Table of Contents

Contents Introduction

• Planning for a Productive Sales Call
• Preparing for a Productive Sales Call
• Establishing a Comfortable Business Climate for Effective Two-Way Communications
• Uncovering Client Needs/Concerns/Applications
• Presenting the Solution From the Client's Needs Position
• Turn Questions, Complaints, and Objections Into Opportunities
• How to Get Commitment
• Post-Call Analysis and Follow-Up
• A Selling Attitude
• Index