Table of Contents
Introduction 1
Book I: Laying the Foundation for Selling Success 9
Chapter 1: The Seven-Step Selling Cycle 11
Chapter 2: Understanding and Connecting with Potential Clients 21
Chapter 3: Knowing Your Product 45
Book II: Prospecting for Gold 53
Chapter 1: An Introduction to Prospecting 55
Chapter 2: Prospecting Preliminaries 69
Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89
Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109
Chapter 5: Approaching Potential Clients without Scaring Them Away 121
Book III: Turning Prospects into Customers and Clients 137
Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139
Chapter 2: Qualifying Your Way to Success 163
Chapter 3: Winning Presentations 179
Chapter 4: Addressing Client Concerns 197
Book IV: Closing Like a Champ and Getting Referrals 209
Chapter 1: The Anatomy of a Close 211
Chapter 2: Questioning and Listening Strategies of Champion Closers 227
Chapter 3: The No-Frills Close 245
Chapter 4: Closes That Overcome Fear 253
Chapter 5: Closes That Put an End to Buyers’ Procrastination 275
Chapter 6: Closing the Tough Customer 293
Chapter 7: Remote Closing 301
Chapter 8: Getting Referrals from Your Present Clients 315
Book V: Negotiating Skills Every Salesperson Should Have 333
Chapter 1: Preparing for Negotiating Success 335
Chapter 2: Choreographing the Negotiation 353
Chapter 3: Keeping Your Emotions in Check 365
Chapter 4: Telling It Like It Is 379
Chapter 5: Win-Win Negotiating 395
Book VI: Selling in Specialized and Growing Fields 409
Chapter 1: Selling Real Estate 411
Chapter 2: Selling Insurance 433
Chapter 3: Selling Financial Services 447
Chapter 4: Selling in the Medical Field 463
Chapter 5: Selling Biotechnology 479
Book VII: Becoming a Power Seller 491
Chapter 1: Becoming the Power Seller You Want to Be 493
Chapter 2: Getting in Step with Your Customer 513
Chapter 3: Teaming Up for Success with Personal Partnering 527
Chapter 4: Embracing Change as a Growth Strategy 539
Chapter 5: Branding Yourself through Shameless Self-Promotion 553
Chapter 6: Putting the Latest Technologies to Work for You 565
Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581
Book VIII: The Book of Tens 599
Chapter 1: The Ten Biggest Sales Mistakes 601
Chapter 2: Ten Power-Selling Tactics and Techniques 607
Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613
Chapter 4: Ten Advanced Closes 619
Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625
Index 629
