Chapter 1 – The Power of Self-Development

 

"Give me six hours to chop down a tree and I will spend the first four sharpening the axe." -Abe Lincoln

 

The power to accomplish is in the tool and as a salesperson, you are the axe. Your attitude, abilities, and character are the basis for how well you can do everything in your life, including sales.

 

In this chapter, you will learn about one of the most powerful avenues for improving your sales.  It involves improving yourself first.

 

Chapter 2 – Motivation

Here I will show you how motivation can help you improve your results almost immediately.

You will discover your self-development efforts increase your motivation, which improves your attitude and quality of your presentation.

I'll show you how to get motivated about what you do and sell, a key to being highly successful.

 

Chapter 3 – The Answer to Call Reluctance, Fear, and the Structure of Success

In this chapter, you’ll learn the root cause of call reluctance and fear, as well as how to eliminate them forever.

I’ll also teach you the secret to structuring your relationship with the prospect for maximum success. A structure that, by its nature, alleviates fear and maximizes chances for success.

 

Chapter 4 – The Sales Process and Success

This chapter develops a global overview of the sales process and the key steps and tasks necessary to get the prospect to a final decision to buy your product.

I’ll share the Four W’s with you, which tell exactly what the prospect is thinking and what he or she wants to know. Answer these four questions quickly and first contact will be easy.

You will also come to understand the true nature of the sales call, which is necessary in understanding how to execute your sales calls effectively.

 

Chapter 5 – The True Nature of the Telephone Sales Call

This may be one of the most surprising chapters of all.

I will show you how the telephone works. You will learn how its environment greatly affects your sales effort and what you can do to lever-age the situation. This is the core of my telephone sales training for over 30 years. I’ve found this content to be one of the most powerful tools in increasing the quality of telephone sales calls, and my students have also gotten great results.

After finishing this chapter, you will never look at a telephone call the same way again. And I suspect that much of what you learn, you probably have not heard or seen before.

 

Chapter 6 – Communication Skills for Selling

I am flabbergasted at the absence of the subject of communication in the sales arena. It’s almost impossible to find a sales book that gives any significant data on this critical subject. For this reason, I’ve included some of the best communication theories developed.

You will learn how to build the quality of your communication through an understanding of exactly how things work and much more.

 

Chapter 7 – Mastering Voice and Vocal Presentation

This chapter is a second dive into communication designed to make you aware and knowledgeable of the power of your voice in selling.

Have you ever listened to Sunday morning preachers, the top motivational speakers, or great leaders such as JFK?

If you have, you know that much of their message is in the delivery. In this chapter, you’ll learn about your voice and how to maximize your sales success by using it properly.

 

Chapter 8 – Marketing Principles that Empower Your Ability to Tell a Compelling Story

Marketing is another subject amazingly ignored by the sales world. A world that touts the unique selling proposition but fails to define it correctly. Even worse, they never teach salespeople how to develop a compelling proposition. They simply say you should.

You’ll learn the reason why your emails go unanswered, and your opening statements don’t engage. And you’ll learn how to create a powerful unique selling proposition.

 

Chapter 9 - Sales Presentation Scripting

If there’s a chapter title in this book that makes you cringe, this will be the one. However, most salespeople and managers don’t have a real appreciation for the value of a script.

In this chapter, you’ll learn what value is and how to effectively build a script, or more appropriately, a sales process document that will enhance your ability to sell more.

Scripts are especially important in prospecting and cold calling. What you say and do are critically important to engaging a decision maker in a conversation.

 

Chapter 9 - Sales Presentation Scripting

In this chapter, you’ll learn what value is and how to effectively build a script, or more appropriately, a sales process document that will enhance your ability to sell more.

Scripts are especially important in prospecting and cold calling. What you say and do are critically important to engaging a decision maker in a conversation.

 

Chapter 10 - How, What, Why, and When to Qualify

When most people talk about qualifying, they only deal with qualifying the prospect and the company.

There is much more to qualifying than these two things. And in this chapter, I’ll show you why you should be qualifying objections, questions, meetings, and transactions.

The benefit of these qualifications during your sales process is enormous. Doing this ensures the soundness of your effort and reduces potential problems later in the sales process.

 

Chapter 11 - Objection Handing and Reduction

Objections are a good thing. They indicate the prospect is involved with the solution you are presenting.

However, they must be qualified properly. In this chapter, I’ll show you a thorough method for working through an objection to assure that it’s handled. I’ll also show you that a big part of handling an objection is in your attitude. Additionally, and possibly more importantly, I’ll show you how to avoid surprise objections.

 

Chapter 12 - Methods for Handling Evaluations, Demos, and Other Transactional Exchanges

In the many years I’ve worked helping salespeople to improve their results, I’ve noticed a consistent weakness in how they set up evaluations and other types of meetings that are a part of the sales process.

Setting up an evaluation correctly can create a win before you ever do the evaluation. And setting up a demo correctly will assure you get the maximum results.

 

Chapter 13 - Three Powerful Selling Tactics

In this chapter, I’ll share with you three very powerful selling concepts I’ve come up with over the years. The first will help you keep control of the sales process. The second will help you get windfall sales you didn’t expect. And the third will give you an interesting and effective way to think about how you make your offer.

My use of these three tactics has generated tens of thousands of dol-lars in revenues for both myself and my clients.

 

Chapter 14 - Product Knowledge for Making Your Case

When working for and doing business with many high-tech companies, the issue of product training is always on their mind. However, I’ve found that most companies teach their products from the technical side, rather than from the benefits they provide.

In this chapter, I’ll show you how to detail out your product in a way that maximizes your ability to present and sell it effectively.

 

Chapter 15 - Closing is More than Asking for the Order

Closing should be the easiest thing we do in selling, but you must also understand how to make your whole sales process a close, rather that have a big confrontation at the end of your presentation. You’ll learn how in this chapter.

Additionally, like qualifying, there are many other times and things you need to close during your sales process. Doing so will contribute to your success.

 

Chapter 16 - Prospecting Tips

I have intentionally separated the aspect of prospecting from cold calling so as not to blur either subject. Prospecting is about finding prospects to call or engage. Cold calling is the engagement with said prospects.

In this chapter, I talk about how to go about setting yourself up to approach prospects.

 

Chapter 17 - Cold Calling Secrets

This chapter contains an extensive collection of information on how to make cold calls. Including the three key attention points in every cold call that you need to leverage: understanding who you are calling, handling N.E.R.D.s and gatekeepers, and key communication ideas for handling the decision maker.

This chapter integrates many of the skills and ideas you’ve learned in other key chapters that will give you a very powerful understanding of how to make a great cold call.

 

Chapter 18 - Controlling the Sales Call and Process

Control may not be the exact description of maintaining the flow of the sales process, but you certainly don’t want to lose control of your sales effort.

In this chapter, you’ll learn several things you can do to maintain control over both your calls and your sales process.

 

Chapter 19 - The 80/20 Rule and Time

You can pay for this book a hundred times over with just this chapter.

If you simply follow and implement the time management and productivity suggestions, you could likely get a 10% increase in your result. This chapter will show you the biggest time eater of all and what to do about it. It will give you ideas on how you can work more efficiently get-ting more done in less time.

Taking up the ideas in this chapter may also provide you a surprising benefit; you may improve the quality of your calls.

 

Chapter 20 - Territory Management Secrets

LinkedIn is one of the best B2B prospecting tools around. In this chapter, I’ll share numerous engagement secrets and tactics to help you gain opportunities from this site.

I’ll also give you some hints for networking that have provided me great results, like how to do many of the things a paid account provides without having to purchase one.

Finally, I’ll share a warning about social media, so you don’t waste your time. Most of the networking ideas for LinkedIn and live events apply to other social media as well.

 

Chapter 21 - LinkedIn, Networking, and Social Media

LinkedIn is one of the best B2B prospecting tools around. In this chapter, I’ll share numerous engagement secrets and tactics to help you gain opportunities from this site.

I’ll also give you some hints for networking that have provided me great results, like how to do many of the things a paid account provides without having to purchase one.

Finally, I’ll share a warning about social media, so you don’t waste your time. Most of the networking ideas for LinkedIn and live events apply to other social media as well.

 

Chapter 22 - How to Turn Yourself into a Superstar Salesperson

In this chapter, I’ll tell you what you can do to turn yourself into a great salesperson. And yes, it will take work.

Many of the tools you need to become great are in earlier chapters, but this chapter will give you some additional ideas and tie in what you’ve learned throughout the book.