Table of Contents

Introduction 1 Book I: Laying the Foundation for Selling Success 9 Chapter 1: The Seven-Step Selling Cycle 11 Chapter 2: Understanding and Connecting with Potential Clients 21 Chapter 3: Knowing Your Product 45 Book II: Prospecting for Gold 53 Chapter 1: An Introduction to Prospecting 55 Chapter 2: Prospecting Preliminaries 69 Chapter 3: Fishing for Prospects in the Likeliest ? and Unlikeliest ? Places 89 Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109 Chapter 5: Approaching Potential Clients without Scaring Them Away 121 Book III: Turning Prospects into Customers and Clients 137 Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139 Chapter 2: Qualifying Your Way to Success 163 Chapter 3: Winning Presentations 179 Chapter 4: Addressing Client Concerns 197 Book IV: Closing Like a Champ and Getting Referrals 209 Chapter 1: The Anatomy of a Close 211 Chapter 2: Questioning and Listening Strategies of Champion Closers 227 Chapter 3: The No-Frills Close 245 Chapter 4: Closes That Overcome Fear 253 Chapter 5: Closes That Put an End to Buyers' Procrastination 275 Chapter 6: Closing the Tough Customer 293 Chapter 7: Remote Closing 301 Chapter 8: Getting Referrals from Your Present Clients 315 Book V: Negotiating Skills Every Salesperson Should Have 333 Chapter 1: Preparing for Negotiating Success 335 Chapter 2: Choreographing the Negotiation 353 Chapter 3: Keeping Your Emotions in Check 365 Chapter 4: Telling It Like It Is 379 Chapter 5: Win-Win Negotiating 395 Book VI: Selling in Specialized and Growing Fields 409 Chapter 1: Selling Real Estate 411 Chapter 2: Selling Insurance 433 Chapter 3: Selling Financial Services 447 Chapter 4: Selling in the Medical Field 463 Chapter 5: Selling Biotechnology 479 Book VII: Becoming a Power Seller 491 Chapter 1: Becoming the Power Seller You Want to Be 493 Chapter 2: Getting in Step with Your Customer 513 Chapter 3: Teaming Up for Success with Personal Partnering 527 Chapter 4: Embracing Change as a Growth Strategy 539 Chapter 5: Branding Yourself through Shameless Self-Promotion 553 Chapter 6: Putting the Latest Technologies to Work for You 565 Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581 Book VIII: The Book of Tens 599 Chapter 1: The Ten Biggest Sales Mistakes 601 Chapter 2: Ten Power-Selling Tactics and Techniques 607 Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613 Chapter 4: Ten Advanced Closes 619 Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625 Index 629