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The Big Book of Sales: Chapter by Chapter
The Big Book of Sales
The Key to Becoming a Master Salesman
Sales is Communication and Influence
Mastering the Sales Platform
Nothing is Given, Everything is Earned
The Role of Influence in Sales (5:37)
Needs Development Questions (10:20)
The Six Magic Words in Sales - Features vs. Benefits
Capturing Your Customer's FULL ATTENTION
People Buy From People They Like (7:56)
Implicit Agreement With a Tag Question
Red Light, Green Light, Yellow Light (5:05)
Future Tensing = Help Your Customer See the Result
Reflect and Paraphrase
Improve the Quality of Your Questions
Exploratory Questions: Using the Key and Pivot Technique (8:46)
Moving Past the "Putoff"
Getting the Appointment - Giving Them a Reason to Meet With You (14:47)
Get Them Physically Involved
Habit Theory - Reduce Risk by Tying the New to the Old
References and Validation
The Trial Close - Find Out Where You Stand
The 1, 2, 3 Method for Handling Objections
Flipping Their BUT Puts You in Problem Solving Mode
Loss Statements to Save a Sale
The Price Objection - Really a Buying Signal
Let Me Think it Over
I Need to Talk to My Partner
Practice Makes Perfect in Handling Objections
Answering Questions With a Tie-Down
The Psychological Pindown
Three Simple Closes are All You'll Ever Need
A Fourth Close
Creating Urgency - Can We Get Them to Buy Today?
Giving a Proposal, Last is Best
An Example of the Whole Sales Process
Cold Calling Makes You Money
Realistic Goals for a Cold Call
Cold Calling: Should You Leave a Message?
Cold Calling - Create a Concise Opening Statement
Cold Calling: Overcoming Resistance Statements
Selling Retail in a Store
Selling to Corporations or Large Groups
Self Evaluation After Every Call
Tips for Working a Trade Show
Attitude, Hard Work and Self-Motivation
How Do You Define Success in Sales?
Bonus Section: Listening Will Differentiate You as a Salesperson
Bonus Section: Body Language and Non-Verbal Communication
Bonus Section: Circumstances That Influence
Bonus Section: Words That Influence
Note From the Author
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Flipping Their BUT Puts You in Problem Solving Mode
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