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Table Of Contents

Introduction
To Sell or Not to Sell
Cause #1: Selling is a full-time job
Cause #2: Selling isn’t right for what you do
Cause #3: Selling isn’t right for who you are
Cause #4: The myth of strengths and weaknesses
Cause #5. The “Die-chotomy” of being an independent consultant
Cause #6. The old way is dead
Three Basic Truths of Sales Psychology
Truth #1. The ABC’s of traditional sales must be re-written!
Truth #2. The more you connect, the more you collect!
Truth #3. People buy for their reasons, not yours
Five Simple Steps (an Overview)
The Physician Analogy
Step #1 — Induce the customer to come to you
Step #2 — Establish a concrete power source
Step #3 — Advise them of possible causative metrics
Step #4 — Recommend diagnostic profling
Step #5 — Negotiate the appropriate solution
Connecting the Dots
Don’t Forget to Close
The Diagnostic Sales Process — A Review
Effective Communication = Effective Persuasion
The Seven Buying Motives (WHY people buy)
The Four Buying Styles (HOW people buy)
Buying Style Communication Tips
Who’s on First?
Connection Versus Speed
Buying Style Fit & Compatibility
Overview of all combinations
Conclusion
appendices
about the author
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Why Selling Sucks

Why Selling Sucks

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Published by Samuel Alexander

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Published by: Samuel Alexander on Mar 23, 2013
Copyright:Attribution Non-commercial

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08/11/2013

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