Introduction: Selling "Double Green"
Chapter 1: Setting Up for Success
Chapter 2: Managing Time and Information for Profitability
Chapter 3: Identifying Personality Types Over the Phone
Chapter 4: Getting Gatekeepers to Work for You
Chapter 5: Asking High-Value Questions
Chapter 6: Listening and Presenting
Chapter 7: Selling Through Objections
Chapter 8: Negotiating the Close
Chapter 9: Using New Technology in Phone Sales
Chapter 10: Selling to Customers from Other Cultures
Appendix A: PEAK Personality Type Assessment
Appendix B: Handling Customer Complaints Effectively
Appendix C: How to Present Powerful Proposals That Sell
ANDREW J. SHERMAN is a partner in the Washington, D.C., office of Jones Day and an internationally recognized authority on the legal and strategic issues of emerging and established companies. He has been interviewed by The Wall Street Journal, USA Today, Forbes, Time, and other publications, and is the author of Raising Capital (978-0-8144-0856-8).