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