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049    INap 
082 04 658.85 
082 04 658.85|223 
099    eBook O'Reilly for Public Libraries 
100 1  Paul, Andy,|eauthor. 
245 10 Amp up your sales :|bpowerful strategies that move 
       customers to make fast, favorable decisions /|cAndy Paul.
       |h[O'Reilly electronic resource] 
264  1 New York :|bAmerican Management Association,|c[2014] 
264  4 |c©2015 
300    1 online resource (255 pages) :|billustrations, charts 
336    text|btxt|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
500    Includes index. 
505 0  Cover; Title; Copyright; Contents; Foreword; Introduction;
       PART ONE: Simplifying Your Selling; 1 What Is Selling?; 2 
       Understanding Your Selling Process; 3 Balancing Selling 
       and Buying; 4 The Mechanics of Decision Making; 5 The 
       Ratio of Planning to Action; 6 Earning Selling Time; 7 
       Being the Seller Your Customers Need; 8 Simplifying Your 
       Selling; 9 Winning the Sale; PART TWO: Accelerating Your 
       Responsiveness; 10 The Speed of Responsiveness; 11 The New
       Sales Funnel; 12 Accelerating Your Responsiveness; 13 The 
       Power of the First Perception; PART THREE: Maximizing 
       Value. 
505 8  14 Delivering Maximum Value15 Visualizing Value; 16 The 
       Peak/End Rule of Sales; 17 Delivering Value with Peak/End 
       Selling; 18 Shaping the Buying Vision; 19 Being 1 Percent 
       Better Is Enough; 20 Making Your Selling Memorable; PART 
       FOUR: Growing Through Follow-Up; 21 The Simplest Strategy 
       for Growth; 22 The No-Lead-Left-Behind Sales Process; 23 
       Standing Out by Following Up; PART FIVE: Amp Up Your 
       Prospecting; 24 To Cold Call or Not to Cold Call; 25 Doing
       What It Takes to Succeed; 26 Sell More: The Difference 
       Between Activity and Prospecting; 27 Being Worth a Second 
       Call. 
505 8  28 Practicing Value-Based PersistencePART SIX: 
       Qualification: Doing More with Less; 29 Are You Selling to
       the Right Customers?; 30 The Bulletproof Qualification 
       Process; 31 Qualifying on Price and Value; 32 Objections 
       and Qualification; 33 Building a Productive Pipeline; PART
       SEVEN: Mastering Stories That Sell; 34 Becoming an 
       Effective Content Curator and Provider; 35 Four Questions 
       to Build Compelling Sales Stories; 36 Are Your Stories 
       Worth Repeating?; 37 Integrating Stories into Your Selling
       Process; PART EIGHT: Selling Through Customer Service; 38 
       Selling and Service. 
505 8  39 The Most Important Sales Call40 Building Customer 
       Relationships That Last; Index; A; B; C; D; E; F; G; H; I;
       J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Z; About the 
       Author; Free Sample Chapter from New Sales Simplified by 
       Mike Weinberg. 
520    Today's customers are overwhelmed by options and short on 
       time-only salespeople who prove reliable, respond quickly,
       and add value to every interaction will get the sale. Amp 
       Up Your Sales shows readers how they can become the kind 
       of trusted professional that consistently wins business. 
       Arming readers with a powerful set of strategies, the book
       reveals how to engage the customer; earn selling time; 
       work with the mechanics of decision making; cultivate 
       credibility; ramp up responsiveness; shape the buyer's 
       vision; integrate stories into the sales process; build 
       lasting relationships through fo. 
588 0  Print version record. 
590    O'Reilly|bO'Reilly Online Learning: Academic/Public 
       Library Edition 
650  0 Selling. 
650  0 Sales management. 
650  6 Vente. 
650  6 Ventes|xGestion. 
650  7 selling.|2aat 
650  7 Sales management|2fast 
650  7 Selling|2fast 
776 08 |iPrint version:|aPaul, Andy.|tAmp Up Your Sales : 
       Powerful Strategies That Move Customers to Make Fast, 
       Favorable Decisions.|dNew York : AMACOM, ©2014 
856 40 |uhttps://ezproxy.naperville-lib.org/login?url=https://
       learning.oreilly.com/library/view/~/9780814434871/?ar
       |zAvailable on O'Reilly for Public Libraries 
938    Books 24x7|bB247|nbkb00073821 
938    EBL - Ebook Library|bEBLB|nEBL1707770 
938    EBSCOhost|bEBSC|n795571 
938    YBP Library Services|bYANK|n12116717 
994    92|bJFN