Table of Contents
Section I You 1
Chapter 1 I Don't Like Selling 3
Chapter 2 Do You Like to Help People?: Selling Is Helping 4
Chapter 3 People Don't Care What You Know: … Until They Know That You Care 6
Chapter 4 How to Be of Great Value: The Three Value Levers 10
Chapter 5 What's in It for Me?: Tuning in to Radio Station WIIFM 14
Chapter 6 Success Formula: Flexing your PECS 17
Chapter 7 People Buy if They Like You: SINOLI: Six Steps to Make People Like You 20
Chapter 8 Clients Will Only Buy if They Trust You: Building Trust with the Trust Equation 24
Chapter 9 Why Buy from Me Now?: How to Make Yourself Special 32
Chapter 10 Discovering Your Competitive Edge: Your Client Already Knows The Answer 35
Chapter 11 Be an Expert: The Power of Micro-Niching 38
Chapter 12 What Do Your Competitors Do?: Stay Aware 41
Chapter 13 SMART Sales: Five Easy Steps 44
Chapter 14 Body Language Don'ts: Avoid Saying the Wrong Thing with Your Body 47
Chapter 15 Body Language Dos: Saying the Right Things with Your Body 48
Section II The Client 51
Chapter 16 Your Client's Name Is Their Favorite Word: How to Remember Names 53
Chapter 17 What's Your Promise to Your Customer?: "I Promise to…" 59
Chapter 18 People Hire People, Not Firms: How to Be Invaluable 62
Chapter 19 Your First Client Meeting: Make It Successful with the Power of POGO 64
Chapter 20 DICE: A Powerful Assessment: Roll the DICE for You and Your Client 69
Chapter 21 Calming Down Angry Clients: The Soothing Technique of Feel, Felt, Found 72
Chapter 22 Creating Ghent Loyalty: Eight Steps to Make It Easy for Clients to Be Loyal 75
Section III Asking Questions 79
Chapter 23 The Power of Asking Questions: People Sell Themselves 81
Chapter 24 Unsolicited Advice Is an Insult: Use the Ultimate Diplomatic Question Instead 86
Chapter 25 Answering Tough Questions: Be Ready to Answer These Classic Questions 90
Chapter 26 SPIN Selling: Asking the Right Questions 92
Chapter 27 Brainstorming with "Yes, and …": Finding Better Ideas with Positivity 96
Section IV Influencing 99
Chapter 28 People Buy on Emotions …: And Justify with the Facts 101
Chapter 29 Sincere Belief and Enthusiasm: Sharing Contagious Buying Emotions 105
Chapter 30 How to Influence People: The Six-Step CLASSY Method 108
Chapter 31 The PERSUASION Equation: 10 Questions to Help Clients Buy Now 112
Chapter 32 If You Don't Pay a Lot, You Don't Pay a Lot of Attention: The Power of Pricing 116
Chapter 33 Reverse Selling: Turning the Tables for Profit 120
Section V Closing 123
Chapter 34 Asking for the Sales Order: … When You Don't Want To 125
Chapter 35 Why They Should Buy from You Now: How to Find the Good Answer 127
Chapter 36 How Much Are You Losing Now?: Creating Urgency 128
Chapter 37 The Power of "Yet": Removing Self-Limiting Beliefs 129
Chapter 38 No Just Means "Not This Way": Reframing Rejection 130
Chapter 39 Developing Plan B: How a BATNA Can Help 136
Chapter 40 Real-Life Interviews: Meet Real Success Stories 139
Chapter 41 A Quick Review of This Book: Items to Remember 143
