Cover -- Contents -- Introduction -- Chapter 1: Sales Basics -- My First Sales Position -- Job Search -- Interviewing -- Sales Positions -- Inside Sales -- Outside Sales -- Retail Sales -- Business-to-Business Sales -- Business-to-Consumer Sales -- Inbound Sales -- Outbound Sales -- Education and Training -- Sales-Force Infrastructure -- Support Staff -- Management -- Salespeople -- Action Plan -- Chapter 2: Initial Prospecting -- Cold Leads versus Warm Leads -- Targeting Your Leads -- Prospecting Types -- Phoning -- Face to Face -- Mail/Email -- Events -- Language and Content -- Case Studies -- Case Study 1 -- Case Study 2 -- Case Study 3 -- Case Study 4 -- Personal Marketing -- Prospecting Theory -- Action Plan -- Chapter 3: Initial Sales Meeting -- Building Rapport -- Case Studies -- Case Study 1 -- Case Study 2 -- Case Study 3 -- Line of Questioning -- Uncovering Client Needs -- Action Plan -- Chapter 4: Presentation, Solutions, and Recommendations -- Stock Presentations -- Marketing Materials -- Pricing -- Presentation Tactics -- Recommendations -- Agreement -- Nonessential Products and Services -- Average and Better Case Studies -- Case Study 1 -- Case Study 2 -- Action Plan -- Chapter 5: Closing -- Pushing Away the Sale -- Closing Too Hard -- Talking Past the Sale -- Psychological Failure -- Effective Closing -- Closing 1 -- Closing 2 -- Closing 3 -- Closing 4 -- Closing 5 -- Problematic Closing -- Action Plan -- Chapter 6: Objections -- Objection 1 -- What They're Really Saying -- How to Respond -- Objection 2 -- What They're Really Saying -- How to Respond -- Objection 3 -- What They're Really Saying -- How to Respond -- Objection 4 -- What They're Really Saying -- How to Respond -- Objection 5 -- What They're Really Saying -- How to Respond -- Objection 6 -- What They're Really Saying -- How to Respond -- Objection 7.

What They're Really Saying -- How to Respond -- Objection 8 -- What They're Really Saying -- How to Respond -- Objection 9 -- What They're Really Saying -- How to Respond -- Objection 10 -- What They're Really Saying -- How to Respond -- Objection 11 -- What They're Really Saying -- How to Respond -- Objection 12 -- What They're Really Saying -- How to Respond -- Objection 13 -- What They're Really Saying -- How to Respond -- Objection 14 -- What They're Really Saying -- How to Respond -- Objection 15 -- What They're Really Saying -- How to Respond -- Objection 16 -- What They're Really Saying -- How to Respond -- Objection 17 -- What They're Really Saying -- How to Respond -- Objection 18 -- What They're Really Saying -- How to Respond -- Objection 19 -- What They're Really Saying -- How to Respond -- Action Plan -- Chapter 7: Goal Setting -- Sales Goals -- Compensation -- Meetings -- Short-Term Goals -- Tracking Short-Term Goals -- Activity Goals -- Mandated Activity -- Personal Goals -- Daily Plans -- Action Plan -- Chapter 8: Continual Prospecting Techniques -- Referrals -- Asking for the Referral -- Example 1 -- Example 2 -- Example 3 -- Example 4 -- Example 5 -- Example 6 -- Example 7 -- Soliciting Referrals -- Example 1 -- Example 2 -- Example 3 -- Example 4 -- Referral Troubleshooting -- Prospecting Your Existing Database -- Record Keeping -- Soliciting Past Clients -- Becoming an Expert -- Teach Classes and Seminars -- Editorials -- Action Plan -- Chapter 9: Industry Specifics -- Advertising -- Pros -- Cons -- What Works -- Real Estate -- Pros -- Cons -- What Works -- Medical -- Pros -- Cons -- What Works -- Home Improvement and Services -- Pros -- Cons -- What Works -- Insurance and Financial Services -- Pros -- Cons -- What Works -- Boats, Autos, and Machinery -- Pros -- Cons -- What Works -- Business Services and Supply -- Pros -- Cons.

What Works -- Small-Business Owners -- Pros -- Cons -- What Works -- Action Plan -- Chapter 10: The Life of a Salesperson -- Personal Finance -- Income Management -- Savings and Retirement -- Startup Money -- Mental and Physical Health -- Automobiles -- Appearance -- Vacations -- Mixing Business and Pleasure -- Hobbies -- Community Involvement -- Employment Opportunities -- Action Plan -- Chapter 11: Sales Management -- Management -- Management Roles -- Management Compensation -- Hiring -- Upper Management -- Making the Move to Management -- Laying the Groundwork -- Interviewing for a Management Position -- Other Internal Moves -- Marketing Positions -- Support Staff -- Trainers -- Sales Management 101 -- Developing Goals -- Hiring -- Facilitation and Training -- Motivation -- Discipline -- Compensation -- Action Plan -- Chapter 12: Retail Sales -- Retail Careers and Compensation -- Prospecting -- Circle of Influence -- Retail Referrals -- Rapport Building -- Appearance -- Approach -- Needs Analysis -- Presentation and Solution -- Closing -- Retail Sales Positions -- Cell-Phone Sales -- Jewelry -- Electronics -- Furniture and Bedding -- Appliances -- Action Plan -- Chapter 13: Your 90-Day Plan -- Pre-90 Days -- Week 1 -- Week 2 -- Week 3 -- Week 4 -- Week 5 -- Week 6 -- Week 7 -- Week 8 -- Week 9 -- Week 10 -- Week 11 -- Week 12 -- Action Plan -- Chapter 14: Beyond 90 Days -- Extended Planning -- Example 1 -- Example 2 -- Long-Term Client Management -- Continued Education -- Sales Books and Seminars -- Product Education -- Higher Education -- Sales Assistants -- Career Changes -- Retirement -- Action Plan -- Chapter 15: Thirty-Three A.S.T. -- Index -- A -- B -- C -- D -- E -- F -- G -- H -- I -- J -- L -- M -- N -- O -- P -- Q -- R -- S -- T -- U -- V -- W.