| About the Authors Acknowledgments Introduction Chapter One: Taking The Seven Steps To Sales Success Step One: Be a Salesperson, Not an Order Taker Step Two: Get All The Education You Can Doing It My Way Easy In, Easy Out Read, Read, Read! Step Three: Spend Money to Make Money Invest In Yourself Borrow If You Must Step Four: Follow in the Footsteps of Success Success Stands Out Mentors: The Essential Ingredient Following in the Footsteps Of Zig Ziglar Success Leaves Big Footprints Don't Be Too Proud to Ask for Help My Shadow Program A Million Questions a Year Step Five: Nurture Relationships Know Your Product or Service Sell the Benefits Your Client's Success Is Your Success Step Six: Master the Tools Of Your Trade Identify the Best Tools and Technologies Adopt New Technologies Gradually Seize Change Step Seven: Stick to It Your Chapter 1 Checklist Chapter Two: Motivating Yourself With Goals and Rewards Setting a Goal Keeping It Realistic… or Not Setting Deadlines Breaking Down Your Goal into Milestones Choosing A Reward Envisioning Your Future Achievement Share Your Goal with Others Create a Goal/Reward Collage Evolution of My Goal/Reward Collage Rewarding Yourself in Advance Your Chapter 2 Checklist Chapter Three: Becoming Accountable through Personal Partnering Choosing a Partner Identifying Areas for Improvement List Your Lesser Strengths Obtain a Sales Skills Assessment Obtain Input from Fellow Salespeople Ask Your Clients for Input Ask Your Boss Prioritize Your Areas for Improvement Writing a Partnering Plan Meeting with Your Partner Agree on the Ground Rules Keep Each Other on Track Review One Another's Performance Celebrate Your Mutual Success Your Chapter 3 Checklist Chapter Four: Stop Hunting, Start Farming Choosing Your Farm Leveraging the Built-In Customer Base Research Potential Farms Get To Know Your Farm Press the Flesh Sowing the Seeds of Future Business Build a Robust Database Keep in Touch Give Memorable Gifts Support your Communities Surviving the Transition from Hunter to Farmer Your Chapter 4 Checklist Chapter Five: Catering to Marketplace Chapter Six: Hiring Your First Assistant Chapter Seven: Assembly Lines Selling Chapter Eight: Hosting Your Own Hour Of Power Chapter Nine Dating Your Leads before Someone Else Does Chapter Ten: Building a Brand through Shameless Self-Promotion Chapter Eleven: Blogging Your Way to Credibility Chapter Twelve: Tapping The Power of Social Media Marketing Chapter Fourteen: Blasting Out of Your Sales Slump Chapter Fifteen: Building and Managing Your Own Sales Team Chapter Sixteen: You're Fired! Firing Your Worst Clients Chapter Seventeen: Becoming A Lifelong Learner Chapter Eighteen: Partnering Your Way to Unlimited Success Chapter Nineteen: Scaling Your Business with Virtual Assistants Index |
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