Selling in Todayyr/ Book

Contents

INTRODUCTION Fasten Your Seatbelt; You're Going for a Ride....................xi
CHAPTER 1 Eclectic Electric Conversations....................1
CHAPTER 2 Customer Knowledge + Sales Wisdom = $$$$$....................9
CHAPTER 3 Communication Bytes, but It's What It Is....................15
CHAPTER 4 The Universal Laws of E-mail....................25
CHAPTER 5 Developing an E-mail Strategy—Were They Dead Leads or Did You Just Kill Them?....................31
CHAPTER 6 Physics and Sales....................35
CHAPTER 7 The Heart of Selling....................43
CHAPTER 8 You Manifest What You Are....................51
CHAPTER 9 The Undeniable and Critically Essential Sales Fundamentals....................55
CHAPTER 10 Sales Fundamental #1 Meet/Greet/Warm Up—Relating....................63
CHAPTER 11 Sales Fundamental #2 Intent Statements—Control the Contact....................71
CHAPTER 12 Sales Fundamental #3 Discovery—Diagnosis and Then Prognosis....................77
CHAPTER 13 Discovery's Key Value Drivers—Finding Their "Achilles' Heel"....................85
CHAPTER 14 Sales Fundamental #4 Information Confirmation—Telling 'Em What They Just Told You....................91
CHAPTER 15 Sales Fundamental #5 Advocating—Finally You Can Begin to Sell....................93
CHAPTER 16 So Just Exactly What Is Great Selling?....................101
CHAPTER 17 Sales Fundamental #6 Closing—No Clothes/No Eat/No Money....................107
CHAPTER 18 Attitude—The Eight-Hundred-Pound Gorilla....................113