| Description |
1 online resource (255 pages) : illustrations |
| Note |
Includes index. |
| Contents |
""Acknowledgments""; ""Contents""; ""Introduction""; ""Lesson 1 My Cousin Arman�s Lesson""; ""Lesson 2 Characteristics of a Top Salesperson""; ""Quiz 1""; ""Lesson 3 Six Rules of Selling""; ""Lesson 4 What Salespeople Can Learn From Kids""; ""Lesson 5 Andy�s Story""; ""Quiz 2""; ""Lesson 6 Are You a Good Listener?""; ""Lesson 7 Become a Better Listener""; ""Lesson 8 The Power of Silence""; ""Quiz 3""; ""Lesson 9 Why Salespeople Fail""; ""Lesson 10 What to Do Before the Sales Call""; ""Lesson 11 The Proposal""; ""Lesson 12 Features Versus Benefi ts""; ""Quiz 4"" |
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Lesson 13 Questions Are Everything in a SaleLesson 14 Past, Present, and Future -- Lesson 15 All You Need Is One Question -- Lesson 16 Part A and B Selling -- Lesson 17 The Magic Question -- Lesson 18 The Questionnaire -- Quiz 5 -- Lesson 19 How to Increase Sales -- Lesson 20 True Relationships Are Built Slowly -- Lesson 21 Referral-Selling -- Lesson 22 Getting Past the Screen -- Lesson 23 How to Sell Like a Pro in Two Minutes -- Lesson 24 Why Salespeople Are Supposed to Cheat -- Lesson 25 Dating and Selling: Is There a Difference? -- Quiz 6 |
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""Lesson 26 Cold Calls, Phone Calls, and E-mail""""Lesson 27 Why Scripts Don�t Work""; ""Lesson 28 Make It a Game""; ""Lesson 29 The Video Idea""; ""Lesson 30 Selling Top Down""; ""Lesson 31 Think Prospects""; ""Lesson 32 Call Me After the 1st!""; ""Quiz 7""; ""Lesson 33 The 15-Minute Plan""; ""Lesson 34 Manage a Territory Like a Bus Tour""; ""Lesson 35 A Day in the Life of ... ""; ""Quiz 8""; ""Lesson 36 Jumping Hurdles""; ""Lesson 37 Obstacle Envy""; ""Lesson 38 Snow White and the Seven Objections""; ""Lesson 39 Role-Play and Passing on Objections""; ""Quiz 9"" |
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""Lesson 40 Why Goals Are Important""""Lesson 41 Setting Goals""; ""Quiz 10""; ""Lesson 42 It�s Not What You Think""; ""Lesson 43 Half the Game Is Watching""; ""Lesson 44 The Father of Closing Techniques""; ""Lesson 45 The Trial Close""; ""Quiz 11""; ""Lesson 46 Customer Service Warranty Card""; ""Lesson 47 Why Customer Service Is Important""; ""Lesson 48 The Joey""; ""Lesson 49 Sucking Up""; ""Lesson 50 Why CRAP Is Important!""; ""Quiz 12""; ""Lesson 51 Role-Playing Exercise""; ""Lesson 52 The Roles in a Role-Playing Exercise""; ""Quiz 13""; ""Bonus Lesson 1 Using PowerPoint Like a Pro"" |
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Bonus Lesson 2 Selling the InterviewBonus Lesson 3 Cancer and the Importance of Questions -- Bonus Lesson 4 How Direct Opinions Got Started -- Quiz 14 -- Quiz Answers -- Index -- A -- B -- C -- F -- D -- G -- H -- E -- I O -- L P -- M -- N -- Q S -- R -- U -- T -- V -- About the Author |
| Summary |
Containing a wealth of practical information that many seasoned salespeople have forgotten and which new salespeople need to master. This book helps to develop unique and proven selling methods, set goals, list prospects and even discover your own ways to answer objections. |
| Subject |
Selling.
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Sales personnel.
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Vente. |
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Vendeurs. |
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selling. |
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Sales personnel |
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Selling |
| Added Author |
Traum, Nancy.
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| Other Form: |
Print version: Becker, Hal B. Hal Becker's ultimate sales book. Pompton Plains, NJ : Career Press, ©2012 9781601632418 (DLC) 2012019953 (OCoLC)785871732 |
| ISBN |
9781601635570 (electronic bk.) |
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1601635575 (electronic bk.) |
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