Preface
Chapter 1 How to Use This Sales Training Resource for Optimal Results
Part One: Preparing the Sales Pro to Sell
Chapter 2. What Makes a World Class Sales Pros—Selling the Value
Chapter 3. The Many, Many Values of a Selling System
Chapter 4. Competitive Intelligence and Prospect Research
Chapter 5. Potent Communication Skills
Chapter 6. Buyers' Behavior and Decision-Making Strategy
Chapter 7. Potent Proposals
Chapter 8. Pre-Work for the Sales Call
Part Two: Training the Sales Pro to Sell
Chapter 9. Establishing Rapport
Chapter 10. Prospecting
Chapter 11. Opening the First Meeting
Chapter 12. Qualifying and Disqualifying Prospects
Chapter 13. Bypassing Gatekeepers
Chapter 14. Using Questions
Chapter 15. Practicing Listening Skills
Chapter 16. The Ultimate Objection-Handling Tool
Chapter 17. Solution- Versus Consequence-Centered Selling
Chapter 18. Practicing Presentation Skills
Chapter 19. Closing
Chapter 20. Debriefing the Call
Chapter 21. Following Up After the Sale
Chapter 22. Up-Selling and Cross-Selling
Part Three: Training the Sales Pro to Improve Performance
Chapter 23. Daily Performance Tips
Chapter 24. Know Your Numbers
Chapter 25. Finding and Utilizing Mentors
Chapter 26. Ten Keys to Working a Trade Show
Chapter 27. Negotiating
Chapter 28. Mental Health for Sales Pros
Chapter 29. Ethics for Sales Pros
Part Four: Re-Creating Your Training Experience—Key Concerns
Chapter 30. How to Redesign Your Existing Sales Training
Chapter 31. Buy It, Don't Build It
Chapter 32. Sales Contests Connected to Training
Chapter 33. Reps You Should Not Be Training
Chapter 34. What's Missing from This Book
Chapter 35. A Critical Trend You Can't Ignore
Part Five: Appendices
Appendix 1. The Ultimate Sales Training Website/Blog
Appendix 2. Websites of Books, Companies, and Associations in This Book
Appendix 3. The Most Interesting Man in the (Sales) World
About the Author
