The Ultimate Book of Sales Techniques: 75 Ways to Master Cold Calling, Sharpen Your Unique Selling Proposition, and Close the Sale Book

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