Description
Book SynopsisTable of ContentsIntroduction xi
Chapter 1 A Shift in Mind-Set 1
Salespeople or Sales Professionals 1
Choosing Your Focus 4
Sales Is a Philosophy 12
Is It Worth It? 16
The Value of a Customer 18
Make It Work on Paper 19
The Two Most Important Questions 21
Chapter 2 The Quest for Confidence 23
Have You Done Your Homework? 26
Making Your Own Luck 28
Tools of the Trade 29
Keeping Your Head in the Game 31
Know Your Enemy 33
Levels of Success: Thinking BIG 34
Chapter 3 Opportunity Is Everywhere 39
What Face Are You Wearing? 40
Networking for Success 42
What’s in a Name? 45
Making Yourself More Memorable 46
Become the Expert 47
Better Than a Brochure 48
Let’s Get Social 49
Social Proof 53
Giving Testimonials 56
Chapter 4 Defining Your Sales Process 57
Pick Up the Phone 58
A Guaranteed Success Formula 62
Show That You Care 65
Choose Your Allies 67
Some Simple Tips 70
Chapter 5 Making the Moments Count 73
Who Holds the Controls? 73
Easy First Yes 77
What Selling Really Is? 78
Prod the Bruise 79
Make It Easy to Buy 81
Put a Bow on It 82
Choose Your Words 85
Your Sales Presentation 92
Closing the Sale 98
Buying Triggers 103
Chapter 6 Maximizing Opportunities 105
Stop Overselling 107
Pricing 108
Your Downsell 109
The Simple Upsell 110
Creating Offers 112
Should You Give Discounts? 116
A Secret Ingredient to Success 117
The Four Rs 118
Chapter 7 Overcoming Indecision 121
Avoiding Objections 122
Tackling Objections 124
Negotiate Like a Pro 126
Persistence 128
Playing Devil’s Advocate 129
Chapter 8 Protecting Your Investment 131
The Database 132
The Drop-In 133
The Phone Call 134
The Newsletter 134
The E-Newsletter 135
The Blog 135
The Facebook Presence 136
The Twitter Account 136
The LinkedIn Account 137
The Website 137
The Get-Together 138
The Letter 138
The E-Mail Offer 139
The Direct Mail Offer 140
The Gift 141
The Pat on the Back 142
Certificates and Awards 142
The Text Message 142
They All Tune In to the Same Station 143
It Is the Thought That Counts 143
About the Author 145
Acknowledgments 147
