Table of Contents
Introduction 13
Part I My Sales Philosophy 19
1 Know What You Want Before You Walk in the Door 20
2 Prepare Questions Ahead of Time 21
3 Ask Six Types of Questions 23
4 Be Punctual 27
5 Find Out What's Changed 29
6 Use Fallbacks 31
7 Don't Focus on Negatives 33
8 Show Your Competitive Spirit 35
9 Take Pride in Your Work 37
10 Keep Up to Date 39
Part II Prospecting for Clients and Expanding your base 41
11 Keep Prospecting at the Front of Your Activity 42
12 New Leads Mean New Opportunities 44
13 Listen, Learn, and Lead 45
14 Read Industry Publications 47
15 Make a New Plan for Each New Prospect 48
16 Find a Compelling Opening Statement 49
17 Listen to the Prospect 51
18 Make Sure the Prospect Comes First 53
19 Understand the Prospect's Viewpoint 54
20 Make Fifteen Cold Calls a Day 56
21 Look at Your Numbers 58
22 Call from a Script 59
23 Master Third-Party and Referral Calls 60
24 Use Voice Mail Creatively 64
25 Remember Why People Buy 68
26 Anticipate Common Responses 70
27 Show Enthusiasm 74
28 Tell Others Who You Are 76
29 Use Company Events to Move the Relationship Forward 78
30 Get Prospects to Open Up to You 80
31 Give Speeches to Civic and Business Groups 82
32 Ask for Referrals 84
33 Be a Messenger of Change 86
Part III Making the Sale 89
34 Plan Your Day Efficiently 90
35 Get Organized! 92
36 Don't Product Dump 93
37 Know Your Objective 95
38 Master PIPA 97
39 Communicate Trust 101
40 Ask the Right Questions 103
41 Give Credit to the Client's Intelligence 106
42 Beware of Bad Assumptions 108
43 Raise the Hard Issues Yourself 110
44 Develop Conversations, Not Lectures 112
45 Don't Rush 114
46 Always Try to Move the Sale to the Next Step 116
47 Sell Yourself on Yourself 119
48 Know When to Retreat 121
49 Know When to Ask for Help 124
50 Follow Up the Next Day 127
Part IV E-Mail Selling 129
51 Setting E-Mail Sales Goals 130
52 Craft the Perfect Message 131
53 Break Up the Text 133
54 Use the Subject Line 135
55 Be Careful with Your Signature Line 138
56 Develop a Brand with E-Mail 140
57 Start an E-Mail Newsletter 141
58 Use E-Mails to Spread Information about Your Company 143
59 Build Your Website 145
60 Start a Blog 147
61 E-Mail Selling to Executives 149
62 Five E-Mail Mistakes 152
Part V Closing The Deal 157
63 Ask for the Sale 158
64 An Objection Is an Opportunity 161
65 Overcome the Money Objection 164
66 Overcome "I'll Have to Think about It" 166
67 Deal with an Outright "No" 168
68 Keep the Closing Positive 169
69 Know When to Stop Talking 170
70 Be a Leader 172
71 Write the Contract 175
72 Always Come Back to the Table 177
73 Don't Take It Personally 180
74 Win Well, Lose Better 182
75 Look Beyond the Close 185
Conclusion 187
Appendix A Sample Cold Calling Scripts 189
Appendix B Nine Key Principles of Sales Success 193
Appendix C Ten Traits of Successful Salespeople 199
Appendix D Seven Questions You Should Be Able to Before You Try to Close the Deal 203
Appendix E The Five Stages of the Sales Career 207
Index 211
