Salespeople Don’t Lie

Description

A light-hearted book on why sales people lie to sell and why they need to change now. Cover Contents Foreword Preface 1 How Did Salespeople Come To Be? 2 The Door-to-door Salesperson 3 The Used Car Salesperson 4 Sell Like Hell 5 The Dowry Totem Pole 6 Ours Not to Reason Why 7 Pirates of Sales: The Story of Medical Reps 8 More Pirates of Sales: Dumping Sales 9 Even More Pirates of Sales 10 Still More Pirates of Sales 11 The Heroes of Sales 12 Why Do Salespeople Lie? 13 To Be a Professional Salesperson 14 Who Teaches Whom to Sell? 15 The Sins of Our Forefathers 16 Understanding the Nature of a Sale 17 Sales Is Relationship at Work 18 The Lonely Salesperson 19 Company Maketh the Man20 The Devil Made Me Do It 21 When All Hell Breaks Loose 22 For Whom the Bell Tolls 23 Either You Don't Know, or You Are Lying 24 Tainted by the Company One Keeps 25 Sales Malpractice 26 A Sales System, Really? 27 The Power of Discipline 28 What's Worth Doing Is Worth Doing Well 29 Freedom from Avoidable Worry 30 Motivation: A Bath Needed Daily 31 Principles of Professional Selling 32 Sales Teams and Unique Contributions 33 Know What to Pitch 34 Breaking Trust 35 Dr No 36 The Joy of Professional Selling 37 Balcony View of Sales 38 Evolving into a Sales Professional39 Being in Your Customer's Shoes 40 The Salesperson as a Servant 41 Handling Objection and Irate Customers 42 Always Diagnose Before You Prescribe 43 Meeting the Purchaser's Needs 44 Sales Functional Needs and Personal Aspirations 45 Pitching It for Impact 46 The Professional Salesperson 47 Develop Your Team 48 Creating a Resident Faculty 49 Too Proud to Lie Epilogue About the Author