영문목차
Preface=xi
Acknowledgments=xiii
Introduction:Why This Book?=1
Maximize Your Investment:Six Guidelines=4
Meet My Good Friend "Bernie"=7
The Tim Commandments=8
Chapter 1. The Sequential Model of Professional Selling=9
Adult Learning:How It Works=9
Ten Steps=10
What is a Customer? Six Types=13
Definition of Selling=16
Advanced Selling Skills=17
Sales Reps Need Not Apply=18
The Adult Daycare Center=20
Chapter 2. Attitudes of Success:Five Pillars=25
Attitudes of Top Achievers=27
#1. Just Did It! Thought into Action=27
#2. Set Goals:Daily Destinations=30
#3. Self-esteem:Sell Yourself to Yourself=38
#4. Comfort Zone:Stretch It=44
#5. Patient Yet Persistent=49
It Begins with YOU=53
What I Told My Daughter=54
Chapter 3. Planning and Prepaation:Measure Twice, Cut Once=59
You Have Planned, But are You Prepared?=61
What We Need to Know=62
Where to Find It=65
A State of Readiness=67
Time to Show Off=72
Features and Benefits:No Advantages=72
Avoid the Feature Dump=74
Two Types of Information=78
Account Classification:Three Types=80
Chapter 4. Time Management:It's About Time=89
But I Don't Have Time!=89
Time Equity:What's Your ROT?=90
Five Principales of Time Management=92
Selling Hours or Janitorial Hours=95
Sales Automation=99
If You're on Time, You're Late=103
Embrace Stress:A Timely Suggestion=105
Let's Do Lunch:Meal Protocol=108
Chapter 5. Prospecting:I Know Where You Are Hiding=111
Growth Versus Real Growth=112
Where to Find Them:22 Ideas=113
Professional Cold Calling=118
Chapter 6. Building Rapport and Trust:Behavioral Flexibility=125
How Do I Get Them to Like Me?=126
Four Behavioral Styles of Customers=128
How Will I Know When I See One?=138
Different Versus Difficult=139
General Observations=140
Chapter 7. Discovery:Game Day=147
The PSIP Method=150
Probe Architecture:Peel the Onion=156
Feature Fishing=166
Effective Bridging=166
Inverse Bridging=168
Avoid the Penalty Box=170
Communication Skills=174
Why We Are Poor Listeners=175
Chapter 8. Presentation Skills:Value-Added Solutions=181
Why Should I Buy From You=182
Neutralize the Competition=183
Ten Key Ingredients=183
Managing Objections:Friend or Foe=190
Five-Step Strategy=193
The Price Objection=196
Bring It Forward=200
Chapter 9. Confirming the Sale:Closing=205
Five Magic Words=207
Is It No, or Is It Know=212
Three Ingredients of a Yes=213
When to Confirm=214
Nine Tips for Confirming the Sale=216
Doubling Your Close Ratio=216
Be #2=219
Chapter 10. Creative Negotiation:There Is Always a Way=223
When Do We Negotiate?=224
Five Principles of Creative Negotiation=227
Language of Negotiation=231
Law of 10 Options=238
Chapter 11. Action Plan:Implementation=241
My People Need to Talk to Your People=242
Customers Don't Shoot the Messanger=243
Chapter 12. Follow-up:You Never Call or Write Anymore=247
Ten Follow-up Letters=250
I Still Love You=253
Conclusion=255
Bibliography=259
Recommended Readings=261
Index=263