Exactly How to Sell

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