Red-Hot Selling: Power Techniques That Win Even the Toughest Sale

Table of contents

1. Contents (1/2)
2. Contents (2/2)
3. Introduction: So You Want to Be a Sales Professional
4. PART I: World-Class Sales Planning
   1. Chapter 1 Prospecting Plans: Keeping the Pipeline Full
      1. Planning Is a Natural Part of Living
      2. You Are the CEO of Your Own Territory
      3. Sales Planning Essentials
      4. Your Prospecting Business Plan (1/2)
      5. Your Prospecting Business Plan (2/2)
      6. Final Thoughts
   2. Chapter 2 Territory Plans: The Heart of the Sales Planning Process
      1. The Large-Account Strategy
      2. How the Large-Account Strategy Works
      3. Implementing the Large-Account Strategy (1/2)
      4. Implementing the Large-Account Strategy (2/2)
      5. Going from Here
   3. Chapter 3 Account Plans: The Third Leg of the Triple Crown
      1. Your Account Plan
      2. The Account Development Cycle (1/2)
      3. The Account Development Cycle (2/2)
      4. The Sales Discovery Process
      5. The Triple Crown Winner
5. PART II: High-Performance Sales Execution
   1. Chapter 4 Prospecting: Eliminating the Peaks and Valleys of Selling
      1. Stay Current!
      2. Prioritize Your Prospects
      3. The ABC Call Cadence
      4. The Call Script (1/2)
      5. The Call Script (2/2)
      6. Monitor Your Progress
      7. Compelling Reasons to Persevere
   2. Chapter 5 Sales Discovery: The One Thing That Does It
      1. An Overview of the Discovery Process
      2. The Necessity of Getting Beyond Yes or No
      3. Preparation Is the Key
      4. The Meeting Management Worksheet (1/5)
      5. The Meeting Management Worksheet (2/5)
      6. The Meeting Management Worksheet (3/5)
      7. The Meeting Management Worksheet (4/5)
      8. The Meeting Management Worksheet (5/5)
   3. Chapter 6 Handling Objections: The Easy Way!
      1. There Are a Limited Number of Objections
      2. The Right Model for Handling Objections
      3. The Price Objection
      4. The Competition Objection
      5. The "Will It Work?" Objection
      6. The "Not Now" Objection
      7. The Objection-Handling Matrix
6. PART III: Closing Strategies That Win the Business
   1. Chapter 7 Closing the Sale: The Best-Kept Secrets
      1. Sales Planning as a Closing Technique
      2. The Leverage Effect on Overall Sales
      3. Sales Execution as a Closing Technique
      4. Nurture, Not Closure (1/2)
      5. Nurture, Not Closure (2/2)
      6. The Closing Phrase
   2. Chapter 8 The Recipe for Winning Proposals
      1. The Introduction and the Customer’s Needs
      2. Your Solution (1/3)
      3. Your Solution (2/3)
      4. Your Solution (3/3)
      5. Why Select You?
      6. Schedule of Events
      7. Investment Summary
      8. Reference Stories
      9. One Last, Great Point: Limited-Access Proposals
   3. Chapter 9 Winning Sales Presentations
      1. To Go First, or Not to Go First: That Is the Question
      2. Prepare a High-Impact Sales Presentation
      3. Present Your Solution
      4. Summarize Why the Customer Should Select You (1/2)
      5. Summarize Why the Customer Should Select You (2/2)
      6. Provide a Compelling Reason to Act
      7. Remember Your Follow-Through
   4. Chapter 10 The Ten Best Sales Strategies
      1. 1. Sales Is a Process
      2. 2. Sales Time Management
      3. 3. A Full Sales Pipeline
      4. 4. The Large-Account Strategy
      5. 5. The Account Development Cycle
      6. 6. Planning: The Best Closing Strategy
      7. 7. Monitoring Your Progress
      8. 8. Managing Customer Perceptions
      9. 9. Being Prepared
      10. 10. The Roadmap to Success
7. Index
   1. A
   2. B
   3. C
   4. D
   5. E
   6. F
   7. G
   8. H
   9. I
   10. L
   11. M
   12. N
   13. O
   14. P
   15. Q
   16. R
   17. S
   18. T
   19. U
   20. V
   21. W
   22. Z