You Can Sell: Results Are Rewarded, Efforts Aren't

Description

Intro; Title Page; Copyright Page; Dedication; Contents; Preface; Acknowledgments; 1 A Chosen Profession; 2 Who is Not Selling?; 3 Pride in the Profession of Selling; 4 Attitude Determines Success; 5 Formula for Success; 6 Qualities of a Winning Professional; 7 Pleasing Personality; 8 Selling is a Rejection Business; 9 Transactional versus Relationship Selling; 10 Psychology of Selling; 11 What Buyers Need and Want; 12 Quality and Credibility; 13 Selling Process; 14 Prospecting; 15 Call Reluctance and Telephone Calling; 16 Rules for Letter Writing; 17 Questions are the Answers. Intro Title Page Copyright Page Dedication Contents Preface Acknowledgments 1 A Chosen Profession 2 Who is Not Selling? 3 Pride in the Profession of Selling 4 Attitude Determines Success 5 Formula for Success 6 Qualities of a Winning Professional 7 Pleasing Personality 8 Selling is a Rejection Business 9 Transactional versus Relationship Selling 10 Psychology of Selling 11 What Buyers Need and Want 12 Quality and Credibility 13 Selling Process 14 Prospecting 15 Call Reluctance and Telephone Calling 16 Rules for Letter Writing 17 Questions are the Answers. 18 Listening is Caring19 Positive Communication for Selling 20 Uncovering the Need 21 Features and Benefits 22 ABC of Selling 23 Negotiation or Haggling 24 Objection Handling 25 Closing 26 Self-evaluation and Self-commitment 27 Goal Setting 28 Why Salespeople Fail 29 Managing Time 30 Ethics Afterword Backcover.