Covers the latest selling strategies an
Table of Contents
Introduction 1 Part I: Laying a Solid Foundation for Selling 7
Chapter 1: Selling Makes the World Go Around 9
Chapter 2: The Seven-Step Selling Cycle 19
Chapter 3: What to Sell 29
Part II: Doing Your Homework Before You Sell a Thing 47
Chapter 4: Understanding Your Potential Clients 49
Chapter 5: Selling What Your Product Does Instead of What It Is 85
Chapter 6: Technology as a Sales Tool 95
Part III: The Anatomy of a Sale 105
Chapter 7: Connecting with the People Who Need What You Have 107
Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129
Chapter 9: Qualifying Your Way to Success 159
Chapter 10: Delivering Winning Presentations 175
Chapter 11: Addressing Client Concerns 195
Chapter 12: Closing Sales 209
Chapter 13: Getting Referrals from Your Satisfied Clients 233
Part IV: Growing Your Business 247
Chapter 14: Following Up and Keeping in Touch 249
Chapter 15: Using the Internet to Make Sales 267
Chapter 16: Planning Your Time Efficiently 277
Part V: You Can’t Win ‘Em All: Keeping the Faith in Sales 295
Chapter 17: Staying Upbeat When You Don’t Succeed 297
Chapter 18: Setting Goals to Stay Focused 311
Part VI: The Part of Tens 323
Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325
Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331
Chapter 21: Ten Alternative Closes 341
Index 347
