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Selling All-in-One For Dummies (1118236297) cover image

Selling All-in-One For Dummies

ISBN: 978-1-118-23629-1
E-book
696 pages
January 2012
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Introduction 1

Book I: Laying the Foundation for Selling Success 9

Chapter 1: The Seven-Step Selling Cycle 11

Chapter 2: Understanding and Connecting with Potential Clients 21

Chapter 3: Knowing Your Product 45

Book II: Prospecting for Gold 53

Chapter 1: An Introduction to Prospecting 55

Chapter 2: Prospecting Preliminaries 69

Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89

Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109

Chapter 5: Approaching Potential Clients without Scaring Them Away 121

Book III: Turning Prospects into Customers and Clients 137

Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139

Chapter 2: Qualifying Your Way to Success 163

Chapter 3: Winning Presentations 179

Chapter 4: Addressing Client Concerns 197

Book IV: Closing Like a Champ and Getting Referrals 209

Chapter 1: The Anatomy of a Close 211

Chapter 2: Questioning and Listening Strategies of Champion Closers 227

Chapter 3: The No-Frills Close 245

Chapter 4: Closes That Overcome Fear 253

Chapter 5: Closes That Put an End to Buyers' Procrastination 275

Chapter 6: Closing the Tough Customer 293

Chapter 7: Remote Closing 301

Chapter 8: Getting Referrals from Your Present Clients 315

Book V: Negotiating Skills Every Salesperson Should Have 333

Chapter 1: Preparing for Negotiating Success 335

Chapter 2: Choreographing the Negotiation 353

Chapter 3: Keeping Your Emotions in Check 365

Chapter 4: Telling It Like It Is 379

Chapter 5: Win-Win Negotiating 395

Book VI: Selling in Specialized and Growing Fields 409

Chapter 1: Selling Real Estate 411

Chapter 2: Selling Insurance 433

Chapter 3: Selling Financial Services 447

Chapter 4: Selling in the Medical Field 463

Chapter 5: Selling Biotechnology 479

Book VII: Becoming a Power Seller 491

Chapter 1: Becoming the Power Seller You Want to Be 493

Chapter 2: Getting in Step with Your Customer 513

Chapter 3: Teaming Up for Success with Personal Partnering 527

Chapter 4: Embracing Change as a Growth Strategy 539

Chapter 5: Branding Yourself through Shameless Self-Promotion 553

Chapter 6: Putting the Latest Technologies to Work for You 565

Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581

Book VIII: The Book of Tens 599

Chapter 1: The Ten Biggest Sales Mistakes 601

Chapter 2: Ten Power-Selling Tactics and Techniques 607

Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613

Chapter 4: Ten Advanced Closes 619

Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625

Index 629

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