Table of Contents
Introduction 9
1 And You Thought Sales Was All About... 13
2 Simplifying the Fundamental Sales Process 21
3 Finding the Right People 31
4 Making the Customer Comfortable With You 65
5 Making Customers Comfortable in One-on-One Selling Situations 81
6 Finding Out What Customers Want 97
7 What Customers Want in One-on-One Selling Situations 109
8 Show Customers How What You Have Gives Them What They Want 127
9 What You Have Is What They Want: One-on-One Selling Situations 141
10 Gaining Agreement on the Next Step 157
11 Gaining Agreement on the Next Step in One-on-One Selling Situations 167
12 Follow Up and Leverage Satisfaction 179
13 Follow Up and Leverage Satisfaction in One-on-One Selling Situations 189
14 What's Next? 203
15 Seeing Your Sales As a System 219
Glossary 229
Index 233
About the Author 237
Other Works Dave Kahle 239