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CONTENTS

ACKNOWLEDGMENTS .................................................................vii INTRODUCTION ............................................................................ix PROSPECTING:

Referrals: The Easy Way to Prospect.............Jim Domanski ..........................13 Making the Most of Internet Inquiries .........Tina LoSasso.............................83 Avoiding Internet Flameout..........................Mark Shonka and Dan Kosch........................120 Jumpstart Your Prospecting ..........................Dave Kahle .............................169 Selling Is Not a Numbers Game....................Tim Connor ...........................239

COLD CALLING:

Creating a Successful Cold- Calling Script ......................................Wendy Weiss............................26 Cold Calling Do's and Don'ts ......................Art Sobczak...............................80 Are You Getting the Cold Shoulder? ............Jim Meisenheimer...................133 Fear of Phoning ............................................Art Sobczak.............................241

PHONE SKILLS:

The Top 10 Phone Mistakes of All Time ....................................Art Sobczak...............................42 Would You Return This Call?.......................Jon Brooks ..............................113 Your Voice Is Your Instrument.....................Wendy Weiss..........................171 Follow- up Calls That Work .........................Art Sobczak.............................192

SALES CALLS:

Naked Sales Calls Pay Off ............................Jill Konrath...............................18 Do You Have a Sales Call Checklist? ............Bill Brooks ................................58 Stop Your Sales Pitch, Start Your Conversation!...............................Ari Galper...............................116 Passing the "Tell Me More" Test ....................................Jill Konrath.............................153 Collateral Damage ........................................Jill Konrath.............................194

QUESTIONS:

The Anxiety Question: Your Ace in the Hole....................................Julie Thomas ............................37

Your Most Powerful Sales Tool ....................Dave Kahle ...............................74 Scenario Selling.............................................Jim Domanski ........................123 Who Is Your Greatest Competitor? ..............Joe Heller............................... 173

STALLS AND OBJECTIONS:

The Dreaded Price Objection .......................Brian Jeffrey..............................31 Terminating the Sales Stall ...........................James Maduk ............................77 Transforming Customer Complacency into Urgency...........................Mike Schultz...........................144 Sometimes the Best Defense is a Good Offense .........................................Jill Konrath.............................214 "Let Me Think About It" .............................Jim Domanski ........................244

PRESENTATIONS:

A Hands- On Approach ................................John Boe...................................34 Ten Tips for Persuasive Presentations ...........Dianna Booher .........................89 Power Pitching for the Personal Edge ...........Patricia Fripp ..........................127 Going Beyond Show and Tell.......................Kevin Davis ............................188 Make Your Proposal Sell...............................Steve Waterhouse....................220

SALES SKILLS:

Don't Lose Another Minute .........................Art Sobczak.................................1 All the (Sales) World's a Stage ......................Joel N. Sussman .......................16 The Fine Art of the Handshake ....................Michael D. Johnson..................52 Laugh All the Way to the Bank ....................Michelle Nichols.......................66 Listen Like a Homicide Detective.................Art Sobczak.............................104 Does the Opposite Sex Drive You Crazy?..........................................Will Turner ............................118 The Four Biggest Time Wasters ...................Dave Kahle .............................129 Power Tips....................................................Michael D. Johnson................136 A Picture is Worth a Thousand Sales............Tom Richard ..........................151 Means, Motive, Opportunity........................Bill Stinnett ............................166 Success Is An Inside Job................................Bill Caskey..............................177 Commitment is a Two-Way Street...............Craig James.............................184 Seven Essential Selling Skills .........................Shamus Brown........................228 Listen Your Way to More Sales ....................Rick Phillips ...........................232 Read Your Prospect Like a Book!..................John Boe.................................247 If You're Not Selling.....................................Michael D. Johnson................262

STRATEGIES:

It's All About the Risk! .................................Dave Kahle ...............................23 How to Sell to Techies...................................Mark S.A. Smith ......................49 Dump the Feature Dumping ........................Anita Sirianni............................63 Why Sales 101 No Longer Works ................Tom Freese ...............................86 Getting Past Purchasing................................Steve Waterhouse....................106 What to Do When Your Regular Buyer Leaves ....................................Art Sobczak.............................141 Help--I'm Talking and I Can't Shut Up!...........................................Michelle Nichols.....................148 Cash In On Every Contact with Add- On Selling ....................................Jim Domanski ........................163 Asking Customers About the Competition ...........................................Linda Richardson....................197 Is High-Tech Selling Really That Difficult? ...................................Jacques Werth.........................203 What to Do When You Don't Get the Sale ................................Garrison Wynn.......................236 How to Avoid RFPs and Price Quoting ........................................Dave Stein ..............................250 Recession-Proof Business Strategies ...............Bob Bly ..................................256

VALUE:

Before You Cut That Rate, Read This ..........Joe Guertin ...............................40 Value is in the Eye of the Beholder...............Jill Konrath...............................94 Gotta Have It ...............................................Julie Thomas ..........................157 When You Can't Compete on Price .............Tom Reilly..............................186

CLOSING:

Rewriting the ABCs of Selling ......................Dave Stein ..................................9 Closing with Confidence ..............................Linda Richardson......................55 Do You Believe in Magic?.............................Ron Karr...................................97 The Lost Art of Closing................................Joe Guertin .............................206 Are You Suffering From Premature Assumption? ................................Art Sobczak.............................217

NEGOTIATING:

To Discount or Not to Discount..................Ed Brodow................................20

Winning the Negotiating Game ...................Colleen Francis .........................69 Negotiating Win-Win Deals .........................Tony Alessandra .....................109 Don't Give Away $100 When $67.50 Will Do..................................Roger Dawson ....................... 224

CUSTOMER RELATIONSHIPS:

Steer Clear of Persuasion Pitfalls ...................Al Uszynski.................................5 The Power of the Handwritten Note............Tom Richard ............................61 Are You a Yesaholic? .....................................Keith Rosen ............................101 The Salesperson's Guide to Gift-Giving ..............................................Tina LoSasso...........................159 Are You Teaching Your Customers to Mistreat You?..........................Colleen Francis .......................180 It's a Jungle Out There .................................Michael D. Johnson................200 Juggling After-Sale Customer Care ...............Tony Alessandra .....................210

ABOUT THE AUTHORS ....................................................................264

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