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Book Categories |
Preface | v | |
Chapter 1 | Getting to Your First Client | 1 |
Business Plan | 1 | |
Marketing Plan | 3 | |
Prospecting | 4 | |
Summary | 6 | |
Chapter 2 | Your Selling Initiation | 7 |
The Critical Use of Questions | 7 | |
Fact-Finding Questions | 8 | |
Agreement Questions | 10 | |
The Most Powerful Persuasion: What You Say and How You Say It | 13 | |
Summary | 15 | |
Chapter 3 | Qualification and Presentation, by Phone and in Person | 17 |
Using the Telephone Skillfully | 18 | |
The Role of the Receptionist | 18 | |
With or Without a Contact Name | 19 | |
Getting the Appointment | 21 | |
Screening Incoming Calls | 23 | |
The First Appointment | 24 | |
Demonstration of Capabilities | 26 | |
Summary | 28 | |
Chapter 4 | Objections, Diversions, and Negotiation | 31 |
How to Handle the Objection | 32 | |
Time to Start Closing | 34 | |
Trial Close | 35 | |
The Diversion | 37 | |
Strong Trial Close | 38 | |
Regrouping to Close Again | 39 | |
Summary | 43 | |
Chapter 5 | Account Strategy, Proposals, and Contracts | 45 |
Cracking the New Large Account | 45 | |
Competitive Situations | 48 | |
Going Out on a Limb | 50 | |
New Business from Existing Accounts | 51 | |
How and When to Use Lunch | 51 | |
Client Strategy Profile | 52 | |
Field Implementation Plan and Forecast | 53 | |
Proposals and Contracts | 55 | |
Cost Justification | 60 | |
Getting Paid | 61 | |
The IRS and You | 62 | |
Contractual Relationships | 62 | |
About Being Organized | 73 | |
Organization in the Field | 73 | |
Office Relations | 74 | |
Summary | 75 | |
Epilogue: Selling Summary for Business | 77 | |
Motivation from Goals | 78 | |
Index | 81 |
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