Selling 101 -- How to order

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PREFACE: The Entrepreneurial Option

BACKGROUND: Starting Questions

PART ONE: LOCATING PRIORITY PROSPECTS

1: Creating Your Prospect List.

2: Setting Priorities Among Prospects.

PART TWO: LOCATING AND GETTING THROUGH TO THE APPROPRIATE DECISION MAKER

3: Finding the Person or Team Who Can Say Yes.

4: Getting Past the Decision Maker's Screen.

5: Cold-Calling -- When You Must

6: Convincing the Decision Maker to Meet With You.

7: Organizing and Learning from Your Phone Calls

PART THREE: HELPING THE DECISION MAKER RECOGNIZE THE NEED FOR YOUR PRODUCT

8: Opening the Face-to-Face Meeting With the Decision Maker.

9: Developing/Enhancing the Decision Maker's Awareness of Need.

10: Selling by Asking Questions: the "Selling Wedge."

11: Matching the Question to the Situation

12: Selling by Asking Questions: the Questions in Action

PART FOUR: SHOWING HOW YOU CAN FILL THAT NEED.

13: Making the Link: Showing How Your Product Will Fill this Prospect's Needs.

14: Raising the Issues of Cost and Value: Showing How Your Product or Work More Than Pays for Itself.

15: Using Other Methods For Highlighting Value Over Cost

16: Making Your Sales Points Clearly and Concisely

PART FIVE: CONVINCING THE DECISION MAKER TO ACT NOW!

17. Recognizing Buying Signals

18. Asking the Decision Maker to take "Buying Action."

19. More Ways of Asking the Decision Maker to Take Action.

PART SIX: COPING WITH QUESTIONS, OBJECTIONS, AND HESITATIONS

20. Determining What is Behind the Objection or Question.

21. Restating, Responding, and Moving On From Objections

22. Applying the Four-Step Process

23. Responding to "Early" Objections and Concerns.

24. Handling "Core" Objections.

25. Dealing With Other Problems With the Decision Maker.

PART SEVEN: PRESENTING YOUR PROOF

26. Your Presentation as a Proof Source.

27. Using Demonstrations as Proof Sources.

28. Using Written Proposals as Proof Sources

29. Sending and Receiving Non-Verbal Messages.

PART EIGHT: ODDS AND ENDS

30. Follow-Up Letters and Other Customer Care

31. Winning Back Lost and Wavering Customers

32. Using Indirect Marketing Tools

33. "Prospecting" Resources

34. Organizing for Sales Efficiency

35. Selling Tools: Office Space, Computers, Sales Kits, etc.

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