The Sales Mentor:Contents

  Acknowledgments i.
  Collective Terms Used in This Book ii.
  Contents iii.
  Preface: My Most Basic Sales Philosophy—Selling Is Instinctive to Every Human Being iv.
  Introduction v.
PART 1. Requirements and Benefits of the Sales Profession 1
1. Traits Common to Successful Sales Professionals 3
2. Why Choose the Sales Profession? 17
PART 2. How the Sales Professional Prepares 27
3. First Things First: The Position Selection Process and Why It’s Imperative 29
4. Training and Development and Why It’s Imperative 37
5. Research and Planning and Why They’re Imperative 55
6. Positioning Strategies and Tactics and Why They’re Imperative 85
PART 3. How the Sales Professional Initiates Sales 93
7. First Things First: Understanding the Numbers and Committing Yourself to Meeting and Exceeding Them 95
8. Approaches and Introductions 111
9. Creating and Retaining Interest or Curiosity, i.e., WIIFM—What’s in It for Me? 147
PART 4. How the Sales Professional Develops Sales 175
10. First Things First: Understanding Selling through Probing—Probing versus Pitching 177
11. Uncovering Sales through Probing—Managing Sales Meetings 187
12. Opening, Developing and Closing Sales Meetings 215
PART 5. How the Sales Professional Completes Sales 235
13. First Things First: Understanding the Most Important Part of the Sales Interaction— “Getting to Yes” (Closing) 237
14. Crafting Answers, Solutions and Recommendations—Preparing for Closing Meetings 261
15. Opening, Developing and Closing “Closing” Meetings—Making Presentations and Getting Decisions 281
PART 6. How the Sales Professional Builds and Retains Relationships 301
16. First Things First: Understanding the Differences between Customers and Clients, and Sales People and Sales Professionals 303
17. Developing Clients—Turning Sales into Relationships and Customers into Clients 311
PART 7. How the Sales Professional Organizes 321
18. First Things First: Understanding Organization through Sales Administration, Territory Management and Time Management 323
19. Developing a Winning Time Management Plan 331
PART 8. Concluding Thoughts for the Sales Professional 375
20. My Second Most Basic Sales Philosophy: The Three-WayWin 377
  Index 383
  About the Author 387

 

 

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