The Complete Guide to Successful Selling

THE COMPLETE GUIDE TO SUCCESSFUL SELLING

TABLE OF CONTENTS

INTRODUCTION ............................................................................................

XXV

CHAPTER 1 – THE ANATOMY OF SALES .............................................................	1
CHAPTER 2 – THE EIGHT STEPS OF SELLING ......................................................	5
CHAPTER 3 – THE TRIANGLE OF SUCCESS .........................................................	11
CHAPTER 4 – BUILDING AGREEMENT .................................................................	15
CHAPTER 5 – EMOTIONS AND MARKETING .........................................................	21
CHAPTER 6 – THE KEY TO SELLING ...................................................................	25
CHAPTER 7 – EFFECTIVE COMMUNICATION .......................................................	33
CHAPTER 8 – COMMUNICATION AND SALES .......................................................	41
CHAPTER 9 – EMOTIONS AND SELLING ..............................................................	47
CHAPTER 10 – HANDLING EMOTIONS ................................................................	55
CHAPTER 11 – AGREEMENT AND EMOTIONS .......................................................	63
CHAPTER 12 – HOW TO GET INTO COMMUNICATION ...........................................	69
CHAPTER 13 – POSITIVE CONTROL ...................................................................	75
CHAPTER 14 – COMMUNICATION AND CONTROL .................................................	81
CHAPTER 15 – MAINTAIN INTEREST ..................................................................	89
CHAPTER 16 – STEP 1: CONTACT ......................................................................	95
CHAPTER 17 – STEP 2: BUILD AGREEMENT .........................................................	99

CHAPTER 18 – STEP 3: DISCOVER INTEREST ....................................................

103

CHAPTER 19 – OBSERVATION ........................................................................	109
CHAPTER 20 – FEATURES AND BENEFITS .........................................................	115

CHAPTER 21 – BUYER TYPES AND LEADS .........................................................	119
CHAPTER 22 – STEP 4: QUALIFICATION ...........................................................	125
CHAPTER 23 – MARKETING CHECKLIST ............................................................	131

CHAPTER 24 – STEP 5: PRESENT .....................................................................	135
CHAPTER 25 – PRESENTATION AND QUESTIONS ...............................................	141
CHAPTER 26 – KNOWING WHAT TO ASK ...........................................................	145
CHAPTER 27 – HOW TO CREATE EFFECTIVE QUESTIONS ...................................	151
CHAPTER 28 – SELLING SOLUTIONS ................................................................	157
CHAPTER 29 – THE SKILL OF PRESENTATION ...................................................	161
CHAPTER 30 – PREPARATION AND PRESENTING ................................................	167
CHAPTER 31 – PRESENTATION ESSENTIALS .....................................................	173
CHAPTER 32 – STEP 6: HANDLE OBJECTIONS ...................................................	179

CHAPTER 33 – THE FOUR TYPES OF OBJECTIONS .............................................

185

CHAPTER 34 – THE INVALID OBJECTION .........................................................

193

CHAPTER 35 – THE HIDDEN OBJECTION ..........................................................	199
CHAPTER 36 – HIDDEN CAUSES OF OBJECTIONS ..............................................	205
CHAPTER 37 – OBJECTION AND PROBLEMS ......................................................	211
CHAPTER 38 – LET THE PROSPECT BE RIGHT ....................................................	213
CHAPTER 39 – COMMON OBJECTIONS .............................................................	223
CHAPTER 40 – STEP 7: THE CLOSE ..................................................................	229
CHAPTER 41 – CLOSING AND EMOTIONS .........................................................	235

CHAPTER 42 – CARING AND CLOSING ..............................................................

241

CHAPTER 43 – VITAL CLOSING RULES .............................................................	249
CHAPTER 44 – CLOSING BASICS .....................................................................	253
CHAPTER 45 – POWER CLOSES PART 1 ............................................................	259
CHAPTER 46 – POWER CLOSES PART 2 ............................................................	267
CHAPTER 47 – POWER CLOSES PART 3 ............................................................	273
CHAPTER 48 – SOLVING SALES PROBLEMS ......................................................	277
CHAPTER 49 – HOW TO RECOVER THE CLOSE ..................................................	285
CHAPTER 50 – STEP 8: DELIVER .....................................................................	291
CHAPTER 51 – SALES MANAGEMENT AND YOU .................................................	297
CHAPTER 52 – SALES MANAGEMENT ESSENTIALS .............................................	303
CHAPTER 53 – SALES SOFTWARE ...................................................................	311
CHAPTER 54 – IT ALL BEGINS WITH YOU ........................................................	315
CHAPTER 55 – MAKE IT GO RIGHT ..................................................................	321
Chapter Summaries .....................................................................................	325
Glossary .....................................................................................................	343

Index ..........................................................................................................

353

THE COMPLETE GUIDE TO SUCCESSFUL SELLING

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