10 Steps to Sales Success: The Proven System That Can Shorten the Selling Cycle, Double Your Close Ratio, and Significantly Increase Your Income

by Tim Breithaupt


ISBN:081447165x
AMACOM © 2003 (224 pages)

This text provides tools and techniques enabling you to easily navigate the entire selling process from A to Z; it shows how to close sales faster, allowing you to have more time for yourself each day and significantly increase your income.







Table of Contents


10 Steps to Sales Success—The Proven System that Can Shorten the Selling Cycle, Double Your Close Ratio, and Significantly Increase Your Income


Preface


Introduction—Why This Book?


Chapter 1 - The Sequential Model of Professional Selling

Chapter 2 - Attitudes of Success: Five Pillars

Chapter 3 - Planning and Preparation: Measure Twice, Cut Once

Chapter 4 - Time Management: It's About Time

Chapter 5 - Prospecting: I Know Where You Are Hiding

Chapter 6 - Building Rapport and Trust: Behavioral Flexibility

Chapter 7 - Discovery: Game Day

Chapter 8 - Presentation Skills: Value-Added Solutions

Chapter 9 - Confirming the Sale: Closing

Chapter 10 - Creative Negotiation: There is Always a Way

Chapter 11 - Action Plan: Implementation

Chapter 12 - Follow-Up: You Never Call or Write Anymore

Conclusion


Bibliography


Recommended Readings


Index


List of Figures


List of Sidebars