Bibliographic record and links to related information available from the Library of Congress catalog.
Note: Contents data are machine generated based on pre-publication provided by the publisher. Contents may have variations from the printed book or be incomplete or contain other coding.
Table of Contents February 12, 2007 12:45 PST Chapter 1 The Master of Sales Attitude: Aligning Your Inner Self with Your Outside Personal Image Direct Selling Jay Conrad Levison and Al Lautenslager Developing Habits of a Master of Sales Hazel M. Walker Selling 101: What Every Successful Sales Professional Needs to Know Zig Ziglar The Abundant Sales Person Kimberly George Social Capital + Quality Capital = Selling More Myron Waldman The Art of Monumental Sales Ron and Joanna Stark Mastering the Mindset Debbra Sweet Persistence Pays Off! Janet Attwood The Ocean of Sales Linda McCarthy Chapter 2 Selling Goals vs. Life Goals (pssst.They're Related!) Set and Achieve All Your Sales Goals Brian Tracy From Mickey Mouse to Cruise Ships Julien Sharp Million Dollar Sales Goal: Help Enough People Ed Craine Setting the Stage for Sales Success Dawn S. Pastores Creating a Compelling Future Anthony Robbins It's in the BHAG Krystle Edwards and Barbara Knackstedt Practice the Rule of 5 Jack Canfield Chapter 3 Getting Clients: The Old Way to the New Cold-Calling is.well, COLD! Shelli Howlett Mastering Telephone Terror Wendy Weiss Getting From Zero to Sales Hero Don Mastrangelo A World-Class Funnyman Says: "Persist and Set High Expectations" Trey McAlister The Shortest Sales Pitch Sherry Steiman Teaching Your Customers How to Replace Themselves Sue Henry Giving Leads to Receiving Leads Bob Burg Constant Connections Stephanie O'Hara and Tom Gosche Chapter 4 Speak to be Heard, and Hear to Know How to Speak Supernatural Sellers Susan RoAne Selling is Easy with Cousins Harvey Branman Earning the Right to be Heard Stuart Mitchell Ask the Right Questions and Win the Sale Darrell Ross Up-Front Selling Greta Schulz and Sandy Donovan Your Body Speaks Volumes.What's It Saying? Ann Warfield Do Ya Wanna Buy? Don Morgan Chapter Five Relating to Your Corporate Clients Selling to Corporate Accounts Jill Konrath The Monkey's Paw Dan Hudock Face-to-Face With Your Prospect Steve Kaplan The Five Keys to Working with VITO (The Very Important Top Officer) Anthony Parinello The Myth of 7, 38, 55 Joe McBride Gaining a Unique Insight into Your Client Company James Fischer Celebrate the Small Wins George C. Dearing Chapter 6 The Buyer's Perspective Sales in the Desert James Cruickshank First Read the Buying Signals...Then Sell by Formula Bill Buckley Knowing your Gems Leads to Masterful Selling Dawn Lyons and Dr. Ivan Misner Qualifying the Buyer is a Focusing Process Cindy Mount Be First with Motivated Buyers Graig Elias What the Customer Wants from the Seller: Some Tips of the Trade Don Boisvert Chapter 7 Sales Systems Why Make All the Mistakes, When We Can Learn from Others? Dr. Ivan Misner, with Elisabeth Misner Death of a Non-Salesman: A Cautionary Tale Geof Scanlon The Sandler System: From Practice to Theory Sam Schwartz Get Invited to Present David Donnelly The Most Effective Product Demonstration Process Ever! Tom Hopkins and Pat Leiby Sales Dynamo through Suggestive Selling Steve Bell Six Steps All the Richer: Selling by Helping People Buy Christel Wintels How Donald Trump Made $1 Million in an Hour. Timothy M. Houston Self-Management is Key to Getting the Sale Elaine Betts Chapter 8 The Virtual Sales Person: Online Selling Technologies The Better Mousetrap: How eBay Changed the Way We Buy and Sell Connie Hinton & Mavis Lamb Selling in the Age of the Virtual Customer Steven Van Yoder A Magic Formula for Selling on the Internet Robert Scheinfeld Chapter 9 Handling Objections Five Ways to Turn Resistance into Opportunity Kevin Eikenberry Lesson on Closing after the "NO" Lantz Powell Eleven Questions to Ask Your Prospect Harvey MacKay Handling Objections the Easy Way Denise Beeson Mug Your Competition in the Hall Deanna Tucci Schmitt Overcoming Objections: A Checklist for Success Ezra Palmer-Persen Chapter 10 Relationship Selling: All the Rage.or Just a Fad? Will Work for Food Debbie Peters Shy People Can Sell, Too! Linda Macedonio Baseball and the Enemy Within John Suarez The Truth about Relationship Selling Jerry Schwartz Do Your Homework: Really Keith Ferrazzi Referrals Sell You Better Than You Can Sell Yourself! Brian Buffini and David Lally Chapter 11 Closing the Customer: It's in the WOW Factor Delivering that "Personal Touch" Robin Schuckmann WOW Your Way to Increased Sales Linda Forte-Spearing Searching for Larry Gatlin Christine Clifford Beckworth, CSP Going Against the Grain Chas Wilson and Cynthia Lueck Sowden Selling Dell by WAY Over-Delivering Chris Attwood
Library of Congress Subject Headings for this publication:
Selling.
Sales personnel.