Selling For Dummies
Part I: The Art of Selling.
Chapter 1: You Don’t Need a Uniform or a Fancy Suit.
Chapter 2: The Seven-Step Selling Cycle.
Chapter 3: Enjoying Selling as a Hobby.
Part II: Preparation Is the Key.
Chapter 4: Knowing Your Market.
Chapter 5: Knowing What You Sell.
Chapter 6: Using Technology to Your Advantage.
Part III: The Anatomy of a Sale.
Chapter 7: Finding the People Who Want What You Sell.
Chapter 8: Making Appointments the Easy Way.
Chapter 9: Finding the Best Way to Proceed with the Client.
Chapter 10: The Pitch: Presenting Yourself and Your Offering Properly.
Chapter 11: Addressing Customer Concerns.
Chapter 12: Easing the Sale to a Close.
Chapter 13: Referrals: The Best Way to Grow Your Business.
Part IV: Growing Your Business.
Chapter 14: Following Up and Keeping in Touch.
Chapter 15: Using the Internet to Make More Sales.
Chapter 16: Managing Your Time for Optimum Effect.
Part V: You Can’t Win Them All.
Chapter 17: Staying Positive.
Chapter 18: Setting Goals to Stay Focused.
Part VI: The Part of Tens.
Chapter 19: The Ten Biggest Sales Mistakes.
Chapter 20: Ten Ways to Improve Your Selling.
Chapter 21: Ten Ways to Become a Master Practitioner.
Chapter 22: Ten Characteristics of Winners.
Chapter 23: Top Ten Tips for Sales Success.
Chapter 24: Ten of the Best Web Sites for Sales Professionals.