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Table of Contents
Introduction 1
Part I: Laying a Solid Foundation for Selling 9
Chapter 1: Selling Is All Around You 11
Chapter 2: Working Through the Seven-Step Selling Cycle 23
Chapter 3: Selling and Your Mindset for Success 37
Part II: Doing Your Homework before You Sell a Thing 55
Chapter 4: Understanding Your Potential Clients 57
Chapter 5: Knowing Your Product 91
Chapter 6: Making Technology Your Friend 99
Part III: The Anatomy of a Sale 111
Chapter 7: Finding the People Who Want What You Sell 113
Chapter 8: Arranging Appointments That Stick 131
Chapter 9: Building Relationships and Gathering Information to Ensure Success 145
Chapter 10: Making Winning Presentations 169
Chapter 11: Handling Client Objections 191
Chapter 12: Winning the Business and Closing the Sale 205
Chapter 13: Getting Referrals from Your Present Clients 221
Part IV: Growing Your Business 233
Chapter 14: Following Up and Keeping in Touch 235
Chapter 15: Managing Your Time Efficiently 253
Chapter 16: Partnering Your Way to Success 275
Part V: You Can’t Win ’Em All: Keeping the Faith in Sales 283
Chapter 17: Staying Focused and Positive 285
Chapter 18: Setting Goals to Stay Focused 297
Chapter 19: Selling in a Challenging Economy 309
Part VI: The Part of Tens 321
Chapter 20: The Ten Biggest Sales Mistakes to Avoid 323
Chapter 21: Ten Strategies for Improving Your Selling 329
Index 335
