The Ultimate Book of Sales Techniques · 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale by Schiffman, Stephan -- Read -- Imperial Library of Trantor

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Index

Title Page Dedication Acknowledgments Contents Introduction Part I: My Sales Philosophy

1. Know What You Want Before You Walk in the Door 2. Prepare Questions Ahead of Time 3. Ask Six Types of Questions 4. Be Punctual 5. Find Out What’s Changed 6. Use Fallbacks 7. Don’t Focus on Negatives 8. Show Your Competitive Spirit 9. Take Pride in Your Work 10. Keep Up to Date

Part II: Prospecting For Clients And Expanding Your Base

11. Keep Prospecting at the Front of Your Activity 12. New Leads Mean New Opportunities 13. Listen, Learn, and Lead 14. Read Industry Publications 15. Make a New Plan for Each New Prospect 16. Find a Compelling Opening Statement 17. Listen to the Prospect 18. Make Sure the Prospect Comes First 19. Understand the Prospect’s Viewpoint 20. Make Fifteen Cold Calls a Day 21. Look at Your Numbers 22. Call from a Script 23. Master Third-Party and Referral Calls 24. Use Voice Mail Creatively 25. Remember Why People Buy 26. Anticipate Common Responses 27. Show Enthusiasm 28. Tell Others Who You Are 29. Use Company Events to Move the Relationship Forward 30. Get Prospects to Open Up to You 31. Give Speeches to Civic and Business Groups 32. Ask for Referrals 33. Be a Messenger of Change

Part III: Making The Sale

34. Plan Your Day Efficiently 35. Get Organized! 36. Don’t Product Dump 37. Know Your Objective 38. Master PIPA 39. Communicate Trust 40. Ask the Right Questions 41. Give Credit to the Client’s Intelligence 42. Beware of Bad Assumptions 43. Raise the Hard Issues Yourself 44. Develop Conversations, Not Lectures 45. Don’t Rush 46. Always Try to Move the Sale to the Next Step 47. Sell Yourself on Yourself 48. Know When to Retreat 49. Know When to Ask for Help 50. Follow Up the Next Day

Part IV: E-Mail Selling

51. Setting E-Mail Sales Goals 52. Craft the Perfect Message 53. Break Up the Text 54. Use the Subject Line 55. Be Careful with Your Signature Line 56. Develop a Brand with E-Mail 57. Start an E-Mail Newsletter 58. Use E-Mails to Spread Information about Your Company 59. Build Your Website 60. Start a Blog 61. E-Mail Selling to Executives 62. Five E-Mail Mistakes

Part V: Closing The Deal

63. Ask for the Sale 64. An Objection Is an Opportunity 65. Overcome the Money Objection 66. Overcome “I’ll Have to Think about It” 67. Deal with an Outright “No” 68. Keep the Closing Positive 69. Know When to Stop Talking 70. Be a Leader 71. Write the Contract 72. Always Come Back to the Table 73. Don’t Take It Personally 74. Win Well, Lose Better 75. Look Beyond the Close

Conclusion Appendix A: Sample Cold Calling Scripts Appendix B: Nine Key Principles of Sales Success Appendix C: Ten Traits of Successful Salespeople Appendix D: Seven Questions You Should Be Able to Answer Before You Try to Close the Deal Appendix E: The Five Stages of the Sales Career About the Author Copyright

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