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
- [鍥藉?缁忔祹绫讳功绫嶅ぇ鍏╙.AMACOM.10.Steps.To.Sales.Success.The.Proven.System.That.Can.Shorten.The.Selling.Cycle.chm