCUSSION
• MORE QUESTIONING TIPS
Chapter 65 - Sales Coaching Increases Sales Performance
Chapter 66 - Mismanaging Expectations
Chapter 67 - Use Social Dynamics to Control Sales Appointments
Chapter 68 - The Successful Sales Formula
• THE BIGGEST MYTH OF QUALIFICATION
• THE SUCCESSFUL SALES FORMULA
• THE SALES FORMULA ADDS VALUE FOR THE CUSTOMER
Chapter 69 - The Up-Front Contract
Chapter 70 - How to Write a Winning Proposal
• WHY DO CUSTOMERS WANT PROPOSALS?
• WHAT GOES INTO A WINNING PROPOSAL?
Chapter 71 - The 11 Biggest Sales Lies
Chapter 72 - One Great Opening Is Worth 10,000 Closes
• FOOT-IN-MOUTH KILLS SALESMAN
• POSTMORTEM
Chapter 73 - Life = Sales
Chapter 74 - What Are the Biggest Sales Presentation Mistakes That ...
Chapter 75 - It’s Not a Numbers Game, It’s a Game of Numbers
Chapter 76 - Optimizing Sales Leads
• CONTENT IS KING
• MOM ALWAYS LIKED YOU BEST
• TECHNOLOGY FOR TECHNOLOGY’S SAKE
• ANALYSIS, NOT PARALYSIS
• NO PAIN, NO GAIN
Chapter 77 - Unmanaged, Telling Tensions Cost You Sales
• TELLING TENSION: THE COMPELLING NEED TO TALK
• CONCLUSION
Chapter 78 - Twelve Things Your Buyers Want Other Than Lowest Price
Chapter 79 - No Thanks, I’m Just Looking!
• THE PRIMARY GOAL OF OPENING THE SALE IS TO GET PAST RESISTANCE
• ESTABLISH A PERSON-TO-PERSON RELATIONSHIP RATHER THAN A SALESPERSON-TO-CUSTOMER-RELATIONSHIP
• OPENING LINES
• OPENING LINES MUST HAVE NOTHING TO DO WITH BUSINESS
• THE MERCHANDISE APPROACH IS INEFFECTIVE AND RUDE
• OPENING LINES SHOULD BE QUESTIONS TO ENCOURAGE CONVERSATION
Chapter 80 - The Keys to Successful Pipeline Management
• BEST PRACTICE #1: MAP THE PIPELINE STRUCTURE TO A SALES PROCESS
• BEST PRACTICE #2: KEEP THE FUNNEL FULL
• BEST PRACTICE #3: ROCKS AND STONES AND PEBBLES
• BEST PRACTICE #4: KNOW HOW MUCH YOU NEED IN THE FUNNEL
• SUMMARY
Chapter 81 - Superior Sales Management
• THE PIVOTAL ROLE IN THE SALES TEAM
• THE KEY TO SALES SUCCESS
Chapter 82 - Jump-Starting a Stalled Sales Opportunity
Chapter 83 - All Salespeople Use Scripts
Chapter 84 - Top 10 Reasons Sales Managers Fail and What to Do about It
Chapter 85 - Become the Duke or Duchess of Dialogue
Chapter 86 - Is Your Customer Base at Risk?
• WHAT ARE THEY BUYING AND WHY?
• STRATEGIES FOR PROTECTING YOUR BASE
Chapter 87 - Become a Champion Performer
Chapter 88 - Timeless Truths in a 2.0 Sales World
• OWNERSHIP
• INTEGRITY
• AMPLIFICATION
Chapter 89 - Your Best Sales Year Ever!
• CHALLENGE #1: EVALUATE YOURPERSONAL ENERGY
• CHALLENGE #2: EVALUATE YOUR SELF-BELIEF
• CHALLENGE #3: EVALUATE YOUR GOALS
• CHALLENGE #4: EVALUATE YOUR TIME
• CHALLENGE #5: EVALUATE HOW YOU COMMUNICATE
Chapter 90 - More World-Class Sales Training Resources
• ONLINE SALES TRAINING RESOURCES
About the Authors
INDEX
← Prev
Back
Next →
← Prev
Back
Next →