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10 Steps to Sales Success: The Proven System That Can Shorten the Selling Cycle, Double Your Close Ratio, and Significantly Increase Your Income
by Tim Breithaupt ISBN:081447165x AMACOM © 2003 (224 pages) This text provides tools and techniques enabling you to easily navigate the entire selling process from A to Z; it shows how to close sales faster, allowing you to have more time for yourself each day and significantly increase your income. Table of Contents 10 Steps to Sales Success—The Proven System that Can Shorten the Selling Cycle, Double Your Close Ratio, and Significantly Increase Your Income Preface Introduction—Why This Book? Chapter 1 - The Sequential Model of Professional Selling Chapter 2 - Attitudes of Success: Five Pillars Chapter 3 - Planning and Preparation: Measure Twice, Cut Once Chapter 4 - Time Management: It's About Time Chapter 5 - Prospecting: I Know Where You Are Hiding Chapter 6 - Building Rapport and Trust: Behavioral Flexibility Chapter 7 - Discovery: Game Day Chapter 8 - Presentation Skills: Value-Added Solutions Chapter 9 - Confirming the Sale: Closing Chapter 10 - Creative Negotiation: There is Always a Way Chapter 11 - Action Plan: Implementation Chapter 12 - Follow-Up: You Never Call or Write Anymore Conclusion Bibliography Recommended Readings Index List of Figures List of Sidebars |
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