The Accidental Salesperson: How to Take Control of Your Sales Career & Earn the Respect & Income You Deserve Book

Contents

Author's Note for the Second Edition....................vii
Introduction....................xi
1 Making the Choice....................3
2 Using the Chart....................19
3 Meeting the Challenge....................37
4 Are You a Member of a Sales Department or Sales FORCE?....................53
5 Why You Must Quit Making "Sales Calls"....................65
6 Leveraging the Power of a Repeatable Process: Steps 1 and 2....................79
7 Getting in to See Anybody: Steps 3–9....................97
8 First Meeting Strategies: Step 10....................117
9 Transitioning from Needs Analysis to Proposal Meeting: Steps 11–13....................134
10 Writing Your Proposal: Step 14....................147
11 Making Your Presentation Like a Pro: Step 15....................160
12 "Closing" Is a Funny Word for It: Step 16....................169
13 Setting New Standards, Surpassing Old Limits....................191
14 Building Relationships Your Competitors Can't Steal....................203
15 Selling on Purpose with Purpose....................212
Index....................215