| Nacy F.Stephens,assists sales reps,senior executives ,adn business owners throughout the world on how to consistently gain new business with unique networking and sales methods.Her clients include Price Waterhouse,Siemens ROLM Communications,BankBoston,American Automobile Association,Analog Devices,and many others.
Bob Adams is president of Adams Media Corporation,a Harvard MBA,and a widely recognized expert on business techniques.He has sold products ranging from advertising to boats. |
| FOREWORD SECTIION 1 A NEW STYLE OF SELLING CHAPTER 1 ANYONE CAN SELL! CHAPTER 2 WHAT'S WRONG WITH THE OLD SELLING APPROACHES? CHAPTER 3 CUSTOMER-FOCUSED SELLING SECTION 2 PREPARATION MAKES THE DIFFERENCE CHAPTER 4 KNOWLEDGE IS POWER CHAPTER 5 FINDING NEW CUSTOMERS CHAPTER 6 GETTING IN THE DOOR CHAPTER 7 PRE-CALL PLANNING SECTION 3 ANATOMY OF THE SALE CHAPTER 8 BREAKING THE ICE:SETTING THE TONE CHAPTER 9 BUILDING TRUST CHAPTER 10 UNDERSTANDING THE BUYER CHAPTER 11 SELLING BY ASKING QUESTIONS CHAPTER 12 SHUP UP AND SELL! CHAPTER 13 SELLING SOLUTIONS,NOT PRODUCTS CHAPTER 14 GETTING PAST OBJECTIONS CHAPTER 15 GAINING AGREEMENT CHAPTER 16 FOLLOWING-UP THE SALES CALL SECTION 4 STILL MORE SALES LEADS CHAPTER 17 GENERATING REFERRALS CHAPTER 18 NETWORKING CHAPTER 19 GETTING NOTICED SECTION 5 BE YOUR OWN SALES MANAGER CHAPTER 20 GETTING AND STAYING ENTHUSISTIC CHAPTER 21 GOAL SETTING CHAPTER 22 TIME MANAGEMENT SECTION 6 THE EXTRA EDGE CHAPTER 23 THE TWELVE BIG KEYS TO SALES SUCCESS CHAPTER 24 THE TWELVE BIG SALES MISTAKES CHAPTER 25 DRESS TO SUCCEED CHAPTER 26 SELLING TO MULTIPLE DECISION-MAKERS CHAPTER 27 WINING AND DINING CHAPTER 28 USING ELECTRONIC MEDIA TO BUILD SALES CHAPTER 29 SALES COACH CHAPTER 30 SUCCEED WITH CUSTOMER-FOCUSED SELLING APPENDICES INDEX |
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