Let's Close a Deal: Turn Contacts into Paying Customers for Your Company, Product, Service or Cause Book

Foreword by Mark W. Sheffert ix

Acknowledgments xi

Overview and Introduction xiii

I What’s the Big Deal? 1

Chapter 1 Let’s Define the Deal 3

II Let’s Prepare the Deal 15

Chapter 2 Let’s Package a Deal 17

Chapter 3 Let’s Customize a Deal 25

Chapter 4 Let’s Niche a Deal 33

Chapter 5 Let’s Market a Deal 45

Chapter 6 Let’s Connect a Deal 59

Chapter 7 Let’s Partner a Deal 73

III Let’s Present the Deal 89

Chapter 8 Let’s Pitch a Deal 91

Chapter 9 Let’s Perk-O-Late a Deal 107

Chapter 10 Let’s Ask for a Deal 117

IV Uh, Oh . . . No Deal? 127

Chapter 11 Let’s Not Ruin the Deal 129

Chapter 12 Let’s R-R-Reapproach the Deal 135

Chapter 13 Let’s Revisit a Deal 147

V Here’s the Real Deal 153

Chapter 14 Let’s Follow Up a Deal 155

Chapter 15 Let’s Revel in a Deal 173

Summary: On to the Next Deal 181

About the Author 185