Table of Contents
Chapter 1 Introduction 1
Chapter 2 Becoming More Influential 4
Chapter 3 The Sales Process - Preparation & Research 11
Chapter 4 The Sales Process - Prospecting & the Approach 16
Chapter 5 The Sales Process - Discovery 23
Chapter 6 The Sales Process - Qualification 33
Chapter 7 The Sales Process - Presenting 38
Chapter 8 The Sales Process - Proposal 44
Chapter 9 The Sales Process - Overcoming Objections 50
Chapter 10 The Sales Process - Closing & Negotiating 53
Chapter 11 The Sales Process - Follow-up & Building Relationships 59
Chapter 12 Sales Debriefs - how to get information & feedback 67
Chapter 13 Selling over the Phone 71
Chapter 14 Overcoming Rejection 76
Chapter 15 Staying Motivated 80
Chapter 16 Managing your Energy 85
Chapter 17 Mental Resilience 91
Chapter 18 Working with Other People 97
Chapter 19 Customer Service and Sales 101
Chapter 20 Selling from a Woman's Perspective 107
Chapter 21 Sales Strategy 110
Chapter 22 Sales Tools 113
Chapter 23 Hiring & Managing a Sales Team 118
Chapter 24 Sales in 2020 and Beyond 124
