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Index
Introduction to Fourth Edition
Introduction
PART 1: THE FUNDAMENTALS
Chapter 1: A Third of a Season
Chapter 2: The Definition of Sales
Chapter 3: No Gimmicks
Chapter 4: Objections That Aren’t
Chapter 5: A Brief Review of the Sales Cycle
Chapter 6: Why People Buy
Chapter 7: Openings Precede Closings
Chapter 8: The Power of an Idea
PART 2: BREAKTHROUGH IDEAS FOR CLOSING SUCCESS
Chapter 9: A Few Words about the Ideas You’ll Find in This Section of the Book
Chapter 10: Know Your Product or Service—and Be Creative in Considering What It Can Do for Someone
Chapter 11: Closings and Openings
Chapter 12: Don’t Overwhelm the Prospect
Chapter 13: Selling to Committees
Chapter 14: Selling Backward/Forward
Chapter 15: Understanding Responses
Chapter 16: Taking Responsibility
Chapter 17: If It Wasn’t Business, They’d Call It Pleasure
PART 3: RETHINKING YOUR RELATIONSHIP WITH THE PROSPECT
Chapter 18: Write This Down
Chapter 19: Four Categories
Chapter 20: Your Two Objectives for Your First In-Person Meeting
Chapter 21: The Option at the End of the First Visit
Chapter 22: A Horror Story
Chapter 23: Four Words You Never Want to Say*
Chapter 24: Verifying Your Information
Chapter 25: What Is a Presentation?
Chapter 26: To Script or Not to Script
Chapter 27: The Simple Closing Statement, Revisited
Chapter 28: “I’ll Have to Think about It”
Chapter 29: Dealing with Obstacles
Chapter 30: Money, Money
Chapter 31: Some General Ideas for Closing Success
Chapter 32: The Leadership Role
Chapter 33: Don’t Reinvent the Wheel—and Keep in Touch!
Epilogue: Beyond the Close
Appendix A: Sample Cold Calling Scripts
Appendix B: Sample Sales Dialogues
Appendix C: Seven Questions You Should Be Able to Answer about Your Prospect Before You Try to Close the Deal
Appendix D: Six Tactical Questions You Should Be Able to Answer about Any Prospect You Plan to Close
Appendix E: Eight Foundation Principles of Effective Negotiating
Appendix F: Eleven Practical Rules for Negotiating the Best Deal
Appendix G: The Sales Negotiation Model
About the Author
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