Ultimate Selling Power: How to Create and Enjoy a Multimillion Dollar Sales Career

Overview

This book will empower sales professionals to dramatically improve their sales effectiveness, and to close more sales with less effort. Simply put, it will make its readers more successful and it will help them make more money. It features the many powerful new sales and marketing techniques that have been developed in the last decade. There is no theory in this book. It is a practical, step-by-step guide to what the best, most successful sales-people in the world are doing ...
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Overview

This book will empower sales professionals to dramatically improve their sales effectiveness, and to close more sales with less effort. Simply put, it will make its readers more successful and it will help them make more money. It features the many powerful new sales and marketing techniques that have been developed in the last decade. There is no theory in this book. It is a practical, step-by-step guide to what the best, most successful sales-people in the world are doing right now.

The vast majority of sales books are either classical slap-on-the-back motivational tomes, tired rehashes of sales classics, or one-trick ponies, featuring a hundred variations of the author's one approach to selling. There is a need for a book that goes well beyond this standard fare and prepares the reader for the realities of selling in the 21st century, one that provides powerful tools for selling, persuading, and negotiating in any situation.

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Product Details

  • ISBN-13: 9781564146410
  • Publisher: Career Press, Incorporated
  • Publication date: 9/28/2002
  • Pages: 292
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.61 (d)

Table of Contents

Foreword 13
Introduction 19
The Real Psychology of Selling 21
Persuasion for Professionals 22
What is Ultimate Selling Power? 22
Chapter 1 The Mindsets of Sales Millionaires 25
The Sales Millionaire's Mindset Placed Under a Microscope 27
Do Not Be Afraid to Be Persuasive 28
The Psychology of Sales Professional 31
The Superstar's Mindset Toward Persuasion 31
Looking for the Root Causes 33
How to Sell Yourself on Selling 35
Believing in the Value You Bring to the Table 36
The Truth About the Process of Selling 40
The Power of Invisible Selling 43
Chapter 2 The Best Ways of Dealing With Concerns, Objections, and Resistances 47
The Incredible Power of Words 49
Do Not Be Intimidated By the Power of Words 51
The Power of Organized Words 53
Real-Life Examples 54
Why Salespeople Deny They Use Scripts 55
The Reality of Positive Thinking in Master Salesmanship 59
The Meat and Potatoes of Sales Scripting 61
Steps in Building Powerful Scripts 61
Chapter 3 How to Build a Multimillion Dollar Mastermind Sales Script Book 69
Advanced Script Book Development Strategies 70
A Billion Dollar Success Story 90
Chapter 4 You Take the Lead 93
Looking for Leads 94
Present Company Included 96
Referrals Get Results 97
Use Your Network to Net Leads 97
Go to the Source 99
"But My Company Provides Me With Leads" 101
Trade Show Tactics 101
Generating Leads With a Hospitality Room 103
"But Trade Shows Don't Work in Our Business" 105
Fishing for Leads on the Internet 106
Ad Hoc Steps to Add Referrals 107
What to Do With Those Leads 108
Two Leading Types of Errors 110
Leads That Are Not Misleading 111
What You Want to See in CRM 112
Chapter 5 How to Develop and Use Your Unique Selling Proposition 113
Developing Your Unique Selling Proposition 114
How Long Should Your USP Be? 116
What If your Services Are Not That Unique? 119
But What If I Am Really, Really Ordinary? 122
Mistakes to Avoid in Your USP 125
Avoiding Cliches in Your Unique Selling Proposition 129
Tips for the Salesperson Who Has No Credentials 130
Chapter 6 The Pre-Sale Warm-up 133
Mind Over Matters 134
What You Expect Is What You Get 135
Get With the Programming 136
Check Out the Company: Is It One You Want to Keep? 137
Sources of Company Information 138
Check Out the People 140
An Important Lesson From Hollywood 143
The Time to Qualify 144
Speaking of Questions 146
Do It Yourself 149
What Do You Want to Know? 150
More Contact Options Than Ever 153
The Final Countdown 155
Chapter 7 How to Use the Media to Sell Your Products and Services 157
Messages From the Media 157
Getting Into Print 159
The Marketplace for Your Articles 161
Opportunities for Online Articles 163
How to Pick a Topic for Your Article 164
A Few Style Points 165
Capitalizing on What You Write 166
Use Your Articles to Get on Radio and Television 169
Radio vs. Television 170
Hiring a Public Relations Professional 171
Doing Public Relations on Your Own 174
The Best Contents for Your Promotional Package 175
How Can You Generate Newsworthy Topics? 177
You're Going on the Air Tomorrow. Yikes! 180
Tuming Your Articles into a Book or E-Book 182
The Bottom Line 183
Chapter 8 The Power of Seminar Selling 185
"I've Tried Everything" 186
The Wide, Wide World of Seminar Marketing 187
"But Seminar Selling Costs Too Much!" 188
Tuming Seminars From an Expense to a Profit Center 190
But What About Personal Attention to Clients? 192
How to Save Money In Conducting Sales Seminars 192
Sharing the Costs of Doing Seminars 194
Don't Let Your Peers Discourage You 196
Proof of the Public's Desire for Seminars 197
The Pros and Cons of Pre-Packaged Seminars 198
Chapter 9 Strategies and Tactics for Dealing With Challenging Prospects and Customers 205
Dealing With Different Customers 206
The Deliberative or Procrastinating Prospect 207
The Silent Prospect 210
The Fast-Talking Prospect 212
The Dominant Prospect 214
The Inaccessible Prospect 216
The Complaining Prospect 220
Out With the Old Adage 223
Chapter 10 Capitalize on the Power of CRM 225
An Introduction to CRM 226
CRM at Every Contact Point 227
Other Powerful Benefits of CRM 228
How Do You Profit From CRM? 236
The 10-Point CRM Checkout System 237
Making the Right CRM Decision 250
The Bottom Line on CRM 251
Chapter 11 How Coaching Creates Ultimate Selling Power 253
Solving the Major Challenges of Sales Coaching 254
Do You Really Need a Coach? 258
What Do Sales Coaches Do? 259
Can You Be Coached by a Book or by Tapes? 260
When is the Best Time to Start Working With a Coach? 263
Who Can Actually Benefit from a Sales Coach? 266
Finding a Great Sales Coach 267
Put Your Career on Fast-Forward 269
Epilogue: Interview With G. Edward Hunt 271
Index 279
About the Authors 285
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 19, 2004

    Insightful!

    Few salespeople can rely on pure instinct to sell successfully. Those few who become sales millionaires without working to improve their skills were probably sustained by a doting aunt in the first place. But, those who look on sales as a business that can be learned and must be practiced and refined are the ones who usually become sales millionaires. Donald Moine and Ken Lloyd preach what they practice. Both men have earned a significant living selling themselves and selling what they learned in the process. Although they have never sold a car or a bungalow, their analysis of the salesperson¿s dilemma is specific and accurate. Their techniques for motivating sales excellence will ring true to everyone who ever faced a sales objection and drew a blank. Their suggestions for improving your sales potential are exact and practical. We recommend this book to sales professionals, sales managers and sales trainers.

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