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Selling is a complex process. In order to succeed, sales professionals need to have not only a healthy self-esteem, but also a precise, proven system to get them confidently through each sales call. In Ten Steps to Sales Success, sales expert Tim Breithaupt both teaches and inspires -- providing a treasure-trove of practical tools and techniques designed to cover the entire selling process from A to Z. The book presents a complete methodology based on the author's "Ten-Step Model of Sequential Selling," comprising:
* Attitudes of Success * Time Management * Prospecting * Building Rapport and Trust * Probing and Listening * Value-Added Solutions * Closing * Creative Negotiation * Action Plans * and Follow-Up.
Perfect for both sales novices and veterans, the book includes humorous illustrations to support key points, and provides numerous "how-to" examples. It is a must-read for anyone seeking to move beyond sales survival to sales excellence.
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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