[eBook Code] Exactly How to Sell (eBook Code, 1st)

Introduction xi

Chapter 1 A Shift in Mind-Set 1

Salespeople or Sales Professionals 1

Choosing Your Focus 4

Sales Is a Philosophy 12

Is It Worth It? 16

The Value of a Customer 18

Make It Work on Paper 19

The Two Most Important Questions 21

Chapter 2 The Quest for Confidence 23

Have You Done Your Homework? 26

Making Your Own Luck 28

Tools of the Trade 29

Keeping Your Head in the Game 31

Know Your Enemy 33

Levels of Success: Thinking BIG 34

Chapter 3 Opportunity Is Everywhere 39

What Face Are You Wearing? 40

Networking for Success 42

What’s in a Name? 45

Making Yourself More Memorable 46

Become the Expert 47

Better Than a Brochure 48

Let’s Get Social 49

Social Proof 53

Giving Testimonials 56

Chapter 4 Defining Your Sales Process 57

Pick Up the Phone 58

A Guaranteed Success Formula 62

Show That You Care 65

Choose Your Allies 67

Some Simple Tips 70

Chapter 5 Making the Moments Count 73

Who Holds the Controls? 73

Easy First Yes 77

What Selling Really Is? 78

Prod the Bruise 79

Make It Easy to Buy 81

Put a Bow on It 82

Choose Your Words 85

Your Sales Presentation 92

Closing the Sale 98

Buying Triggers 103

Chapter 6 Maximizing Opportunities 105

Stop Overselling 107

Pricing 108

Your Downsell 109

The Simple Upsell 110

Creating Offers 112

Should You Give Discounts? 116

A Secret Ingredient to Success 117

The Four Rs 118

Chapter 7 Overcoming Indecision 121

Avoiding Objections 122

Tackling Objections 124

Negotiate Like a Pro 126

Persistence 128

Playing Devil’s Advocate 129

Chapter 8 Protecting Your Investment 131

The Database 132

The Drop-In 133

The Phone Call 134

The Newsletter 134

The E-Newsletter 135

The Blog 135

The Facebook Presence 136

The Twitter Account 136

The LinkedIn Account 137

The Website 137

The Get-Together 138

The Letter 138

The E-Mail Offer 139

The Direct Mail Offer 140

The Gift 141

The Pat on the Back 142

Certificates and Awards 142

The Text Message 142

They All Tune In to the Same Station 143

It Is the Thought That Counts 143

About the Author 145

Acknowledgments 147

Index 151