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• Contents at a Glance
• Table of Contents
• Introduction
• About This Book
• Conventions Used in This Book
• What You’re Not to Read
• Foolish Assumptions
• How This Book Is Organised
• Icons Used in This Book
• Where to Go from Here
• Part I: Laying a Solid Foundation for Selling
• Chapter 1: Selling Is All Around You
• Understanding What Selling Is
• Identifying Key Selling Methods
• Appreciating What Selling Skills Can Do for You
• Chapter 2: Working Through the Seven-Step Selling Cycle
• Step1: Prospecting Effectively
• Step 2: Qualifying Your Prospect and Making Appointments
• Step 3: Building Relationships
• Step 4: Delivering Your Sales Presentation
• Step 5: Handling Objections
• Step 6: Winning the Business
• Step 7: Getting Referrals
• Chapter 3: Selling and Your Mindset for Success
• Making Sure You Get Job Satisfaction
• Thinking of Your Job as a Hobby
• Becoming a Lifelong Student of Selling
• Rome Wasn’t Built in a Day: Understanding Your Development Process
• Knowing How to Sell What Your Customers Want to Own
• Part II: Doing Your Homework before You Sell a Thing
• Chapter 4: Understanding Your Potential Clients
• Understanding Why Research Is Important
• Getting to Know Your Clients Inside and Out
• Working with Different Types of Buyer
• Being Aware of Unique Cultural Needs
• Responding to Your Clients’ Fears
• Choosing Your Words Wisely
• Becoming a Better Listener
• Chapter 5: Knowing Your Product
• Knowing What You Need to Know about Your Product
• Chapter 6: Making Technology Your Friend
• Readjusting Your Perceptions about Technology
• Using Technology to Make Your Life Less Complicated (Not More)
• Part III: The Anatomy of a Sale
• Chapter 7: Finding the People Who Want What You Sell
• Knowing Where to Start Looking for Prospects
• Finding the Right People: Proven Prospecting Strategies
• Chapter 8: Arranging Appointments That Stick
• Getting the Basics Right
• Reaching Your Prospects by Telephone First
• Putting Mail, Email and Face-to-Face Interactions to Work for You
• Getting to the Elusive Decision-Maker
• Chapter 9: Building Relationships and Gathering Information to Ensure Success
• Making a Good First Impression at Your Meeting
• Establishing Rapport with Your Potential Clients
• Fact-finding: Asking the Right Questions
• Knowing How to Approach Prospects in a Retail Setting
• Chapter 10: Making Winning Presentations
• Getting More Than a Foot in the Door
• Knowing How to Present More Effectively
• Letting the Product Be the Star
• Mastering the Art of Visuals
• Demonstrating Products to Your Prospective Clients
• Presenting Intangible Goods
• Avoiding Nightmare Presentations
• Chapter 11: Handling Client Objections
• Understanding What Clients Are Really Saying
• Addressing Your Prospects’ Concerns with Some Simple Strategies
• Knowing the Do’s and Don’ts of Objection Handling
• Handling Objections in Six Easy Steps
• Chapter 12: Winning the Business and Closing the Sale
• Knowing When to Ask for the Order
• Recognising That Sometimes All You Need to Do Is Ask
• Overcoming Your Prospect’s Hesitations and Fears
• Chapter 13: Getting Referrals from Your Present Clients
• Understanding Where, How and When Referrals Arise
• Getting Referrals in Five Powerful Steps
• Setting Up Meetings with Referrals
• Aiming to Get Referrals Even When the Going Gets Tough
• Part IV: Growing Your Business
• Chapter 14: Following Up and Keeping in Touch
• Knowing When (And with Whom) to Follow Up
• Paying Attention to What Your Clients Want from Follow-Ups
• Recognising How to Follow Up
• Remembering the Importance of Thankyou Notes and Gifts
• Maximising Results from Your Follow-Ups
• Chapter 15: Managing Your Time Efficiently
• Investing Your Time Rather Than Spending It
• Avoiding ‘Fluffy Time’ by Planning Thoroughly
• Accounting for Your Time
• Organising Your Workspace
• Avoiding the Most Common Time Traps
• Handling Physical Interruptions
• Chapter 16: Partnering Your Way to Success
• Knowing What You Want Before You Partner with Anyone
• Arranging Joint Ventures
• Benefiting from Affiliate Programmes
• Part V: You Can’t Win ’Em All: Keeping the Faith in Sales
• Chapter 17: Staying Focused and Positive
• Finding Out What Motivates You
• Knowing What De-motivates You
• Surveying Strategies for Overcoming Failure
• Doing the Opposite of What Average Salespeople Do
• Mixing Your Personal Life with Your Professional Life
• Chapter 18: Setting Goals to Stay Focused
• Setting Realistic and Effective Goals
• Breaking Down Your Goals into Smaller Steps
• Looking at Particular Types of Goals
• Fulfilling Your Goals
• Figuring Out What to Do When You Achieve Your Goals
• Chapter 19: Selling in a Challenging Economy
• Understanding the Economic Cycle
• Spotting Thriving Economies
• Smoothing Out the Dip with Technology
• Keeping Your Clients Loyal
• Finding the Upsides to Downturns
• Staying Poised for Economic Recovery
• Part VI: The Part of Tens
• Chapter 20: The Ten Biggest Sales Mistakes to Avoid
• Misunderstanding Selling
• Thinking You’re a Sales Natural
• Talking Too Much and Not Listening Enough
• Using Words That Kill Sales
• Not Knowing When to Close the Sale
• Not Knowing How to Close the Sale
• Being Insincere
• Failing to Pay Attention to Details
• Letting Yourself Slump
• Neglecting to Keep in Touch
• Chapter 21: Ten Strategies for Improving Your Selling
• Prepare Yourself
• Be Disciplined
• Rehearse, Perform and Critique Your New Skills
• Make a Good First Impression
• Quickly Determine Whether You Can Help Your Client
• Give Every Presentation 110 Per Cent
• Address Concerns Completely
• Confirm Everything
• Ask for the Decision
• Tell Your Clients about Others
• Make a Commitment to Lifelong Learning
• Index
• About the Authors