Contents -- About the author -- About Guru in a Bottle® -- Introduction -- About this book -- 1 Psychology of selling a product or service or yourself -- The art of persuasion -- The big issue -- Trust builder -- Redefinition of selling -- Seeing things differently -- Collaboration is the future of selling -- Hypnotizing the audience to fall under your spell! -- 2 The sales pipeline and how to ensure it's realistic -- Introduction -- Doing business on customers' terms -- The lead conversion process -- Real and virtual worlds of prospecting for customers or clients -- Monitoring the performance of your prospecting efforts -- 3 Up-selling, cross-selling, cold calling and warm calling -- Introduction -- The myths about selling -- Asking the right questions -- How to build rapport -- How to apply outcome thinking -- The art of up-selling -- How to cross-sell successfully -- How to cold-call without someone hanging up -- How to turn a warm call into a sale -- 4 Effective approaches to prospective customers and clients -- Introduction -- Six ways to make a lasting impression -- Understanding the short cuts to getting what we want -- The art of sales negotiation -- The future is about collaborating for profit -- 5 How to interrogate a database of contacts to get more sales -- Introduction -- Developing a customer, client and supporter database -- Basic principles of data mining -- Customer, client and supporter acquisition strategies -- Using survival analysis to understand customers, clients and supporters -- 6 Making an effective sales presentation -- Introduction -- It's about them, not about you -- Overcoming your fears -- Prior preparation prevents poor performance -- Body talk -- Delivering an effective sales pitch -- How to avoid 'death by bullet points' -- How to make a great close -- 7 How to write effective sales materials.

Introduction -- Outside in, not inside out -- Content is king -- Sales copy tips -- E-mail -- Web page -- Online newsletters -- Google AdWords -- Sales letter -- Product sales brochure -- International Chamber of Commerce Code (2011) -- 8 The power of business networking -- Introduction -- Face to face -- Word of mouth -- Power of social media -- Brand advocacy -- Customer and client feedback -- LinkedIn -- Twitter -- Facebook -- 9 How to get senior-level appointments in your diary -- Introduction -- Doing your homework -- The basic etiquette of making an appointment -- Identifying the appropriate decision maker -- Getting past the gatekeeper -- Tools to get appointments - LinkedIn -- 10 Closing a sale and follow-up -- Introduction -- You've one chance to make a good first impression -- Asking for what you want -- Reading the signs -- Overcoming objections and concerns -- Remote closing -- Maintaining the customer or client through to the next sale -- Index -- Endorsements.