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Table Of Contents

Introduction
Success Speaks for Itself
Overcoming Difficult Times
Total Selling Explained
Overcoming Obstacles
Why Salespeople Fail
Unlearning Myths
Unlearning Negative Stereotypes
Why Total Selling Works for all Salespeople
Underperformer
Underachiever
Overachiever
Why Constantly Improving Your Skillsis Important
You’ve Got to Have a Sales Process
The Evolution ofa Customer
The Funnel and the Pipeline
Wave Theory
Your Customer is Your Best Prospect
“Go-To” Opportunities
Give Your Best to Your Best
Avoid the Candy Factory
Qualifying Our Prospects
Getting Out There
The Preapproach
The Appointment: Setting the Stage
What Do They Like Least?
Using Your Eyes, Ears, and ECHO
Solutions-Based Presentations
Presentation Style
Pinpointing Solutions
How to Present Features and Benefits
The “So What?” Test
Examples of Benefits
The Salesperson’s Paradox
The Misconception of “Overcoming” Objections
Asking For the Commitment
The Obligating Question
Obligating Questions as Selling Advantage
Keeping Customers
Three Attributes
Be There
Be Thankful
Be Accountable
New Technology
Growing Your Business
Growing Your Business in a Crisis
Become a Star By Bringing in New Business
Networking Successfully
The Art of Painless Prospecting
Get with the Networking Program
Final Words on Networking
Begin with Your Current Customers
Targeted Prospects
The Excitement about Sales Planning
Well Begun is Half Done
Every Building Begins with a Strong Foundation
Discovering our Core Competencies
You’re Not “Too” Anything
Business Planning for the Total Salesperson
Doing the Right Things Versus Doing Things Right
Setting Sales Goals
The Myth of “No” Goals
ASnapshot of Your Business
How Will WeGet There?
Creating Your Value Proposition
Current Situation
Business Gap Analysis
Amount of New Business Needed
The Elevator Speech
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Total Selling

Total Selling

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Published by nolimitbond7292

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Published by: nolimitbond7292 on Nov 18, 2010
Copyright:Attribution Non-commercial

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05/29/2014

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