Quit Whining and Start Selling! - a Step-By-Step Guide to a Hall of Fame Career in Sales by Riggs, Kelly S. -- Read -- Imperial Library of Trantor

Index

Foreword Introduction Part I: Getting Started

Ch. 1: The Opportunity of a Lifetime Ch. 2: The Value of Five More Hits Ch. 3: Lose the Whining Ch. 4: The First Three Steps of Your Journey

Part II: What Are You Selling?

Ch. 5: The Better Mousetrap Theory Ch. 6: “Why Should I Buy From You?” Ch. 7: The Illusion of Great Quality and Excellent Service Ch. 8: Who is Selling Whom? Ch. 9: The Problem With ‘Lowest Price’ Ch. 10: Painting by Numbers

Part III: The 1-on-1 Selling™ Process

Ch. 11: The Foundation of Consistent Sales Performance Ch. 12: The Right Place at the Right Time

Part IV: Planning

Ch. 13: Plan to Win Ch. 14: Pareto—A Salesperson’s Best Friend Ch. 15: The Real Value of KEY Accounts Ch. 16: TARGETS of Opportunity Ch. 17: The Devil is in the Details

Part V: Discovery

Ch. 18: The Art of the Interview Ch. 19: Is Your Customer Qualified? Ch. 20: Managing Your First Impression Ch. 21: The Initial Sales Call Ch. 22: Skip the Interrogation Ch. 23: A Successful Sale Starts with a Conversation Ch. 24: Filling in the Blanks Ch. 25: No Credibility, No Sale Ch. 26: Hidden Treasure Ch. 27: You Feel Me? Ch. 28: The Hazards of Change Ch. 29: Your First Closing Attempt

Part VI: Presentation

Ch. 30: Ready. Fire! (Aim.) Ch. 31: The Classic Credibility Blunder Ch. 32: And Here’s the Pitch Ch. 33: No Points for Style Ch. 34: Dead Money Ch. 35: Make It ‘Sticky’ Ch. 36: Create an Impression Ch. 37: Reaching the Finish Line Ch. 38: No Place Like Home

Part VII: Delivery

Ch. 39: Deliver the Goods Ch. 40: Leverage Your Success

Part VIII: Success Habits

Ch. 41: Personal Marketing Ch. 42: Avoiding Elevators Ch. 43: Talent is Overrated Ch. 44: From Here to There Ch. 45: The House Edge Ch. 46: Are You a Professional Visitor? Ch. 47: What is a Relationship Worth?

Part IX: The Road Ahead

Ch. 48: The Potential for Greatness

Chapter Notes About the Author