| Introduction | p. 13 |
| My Sales Philosophy | p. 19 |
| Know What You Want Before You Walk in the Door | p. 20 |
| Prepare Questions Ahead of Time | p. 21 |
| Ask Six Types of Questions | p. 23 |
| Be Punctual | p. 27 |
| Find Out What's Changed | p. 29 |
| Use Fallbacks | p. 31 |
| Don't Focus on Negatives | p. 33 |
| Show Your Competitive Spirit | p. 35 |
| Take Pride in Your Work | p. 37 |
| Keep Up to Date | p. 39 |
| Prospecting for Clients and Expanding your base | p. 41 |
| Keep Prospecting at the Front of Your Activity | p. 42 |
| New Leads Mean New Opportunities | p. 44 |
| Listen, Learn, and Lead | p. 45 |
| Read Industry Publications | p. 47 |
| Make a New Plan for Each New Prospect | p. 48 |
| Find a Compelling Opening Statement | p. 49 |
| Listen to the Prospect | p. 51 |
| Make Sure the Prospect Comes First | p. 53 |
| Understand the Prospect's Viewpoint | p. 54 |
| Make Fifteen Cold Calls a Day | p. 56 |
| Look at Your Numbers | p. 58 |
| Call from a Script | p. 59 |
| Master Third-Party and Referral Calls | p. 60 |
| Use Voice Mail Creatively | p. 64 |
| Remember Why People Buy | p. 68 |
| Anticipate Common Responses | p. 70 |
| Show Enthusiasm | p. 74 |
| Tell Others Who You Are | p. 76 |
| Use Company Events to Move the Relationship Forward | p. 78 |
| Get Prospects to Open Up to You | p. 80 |
| Give Speeches to Civic and Business Groups | p. 82 |
| Ask for Referrals | p. 84 |
| Be a Messenger of Change | p. 86 |
| Making the Sale | p. 89 |
| Plan Your Day Efficiently | p. 90 |
| Get Organized! | p. 92 |
| Don't Product Dump | p. 93 |
| Know Your Objective | p. 95 |
| Master PIPA | p. 97 |
| Communicate Trust | p. 101 |
| Ask the Right Questions | p. 103 |
| Give Credit to the Client's Intelligence | p. 106 |
| Beware of Bad Assumptions | p. 108 |
| Raise the Hard Issues Yourself | p. 110 |
| Develop Conversations, Not Lectures | p. 112 |
| Don't Rush | p. 114 |
| Always Try to Move the Sale to the Next Step | p. 116 |
| Sell Yourself on Yourself | p. 119 |
| Know When to Retreat | p. 121 |
| Know When to Ask for Help | p. 124 |
| Follow Up the Next Day | p. 127 |
| E-Mail Selling | p. 129 |
| Setting E-Mail Sales Goals | p. 130 |
| Craft the Perfect Message | p. 131 |
| Break Up the Text | p. 133 |
| Use the Subject Line | p. 135 |
| Be Careful with Your Signature Line | p. 138 |
| Develop a Brand with E-Mail | p. 140 |
| Start an E-Mail Newsletter | p. 141 |
| Use E-Mails to Spread Information about Your Company | p. 143 |
| Build Your Website | p. 145 |
| Start a Blog | p. 147 |
| E-Mail Selling to Executives | p. 149 |
| Five E-Mail Mistakes | p. 152 |
| Closing The Deal | p. 157 |
| Ask for the Sale | p. 158 |
| An Objection Is an Opportunity | p. 161 |
| Overcome the Money Objection | p. 164 |
| Overcome "I'll Have to Think about It" | p. 166 |
| Deal with an Outright "No" | p. 168 |
| Keep the Closing Positive | p. 169 |
| Know When to Stop Talking | p. 170 |
| Be a Leader | p. 172 |
| Write the Contract | p. 175 |
| Always Come Back to the Table | p. 177 |
| Don't Take It Personally | p. 180 |
| Win Well, Lose Better | p. 182 |
| Look Beyond the Close | p. 185 |
| Conclusion | p. 187 |
| Sample Cold Calling Scripts | p. 189 |
| Nine Key Principles of Sales Success | p. 193 |
| Ten Traits of Successful Salespeople | p. 199 |
| Seven Questions You Should Be Able to Before You Try to Close the Deal | p. 203 |
| The Five Stages of the Sales Career | p. 207 |
| Index | p. 211 |
| Table of Contents provided by Ingram. All Rights Reserved. |
