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Introduction. The Hidden Sales Curriculum
Skill #1. Beware of Bad Advice on the Internet
Skill #2. Use Company Events to Move the Relationship Forward
Skill #3. Stop Spinning Your Wheels with People Who Don’t Really Want to Work with You—and Start “Fo
Skill #4. Harness the Power of “I Didn’t Anticipate That”
Skill #5. Beware “Casual Friday”
Skill #6. Ask Key Questions about Your Best Accounts
Skill #7. Find Out What’s Changed
Skill #8. Use E-mail Intelligently
Skill #9. When in Doubt, Ask for the Appointment
Skill #10. Don’t Try to Close
Skill #11. Raise Tough Issues Yourself
Skill #12. Get More Return Phone Calls
Skill #13. Don’t Bring Everything!
Skill #14. Don’t “Product Dump”
Skill #15. Beyond “Slapshot Selling”
Skill #16. Master PIPA (Learn the Art of Conducting a Great First Meeting)
Skill #17. Get Prospects to Open Up to You
Skill #18. Prepare Questions ahead of Time!
Skill #19. Don’t Present Too Early
Skill #20. Verify Your Information
Skill #21. Ask Yourself the Right Questions
Skill #22. Know What You Want before You Even Walk in the Door
Skill #23. Work Your Way up the Ladder
Skill #24. Close the Sale
Skill #25. Avoid the Ten Most Common Mistakes
Epilogue. Don’t Kid Yourself
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