Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales

In this Book

• Foreword
• Introduction
• Your past and Present Hold the Key to Your Future
• Collaboration—Changing the World
• Living Your Vows in a Whirlwind Economy
• Ninety Percent of all Sales Force Training Fails
• Eleven Telephone Tips to Effectively Reach Out and Touch Others
• The “At-Leaster” Phenomenon
• Confronting the CRM Challenge
• Rethinking Sales Success—Storytelling
• Selling for the Independent Professional
• Ten Tips for Convincing the Buyer to Pay More
• How to Sell a Pencil—and Your Product or Service
• Cultivating Endless Referrals—An Introduction
• Twenty-One Ways to Increase Sales This Year
• The Psychology of Persuasion
• The Virtual Presentation—Mastering the Medium
• Do You Have an Effective Closing Strategy?
• Sales Manager or Administrator?
• Uncover Sales Opportunities
• How Can I Wow the Audience When Speaking?
• The Good Life Rules
• Five Traits of a Great Sales Leader
• Reconstructing the Pieces of the Sales Puzzle
• Manage Salespeople as You Would Invest
• The Amazing Power of Testimonials
• Want More Sales? Stop “Selling” and Start Helping Clients Succeed
• Your Next Job Interview
• Nine Biggest Mistakes Salespeople Make in Their Presentations
• Seven Cold-Calling Secrets Even the Sales Gurus Don't Know
• Learn More, Sell More
• Are You a Sales Rock Star, or Just a Member of the Band?
• Selling Professional Services
• Dealing with Unreturned Phone Calls
• Engaging and Defeating Competition—Competitive Strategy and Political Alignment in World-Class Selling
• How to Double Sales in 12 Months Flat
• Developing the Thank-You Note Habit
• Escaping the Price-Driven Sale Selling to Clients at a Premium
• Creating Client Value—A Practical, Modern Approach to Building Business
• Selling through the Eye of the Buyer
• Building a Bridge between Service and Selling
• Developing and Implementing a Structured Sales Process
• How to Present with Mastery, So People Take Action
• Biggest Time Wasters for Salespeople
• The Key to Growing Your Sales—Work on Your Openings, Not Your Closings!
• How, What, and Why Projects Fail
• Making a Difference
• How to Overachieve
• How to Make Successful Cold Calls
• Create E-Mail Subject Lines That Draw Prospects In
• The Sales Funnel
• Having a “Great Meeting” Is Not the Objective
• “Referrals” Are a Waste—Introductions Are Golden
• Increasing Sales Quickly
• Seven Myths and Misconceptions about Top-Performing Salespeople
• Magic Moments in Selling—Subtle Yet Crucial Actions to Advance the Sale
• Truth or Delusion—Busting Networking's Biggest Myths
• Buying Decisions—What Happens behind the Scenes?
• Your “Needs” May Not Be Your “Rights”
• The Real Secret to Effectively Enrolling and Selling
• Qualifying Your Sales Process
• Selling to VITOs (Very Important Top Officers)
• The “Book Yourself Solid” Simple Selling System
• Managing Sales Success—10 Critical Performance Factors That Drive Revenue and Sales Team Growth—A System for Improving Both Sales Manager and Sales Team Performance
• Value Clarity—The Optimal Source of Differentiation
• Selling in Harder Times
• Advanced Questioning Techniques—Utilization of Questioning Techniques for Consultative Selling
• Sales Coaching Increases Sales Performance
• Mismanaging Expectations—Are You Preparing Your Sales Team for Change?
• Use Social Dynamics to Control Sales Appointments
• The Successful Sales Formula—Why 50 Percent of Deals Fail to Close
• The Up-Front Contract—Adding Control and Predictability to Your Sales Calls
• How to Write a Winning Proposal
• The 11 Biggest Sales Lies
• One Great Opening is Worth 10,000 Closes
• Life = Sales
• What are the Biggest Sales Presentation Mistakes That Professionals Make and How Can You Avoid Them?
• It's Not a Numbers Game, It's a Game of Numbers
• Optimizing Sales Leads—Moving Quickly from Inquiry to Lead to Closure
• Unmanaged, Telling Tensions Cost You Sales
• Twelve Things Your Buyers Want other than Lowest Price
• No Thanks, I'm Just Looking!—Professional Retail Sales Techniques for Turning Shoppers into Buyers
• The Keys to Successful Pipeline Management
• Superior Sales Management
• Jump-Starting a Stalled Sales Opportunity
• All Salespeople Use Scripts
• Top 10 Reasons Sales Managers Fail and What to Do about It
• Become the Duke or Duchess of Dialogue—Three Keys to Successful Dialogue Selling
• Is Your Customer Base at Risk?—Protecting Your Existing Business in Tough Times
• Become a Champion Performer
• Timeless Truths in a 2.0 Sales World—Ownership, Integrity, and Amplification
• Your Best Sales Year Ever!
• More World-Class Sales Training Resources