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Imperial Library
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Index
Cover
Title page
Dedication
Acknowledgments
Introduction
SECTION ONE: WHAT YOU SHOULD KNOW BEFORE YOU BECOME A SALESPERSON
1: A New Definition of Sales
2: 95% of What You Do Is Sell Somebody Something Every Day
3: What Makes A Good Employee?
4: Important Terms to Know Before You Get Started
SECTION TWO: WHO ARE YOU DEALING WITH AND WHAT DO THEY WANT?
5: How and Why Do People Buy?
6: Either They Get It or They Don’t
7: Will You Please Tell Me What’s in It for Me?
8: Why Trial Memberships Increase Sales
9: What Is Expected of You as a Salesperson?
10: Sales Is About Doing, not Thinking
11: Never Separate Marketing and Sales in Your Business Plan
12: The Fable of Ugly Jim
SECTION THREE: THE CORE ELEMENTS OF THE PLUMMER SALES SYSTEM
13: Superstars Usually Aren’t Worth the Effort
14: The Numbers Never Lie
15: You Always Enhance and Never Discount
16: The Welcome Guide
17: The Simpler the Price Structure, the Easier the Sale
18: The Steps of the Sale
19: The Rhythm of the Sale
20: It Is Time for Fun and Games and the Misery That Goes With Them
SECTION FOUR: THE LOST ART OF FOLLOWING UP ON A LEAD
21: The Art of the Follow-Up
SECTION FIVE: THE PHONE IS WHERE YOUR BUSINESS IS MADE OR LOST
22: The Phone Rings Every Day, So You Must Train on the Phone Every Day
SECTION SIX: THE SECRET TO BUSINESS IS DRIVING REVENUE
23: Geting a Plan in Place to Drive Revenue
24: Six Things You Can Do Now to Increase Your Sales
Epilogue
About the Author
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