Description
PART ONE Finding Customers and Developing Relationships
1 Everyone Is a Salesperson
2 Prospecting and Qualifying
3 Engaging Customers and Developing Relationships
PART TWO Using Strategies and Tools to Meet Client Needs
4 Social Selling
5 Sales-Presentation Strategies
PART THREE Finding and Negotiating Solutions for Customers
6 Solving Problems and Overcoming Objections
7 Negotiating Win-Win Solutions
8 Profitology: Pricing and Analytics in Sales
PART FOUR Achieving Success in a Sales Career
9 Sales Compensation and Career Development
10 The Psychology of Selling: Knowing Yourself and Relating to Customers
