Selling For Dummies, 3rd Edition
Part I: Laying a Solid Foundation for Selling.
Chapter 1: Selling Is All Around You.
Chapter 2: The Seven-Step Selling Cycle.
Chapter 3: Love What You Do: Turning Selling into Your Hobby.
Part II: Doing Your Homework Before You Sell a Thing.
Chapter 4: Understanding Your Potential Clients.
Chapter 5: Knowing Your Product.
Chapter 6: Taking Advantage of Technology.
Part III: The Anatomy of a Sale.
Chapter 7: Finding the People Who Need What You Have.
Chapter 8: Arranging Meetings and Putting Your Clients at Ease.
Chapter 9: Qualifying Your Way to Success.
Chapter 10: Making Winning Presentations.
Chapter 11: Addressing Client Concerns.
Chapter 12: Closing the Sale.
Chapter 13: Getting Referrals from Your Present Clients.
Part IV: Growing Your Business.
Chapter 14: Following Up and Keeping in Touch.
Chapter 15: Using the Internet to Make More Sales.
Chapter 16: Planning Your Time Efficiently.
Chapter 17: Partnering with Others.
Part V: You Can't Win 'Em All: Keeping the Faith in Sales.
Chapter 18: Staying Upbeat When You Don't Succeed.
Chapter 19: Setting Goals to Stay Focused.
Part VI: The Part of Tens.
Chapter 20: The Ten Biggest Sales Mistakes to Avoid.
Chapter 21: Ten Strategies for Improving Your Selling.
Chapter 22: Ten Ways to Master the Art of Selling.
Chapter 23: Ten Advanced Closes.