Table of Contents
Preface xv
Chapter 1 Selling—A Way of Life 1
Selling Is a Prerequisite for Life 1
The Commission 3
Beware of False Data 6
Selling—Critical to Survival 8
Chapter One Questions 11
Chapter 2 Salespeople Make the World Go Round 13
Salespeople Drive Entire Economies 13
Sales or College? 15
All Professions Rely on Sales 17
Chapter Two Questions 19
Chapter 3 Professional or Amateur? 21
The Professional 21
The Amateur 22
The Great Shortage 23
Chapter Three Questions 25
Chapter 4 The Greats 27
Commitment 27
Greener Pastures 28
The Power of Prediction 32
The Only Reason You Won't Like Selling (As a Career or in Life) 35
To Qualify As Great! 37
Chapter Four Questions 40
Chapter 5 The Most Important Sale 43
Selling Yourself 43
Conviction is the Make-or-Break Point 45
Overcoming the Ninety-Day Phenomenon 49
Get Sold or Be Sold 52
Put Your Money Where Your Mouth Is 53
Ice to an Eskimo? 54
The Vital Point 56
Chapter Five Questions 57
Chapter 6 The Price Myth 59
It's Almost Never Price 59
The Price Experiment 60
It's Love, Not Price 61
Move Up, Don't Move Down 63
Salespeople, Not Customers, Stop Sales 66
$4 Coffee and $2 Water 68
Chapter Six Questions 69
Chapter 7 Your Buyer's Money 71
There is No Shortage of Money 71
Your Buyer and His Money 72
Second Money is Easier than First Money 73
The More They Spend, the Better They Feel 76
Chapter Seven Questions 77
Chapter 8 You are in the People Business 79
The People Business, Not the "X" Business 79
The Most Interesting Person in the World 82
Communication = Sales 84
People are Senior to Products (Critical for Executives) 86
Chapter Eight Questions 89
Chapter 9 The Magic of Agreement 91
Always Agree with the Customer 91
It Only Takes One 92
The Agreement Challenge 93
How to Soften Any Buyer 96
The Magic Words 97
Chapter Nine Questions 99
Chapter 10 Establishing Trustp101
Show, Don't Tell 101
Prospects Don't Make Sales—Salespeople Do 102
Credibility = Increased Sales 104
People Believe What They See, Not What They Hear 105
How to Handle the Buyer's Distrust 107
Tips on Using Written and Visual Information to Close 110
Help 'Em Believe You 111
Chapter Ten Questions 112
Chapter 11 Give, Give, Give 115
The Magic of Give, Give, Give 115
Love the One You're With 118
Are You a Holiday Inn or a Ritz-Carlton? 119
Service Is Seniorto Selling 121
Chapter Eleven Questions 123
Chapter 12 Hardsell 125
The Hard Sell 125
The Formula for Hard Sell 127
Closing Is Like a Recipe 128
Standing Is for Losing, Sitting Is for Closing 129
Chapter Twelve Questions 130
Chapter 13 Massive Action 133
Take Massive Action 133
The Four Kinds of Action 135
Massive Action = New Problems 136
Production Yields Happiness 137
The10X Rule 139
Act Like a Madman 140
Chapter Thirteen Questions 141
Chapter 14 The Power Base 143
Work Your Power Base 143
How to Build Your Power Base 144
Impose on Them or Help Them? 146
Capitalize on the Easy Sale 148
Creating Power! 149
Chapter Fourteen Questions 151
Chapter 15 Time 153
How Much Time Do You Have? 153
Use Every Moment to Sell 154
How Much Time Are You Wasting? 155
The Lunch Opportunity 156
Lunch Out = Sales Up! 158
Chapter Fifteen Questions 159
Chapter 16 Attitude 161
A Great Attitude Is Worth More than a Great Product 161
Treat'Em Like Millionaires 163
A Product of Your Environment 166
Tips for Having a Great Attitude 168
Chapter Sixteen Questions 170
Chapter 17 The Biggest Sale of My Life 173
Summary 178
Chapter Seventeen Question 179
Chapter 18 The Perfect Sales Process 181
Step 1 Greet 185
Step 2 Determine Wants and Needs 186
Step 3 Select Product and Present/Build Value 187
Step 4 Make Proposal 190
Step 5 Close the Deal or Exit 190
Chapter 19 Success in Selling 193
Ask Yourself These Questions 194
Be Honest with Yourself: Never Justify Failure 196
Chapter 20 Sales-Training Tips 199
My Training Regimen for You 203
Chapter 21 Create a Social Media Presence 205
$250,000 Sale Success Schedule 210
The Professional Salesperson's Daily Commitments 272
The Ten Commandments of Sales 213
Chapter 22 Quick Tips to Conquer the Biggest Challenges in Selling 217
Rejection 217
Negative Surroundings 219
Discipline 220
The Economy 221
Competition 222
Product Knowledge 222
Follow-up 223
Organization 225
Call Reluctance 226
Fill the Pipeline 227
Closing the Deal 228
Calls Not Returned 229
Fear 231
Peoples Emotions 233
Negative Connotations of Sales 235
Not Having the Right Response 237
Overwhelmed by Customer Objections 239
Feeling Like an Idiot 247
Meeting New People 242
Breaking the Ice 244
Staying Motivated 245
Starting Over with New Clients 246
Losing Business to Others 247
Lack of Consistency 248
Cold-Calling/Prospecting 249
Commission Only/No Security 250
Long Hours 257
Traits of a Great Salesperson 252
About the Author 257
