sales calls, 147-180 bridging in, 166-170 C accounts and, 85 communication skills for, 174-179 cost of, 83

feature fishing in, 166

needs analysis in, 148-149

penalty box in, 170-174

probes in, 155-166

PSIP method in, 150-156

synchronizing, 154, 174

Sales Closing Book, 210

sales entrepreneurs, 18-20

compared with sales representatives, 22-23

gathering information from, 66

responsibilities of, 255-256

skills of, 20-21

sales funnel, 111-112. See also prospecting

sales managers, 85-86

sales representatives, 18-20, 22-23

scheduling, 102-103

self-esteem, 38-44

building, 40-43

closing and, 207

definition of, 38

knowledge and, 43-44

personal and career, 38-40

in price negotiation, 233-234

self-evaluation

of sales approach, 5-6

of time management, 92-94

self-fulfilling prophecy, 39

self-help books, 4-5

self-reliance, 54-55

self-talk, 39

closing and, 206-207

selling

definition of, 16-17 entrepreneurial, 19-20 yourself, 80, 200-201 selling hours, 95-96 senses, involving, 186-187 Sensors, 126

Sequential Model of Professional Selling, 3, 9-23

adult learning and, 9-10

advanced selling skills and, 17-18

attitude, 25-57

completing steps in, 12

customer types and, 13-16

definition of selling, 16-17

guidelines for using, 4-7

planning and preparation, 59-87

steps in, 10-12

working it, 22

ЦШ И1:11

Index

Team LiB

4 previous

next ►

Shaw, George Bernard, 55

show-off stage, 152-154

silver platter syndrome, 51-53

Simon, Paul, 253

simplicity, 1

sincerity, 253

60/40 rule, 103

skills, 1-2, 12, 256

advanced selling, 17-18

changing, 20-21

communication, 174-175

core competencies, 3

negotiation, 223-240

presentation, 181-203

reading people, 127-128

taking ownership of, 6-7

SMART goals, 33-34. See also goals

attainability of, 103

stretching with, 48-49

time management and, 101-102

social clubs, prospecting via, Ц8

social contacts, prospecting via, Ц7

Socializers, 126, 130-131

finding objections of, 195

recognizing, 140, 141, 142, 143

tailoring presentations for, 185

so-what information, 79-80

Spectrum Training Solutions Inc., 2-3

stress, 105-107, 149

dealing with, 1007

identifying source of, 1007

symptoms of, 1007

subconscious, 45

subscriptions, prospecting via, 116

success

accidental, 34

change and, 255

goals in, 34

passion pursuits in, 41-42 self-esteem and, 39

Successful Cold Call Selling (Boyan), 35

sympathy, 102

synchronizing

agendas, 52-53, 154

expectations, 52-53, 154

sales calls, 154, 174