The_Power_of_Selling
Free

The_Power_of_Selling

By Tanner Huggins
Free
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Book Description
Table of Contents
  • Welcome to The Power of Selling
  • Meet the Sales Professionals Featured
  • Lisa Peskin, Sales Trainer at Business Development University
  • Paul Blake, Vice President of Sales at Greater Media Philadelphia
  • Tonya Murphy, General Sales Manager at WBEN-FM
  • Andrew Sykes, Pharmaceutical Sales Specialist at AstraZeneca
  • Rachel Gordon, Account Manager at WMGK-FM
  • Priya Masih, Sales Representative at Lupin Pharmaceuticals
  • David Fox, Founder and CEO at Brave Spirits
  • References
  • Chapter 1
  • The Power to Get What You Want in Life
    • Welcome to The Power of Selling
    • 1.1 Get What You Want Every Day
      • LEARNING OBJECTIVE
    • Congratulations, You’re in Sales!
    • “I Sell Stories”
      • Power Player: Lessons in Selling from Successful Salespeople
    • The New World of Selling
    • Brand + Selling = Success
    • The Power of an Emotional Connection
      • Power Selling: Lessons in Selling from Successful Brands
      • KEY TAKEAWAYS
      • EXERCISES
    • 1.2 Selling: Heartbeat of the Economy and the Company
      • LEARNING OBJECTIVES
    • The Internet: Power to the People
    • Sales Is Not a Department, It’s a State of Mind
    • It’s All about the Customer
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Is It Sales, or Is It Marketing?
      • KEY TAKEAWAYS
      • EXERCISES
    • 1.3 Selling U: The Power of Your Personal Brand
      • LEARNING OBJECTIVE
      • Selling U Table of Contents
    • Getting Started
    • Step 1: Explore the Possibilities
    • Step 2: Create Your Personal Mission Statement
      • Links
    • Step 3: Define Your Personal Brand
      • You’ve Got the Power: Tips for Your Job Search
      • Suggestions for Brand Points
      • KEY TAKEAWAYS
      • EXERCISES
    • 1.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 2
  • The Power to Choose Your Path: Careers in Sales
    • 2.1 What Does It Take to Be in Sales?
      • LEARNING OBJECTIVES
    • Are You Born to Sell?
    • Character and the Ability to Build Trust
    • The Ability to Connect
    • Listening Skills
      • Link
    • The Ability to Ask the Right Questions
    • The Willingness to Learn
    • The Drive to Succeed
      • Which Generation Is Best at Selling?
    • Resilience and a Positive Attitude
    • The Willingness to Take Risks
      • The Secret to Success: Failure
    • The Ability to Ask for an Order
      • Link
    • Independence and Discipline
    • Flexibility
    • Passion
      • Link
    • Bringing It All Together
      • Power Player: Lessons in Selling from Successful Salespeople
    • Creating Value Is the Name of the Game
    • WII-FM
    • What Will You Be Doing?
    • What Can You Achieve?
      • Link
      • KEY TAKEAWAYS
      • EXERCISES
    • 2.2 Sales Channels and Environments: Where You Can Put Your Selling Skills to Work
      • LEARNING OBJECTIVE
    • Is It B2B or B2C?
    • Types of B2B and B2C Selling
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Is It Inside or Outside Sales?
    • What Kind of Job Can I Get in Sales?
      • Power Selling: Lessons in Selling from Successful Brands
      • Link
    • Direct Selling
      • Link
      • Link
    • Other Selling Environments
    • Entrepreneurial Selling
    • Domestic versus Global Selling
    • Nonprofit Selling
      • Links
      • KEY TAKEAWAYS
      • EXERCISES
    • 2.3 Selling U: Résumé and Cover Letter Essentials
      • LEARNING OBJECTIVE
    • Five Steps for a Résumé That Stands Out
    • Step 1: Define Your Three Brand Points That Make You Unique and Provide Value to a Prospective Employer
    • Step 2: Choose Your Résumé Format and Font
    • Step 3: Choose Your Headings and Put the Most Important Ones First
    • Step 4: Write Your Bullet Points
    • Step 5: Review, Check Spelling, Proofread, and Repeat
      • You’ve Got the Power: Tips for Your Job Search
    • Three Steps for a Cover Letter That Gets Noticed
    • Step 1: Start with Your Three Brand Points
    • Step 2: Understand the Elements of a Cover Letter
    • Step 3: Write Your Cover Letter
      • KEY TAKEAWAYS
      • EXERCISES
    • 2.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 3
  • The Power of Building Relationships: Putting Adaptive Selling to Work
    • 3.1 The Power of Relationship Selling
      • LEARNING OBJECTIVES
    • From Personal to Problem Solving
      • Power Selling: Lessons in Selling from Successful Brands
    • Common Ground
    • CRM Tools Help You Manage Relationships
      • Link
    • Face Time
      • Fore Relationships
    • R-commerce
      • It’s the Little Things
    • Trust Me
      • Power Player: Lessons in Selling from Successful Salespeople
    • Underpromise and Overdeliver
    • When Times Are Tough
    • Win-Win-Win: The Ultimate Relationship
    • A Seat at the Table
    • Networking: Relationships That Work for You
    • Networking Tips of the Trade
    • Start with People You Know
    • Join and Get Involved in Professional Organizations
    • Attend Industry Events
    • Keep in Touch
    • Online Professional Social Networking
    • Create a Profile on the Major Professional Social Networks
      • Join The Power of Selling Group on LinkedIn
      • Connect to People You Know, Then Network Personally
    • Be Proactive
    • Mind Your Manners
      • KEY TAKEAWAYS
      • EXERCISES
    • 3.2 Putting Adaptive Selling to Work
      • LEARNING OBJECTIVES
    • The Social Style Matrix
    • Analyticals: They Want to Know “How”
    • Drivers: They Want to Know “What”
    • Amiables: They Want to Know “Why”
    • Expressives: They Want to Know “Who”
    • What Is Your Selling Style?
      • Link
      • KEY TAKEAWAYS
      • EXERCISES
    • 3.3 Selling U: Networking—The Hidden Job Market
      • LEARNING OBJECTIVE
    • Create a Networking Plan
    • Power Networking Tip #1: Network with Confidence
    • Power Networking Tip #2: Join Professional Organizations
    • Power Networking Tip #3: Create Your Networking List
    • Power Networking Tip #4: Know What to Say
    • Power Networking Tip #5: Online Professional Social Networking
      • You’ve Got the Power: Tips for Your Job Search
    • Power Networking Tip #6: Follow-Up
      • KEY TAKEAWAYS
      • EXERCISES
    • 3.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 4
  • Business Ethics: The Power of Doing the Right Thing
    • 4.1 Business Ethics: Guiding Principles in Selling and in Life
      • LEARNING OBJECTIVES
    • What Is Ethics?
    • Personal Ethics: Your Behavior Defines You
      • Link
    • Do the Right Thing
    • Business Ethics: What Makes a Company Ethical?
    • High-Profile Unethical Behavior in Business
    • Ethical Dilemmas in Business
    • Corporate Social Responsibility
      • Link
    • Good Ethics = Good Business
      • Link
    • Ethical Behavior in Sales
      • Just Say No
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Understanding Values
      • Link
    • Values of Organizations
      • Link
      • Link
      • Link
    • Mission Statements: Personal and Corporate Guidelines
      • Link
      • Link
      • Link
    • Character and Its Influence on Selling
    • The Power of Your Reputation
      • Build Your Reputation: Be an Industry Expert
      • Power Player: Lessons in Selling from Successful Salespeople
    • You’re Only as Good as Your Word
    • Where the Rubber Meets the Road: Facing Challenges
      • KEY TAKEAWAYS
      • EXERCISES
    • 4.2 Policies, Practices, and Cultures
      • LEARNING OBJECTIVE
    • Employee Handbooks: Your Practical, Professional How-To
      • Company Policies
    • What Company Policies Say and What They Mean
      • A Page from IBM’s Employee Handbook
    • What Is Whistle-Blowing?
    • Ethics and the Law
    • Tightening Legal Loopholes
    • Culture and Ethics
      • KEY TAKEAWAYS
      • EXERCISES
    • 4.3 Selling U: Selling Your Personal Brand Ethically—Résumés and References
      • LEARNING OBJECTIVES
    • Selling Yourself versus Stretching the Truth about Your Background and Experience
    • Asking References to Speak about Your Personal Brand
      • You’ve Got the Power: Tips for Your Job Search
    • Letters of Recommendation
      • KEY TAKEAWAYS
      • EXERCISES
    • 4.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 5
  • The Power of Effective Communication
    • 5.1 Ready, Set, Communicate
      • LEARNING OBJECTIVES
    • Misunderstood = Miscommunicated
    • The Communication Model
      • Did You Know…?
    • Effective Communication
    • Tip 1: Empathy Is Essential
    • Tip 2: Think Before You Communicate
    • Tip 3: Be Clear
    • Tip 4: Be Brief
    • Tip 5: Be Specific
    • Tip 6: Be Timely
      • Rules of Engagement
    • Listen Up
      • Link
    • There’s More to Communication than Meets the Eye…or Ear
    • Types of Communication
    • Verbal Communication
    • Nonverbal Communication
      • Types of Nonverbal Communication
    • Your Handshake Says It All
      • Be Memorable
      • Link
    • Body Language
      • Do You Speak Body?
    • Written Communication
      • You Are What You Write
    • Which Is Best?
      • Which Is Better: E-mail or Face-to-Face?
      • KEY TAKEAWAYS
      • EXERCISES
    • 5.2 Your Best Behavior
      • LEARNING OBJECTIVE
    • Never Underestimate the Power of Good Etiquette
    • Etiquette Tips for Letters and Memos
    • Etiquette Tips for Conversations, Meetings, and Presentations
      • Link
      • Doodle to Save Time
    • Etiquette for Requesting and Giving Business Cards
    • Etiquette for Business Meals
    • Etiquette for Thank-You Notes
      • Power Selling: Lessons in Selling from Successful Brands
    • High Tech, High Touch
    • Being Connected versus Being Addicted
    • Etiquette Tips for Telephone, Cell Phone, Voice Mail, and Conference Calls
    • Etiquette Tips for E-mails, Text Messages, Instant Messages, and Social Networks
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Music to Your Ears
      • KEY TAKEAWAYS
      • EXERCISES
    • 5.3 Selling U: The Power of Informational Interviews
      • LEARNING OBJECTIVE
    • What Is an Informational Interview?
    • Ask for Information, Not a Job
    • Informational Interviews Made Easy
    • Why Go on Informational Interviews
    • Who to Ask for an Informational Interview
    • How to Ask for an Informational Interview
    • What to Wear, Bring, and Ask on an Informational Interview
      • Link
      • You’ve Got the Power: Tips for Your Job Search
    • When to Ask for an Informational Interview
    • Where to Have an Informational Interview
      • KEY TAKEAWAYS
      • EXERCISES
    • 5.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 6
  • Why and How People Buy: The Power of Understanding the Customer
    • 6.1 Buying 101
      • LEARNING OBJECTIVES
    • Inside Consumer Behavior
    • Do You Need It or Want It?
    • Needs versus Wants
    • Maslow’s Hierarchy of Needs
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Business-to-Consumer (B2C) Buying
      • Why People Buy: Virtual Purchases
    • Business-to-Business (B2B) Buying
    • Producers
    • Resellers
    • Organizations
    • Big Differences
    • Size of Purchases
    • Multiple Buyers
    • Number of Customers
    • Geographic Concentration
    • Business-to-Business Means Person-to-Person
    • Users
    • Initiators and Influencers
    • Decision Makers
    • Finding the “Power Level”
    • Types of B2B Buying Situations
    • New-Task Buy
    • Straight Rebuy
    • Modified Rebuy
    • Strategic Alliance
    • Who Makes the Buying Decision?
      • KEY TAKEAWAYS
      • EXERCISES
    • 6.2 How the Buying Process Works
      • LEARNING OBJECTIVES
    • The Traditional View of the Seven Steps of the B2B Buying Process
      • Link
      • Link
    • The Internet Changes Everything
      • Power Selling: Lessons in Selling from Successful Brands
    • Emotions Dominate B2B Buying
    • Fear and Trust
      • Power Player: Lessons in Selling from Successful Salespeople
    • The Evolving Buying and Selling Processes
    • Buying Process Meets FAB
    • How to Use FAB
      • KEY TAKEAWAYS
      • EXERCISES
    • 6.3 Selling U: Developing and Communicating Your Personal FAB
      • LEARNING OBJECTIVES
    • Stories Paint Pictures
    • Every Picture Tells a Story
      • You’ve Got the Power: Tips for Your Job Search
    • Tips to Make Your Portfolio Even More Powerful
      • Make It Memorable
    • www.You.com
    • How to Use Your Portfolio in an Interview
      • KEY TAKEAWAYS
      • EXERCISES
    • 6.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 7
  • Prospecting and Qualifying: The Power to Identify Your Customers
    • 7.1 It’s a Process: Seven Steps to Successful Selling
      • LEARNING OBJECTIVE
    • When the Seven-Step Selling Process Is Used
    • The Evolving Role of Technology in the Selling Process
    • Business-to-Consumer (B2C) Sales
    • Business-to-Business (B2B) Sales
    • The Seven Steps of Selling
    • Step 1: Prospecting and Qualifying
    • Step 2: Preapproach
    • Step 3: Approach
    • Step 4: Presentation
    • Step 5: Handling Objections
    • Step 6: Closing the Sale
    • Step 7: Following Up
      • KEY TAKEAWAYS
      • EXERCISES
    • 7.2 Prospecting: A Vital Role in the Selling Process
      • LEARNING OBJECTIVE
    • The Value of a Lead
    • The Sales Funnel
      • Create a Profile of Your Ideal Buyer
      • KEY TAKEAWAYS
      • EXERCISES
    • 7.3 Go Fish: Resources to Help You Find Your Prospects
      • LEARNING OBJECTIVE
    • Where to Find Prospects
      • Top Ten Power Prospecting List
    • Power Prospecting Source #1: Existing Customers
    • Power Prospecting Source #2: Referrals
    • Power Prospecting Source #3: Networking and Social Networking
      • Link
    • Power Prospecting Source #4: Business Directories in Print
    • Power Prospecting Source #5: Online Databases and Directories
    • Power Prospecting Source #6: Trade Publications and Business Journals
    • Power Prospecting Source #7: Trade Shows and Events
    • Power Prospecting Source #8: Advertising and Direct Marketing
    • Power Prospecting Source #9: Cold Calling
    • Power Prospecting Source #10: Be a Subject Matter Expert
    • Organizing Your Prospect Information
    • Choosing a System
    • Gathering Intelligence
    • Keep It Up-to-Date
    • Qualifying Your Prospects
    • Managing Your Prospect Base
      • KEY TAKEAWAYS
      • EXERCISES
    • 7.4 Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
      • LEARNING OBJECTIVE
    • Three Steps to Prospecting for the Right Employer
    • Step 1: Build Your Ideal Company Profile
    • Step 2: Make a List of 25 Target Companies
    • Step 3: Forget about “To Whom It May Concern”
      • You’ve Got the Power: Tips for Your Job Search
    • Sources for Prospecting: How to Identify Your Target Companies
    • Qualifying Prospective Employers: Four Things to Consider
    • Company Web Sites
    • Insider Perspectives
    • Company News
    • Company Stats
      • KEY TAKEAWAYS
      • EXERCISES
    • 7.5 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 8
  • The Preapproach: The Power of Preparation
    • 8.1 Researching Your Prospect: Going Deeper
      • LEARNING OBJECTIVE
    • Gather Information
    • Going Deeper with the Fundamentals: What You’ll Want to Know
    • About the Company
      • Link
    • About the Company’s Customers
    • About the Current Buying Situation
    • About the Contact Person
    • About Your Existing Customers
    • Sources of Information
      • KEY TAKEAWAYS
      • EXERCISES
    • 8.2 Solving, Not Selling
      • LEARNING OBJECTIVE
    • Step 1: Complete a Needs and Opportunity Analysis
    • Step 2: Brainstorm Solutions and Generate Ideas
      • Power Selling: Lessons in Selling from Successful Brands
    • Step 3: Identify General and Specific Benefit Statements
      • KEY TAKEAWAYS
      • EXERCISES
    • 8.3 Identify Precall Objectives: Getting Smart about Your Sales Call
      • LEARNING OBJECTIVE
    • Determine Your Objectives
    • Make Your Objectives SMART
      • KEY TAKEAWAYS
      • EXERCISES
    • 8.4 Prepare Your Presentation
      • LEARNING OBJECTIVE
    • Four Ps of Presentation Preparation
    • Prioritize Your Agenda
    • Personalize It
      • Power Player: Lessons in Selling from Successful Salespeople
    • Prepare Illustrations
    • Practice
      • KEY TAKEAWAY
      • EXERCISES
    • 8.5 Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
      • LEARNING OBJECTIVE
    • Power-Packed Tool #1: Professional Social Networking
      • Link
    • Power-Packed Tool #2: Direct Mail
    • Power-Packed Tool #3: Company Web Sites
    • Power-Packed Tool #4: Online Job Boards
    • Power-Packed Tool #5: Get Out There
    • Power-Packed Tool #6: Follow-Up
      • KEY TAKEAWAYS
      • EXERCISES
    • 8.6 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 9
  • The Approach: The Power of Connecting
    • Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM
    • 9.1 First Impressions Make All the Difference
      • LEARNING OBJECTIVE
    • First Things First
    • The Six Cs of the Sales Approach
      • The Six Cs of Selling
    • Confidence
    • Credibility
    • Contact
    • Communication
      • Approach Like the Pros
    • Customization
      • Power Player: Lessons in Selling from Successful Salespeople
    • Collaboration
    • Dress the Part
      • KEY TAKEAWAYS
      • EXERCISES
    • 9.2 How to Start Off on the Right Foot
      • LEARNING OBJECTIVE
    • During Every Sales Approach
    • Always Get the Customer’s Name Right
    • Always Listen
      • Link
    • Be Ready with Your Elevator Pitch
    • Approaching by Telephone
    • Do Give Your Name and the Purpose of Your Call in the First Twenty Seconds [5]
    • Do Prepare a Script for Your Opening Statement
    • Do Ask “Is This a Good Time?”
    • Don’t Start Off by Asking, “How Are You Today?”
      • How to Get through Voice Mail to Get to the Right Person
    • Don’t Launch into Prolonged Explanations
    • Approaching by E-mail
    • Do Write a Number of E-mails in Different Styles and Tones
    • Do Send a Well-Written E-mail
      • Example of an Effective E-mail Approach
    • Do Follow Up Persistently
    • Don’t Send E-mails That Look Like Templates
    • Approaching through Online Social Networks
      • Power Selling: Lessons in Selling from Successful Brands
    • Do Make a Comment When You Add a Prospect as a New Friend
    • Do Aim for Quality over Quantity
    • Do Contribute to the Community
    • Don’t Let Your Language Get Sloppy
    • Don’t Make a Sales Pitch
      • Approaching Your Prospect through Social Networking:Dos and Don’ts
    • Approaching Your B2B Contact in Person
    • Do Use a Strong, Attention-Grabbing Opener
    • Do Take Your Lead from the Prospect or Customer
    • Don’t Use Opening Lines That Send the Wrong Message
      • Approaching Your B2B Prospect in Person
    • Approaching a B2C Contact in Person
    • Do Talk to Your Customer
    • Do Treat Your Customer Like a Guest
    • Don’t Ask “Can I Help You?”
      • B2C Approach: What’s Important to the Customer?
    • Don’t Put Any Pressure on Your Customer
    • Don’t Prejudge a Customer
      • Power Point: Lessons in Selling from the Customer’s Point of View
      • Approaching Your B2C Prospect in Person
    • Turning a Contact into a Sales Call
      • KEY TAKEAWAYS
      • EXERCISES
    • 9.3 Choosing the Best Approach for the Situation
      • LEARNING OBJECTIVE
    • The Question Approach
    • The Product Approach
    • The Referral Approach
    • The Customer Benefit Approach
    • The Survey Approach
    • The Agenda Approach
    • The Premium Approach
    • The Combination Approach
      • KEY TAKEAWAYS
      • EXERCISES
    • 9.4 Overcoming Barriers to Success
      • LEARNING OBJECTIVE
    • Overcoming Your Reluctance
    • Getting Past the Gatekeepers
      • KEY TAKEAWAYS
      • EXERCISES
    • 9.5 Selling U: What’s Your Elevator Pitch for Your Brand?
      • LEARNING OBJECTIVE
    • Elevator Pitch 101: Be Prepared
    • How to Create Your Elevator Pitch
    • When to Use Your Elevator Pitch
      • You’ve Got the Power: Tips for Your Job Search
    • Be Yourself
      • KEY TAKEAWAYS
      • EXERCISES
    • 9.6 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 10
  • The Presentation: The Power of Solving Problems
    • 10.1 Preparation: Your Key to Success
      • LEARNING OBJECTIVE
    • Keep Your Eye on the Prize
    • The Power to Adapt
    • Logistics Matter
    • The Night Before
      • Power Player: Lessons in Selling from Successful Salespeople
    • Getting There
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.2 Dress for Success
      • LEARNING OBJECTIVE
    • Business Casual or Business?
    • Business Attire
    • Business Casual
    • Details Matter
    • The Image Your Customer Wants
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.3 Making Your Presentation Work
      • LEARNING OBJECTIVE
    • The Right Size
    • Presenting to Individuals
    • Presenting to Groups
    • The Right Place
    • Your Place of Business
    • A Neutral Location
    • Your Prospect’s Place of Business
    • Webinars and Video Conferences
    • The Right Tools
    • PowerPoint Presentations
    • Brochures, Premiums, and Leave-Behinds
    • Samples and Demonstrations
      • Power Selling: Lessons in Selling from Successful Brands
    • Give Them the Numbers: Cost-Benefit Analysis and ROI
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.4 How to Use SPIN Selling in Your Sales Call
      • LEARNING OBJECTIVE
    • What Is SPIN Selling?
    • Opening
    • Investigation
    • Situation Questions
    • Problem Questions
    • Implication Questions
    • Need-Payoff Questions
    • Demonstrating Capability
    • Obtaining Commitment
    • Why Use the SPIN Model?
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.5 Putting It All Together
      • LEARNING OBJECTIVE
    • Step 1: Build Rapport
    • Step 2: Make a General Benefit Statement
    • Step 3: Make a Specific Benefit Statement
    • Step 4: Presentation
    • Step 5: Close
    • Step 5: Recap
    • Role of the Proposal in the Sales Presentation
    • Nitty Gritty: The Hows and Whys of a Proposal
    • Timing: When to Deliver Your Proposal
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Delivering Value in Your Proposal
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.6 Selling U: Selling Yourself in an Interview
      • LEARNING OBJECTIVE
      • Ten Steps to Successful Interviews
    • Step 1: Be Ready to Show and Sell
    • Step 2: Accept and Confirm the Interview
    • Step 3: Research the Company and Your Interviewer
    • Step 4: Rehearse Your “Elevator Pitch”
    • Step 5: Prepare Your Answers to Popular Interview Questions
      • Common Interview Questions
    • Step 6: Prepare Your Questions and Answers
      • You’ve Got the Power: Tips for Your Job Search
    • Step 7: Prepare for the Logistics
    • Step 8: Prepare Your Wardrobe
    • Step 9: Make a Personal Connection during the Interview
    • Step 10: Follow-Up, Follow-Up, Follow-Up
      • KEY TAKEAWAYS
      • EXERCISES
    • 10.7 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 11
  • Handling Objections: The Power of Learning from Opportunities
    • Video Ride-Along with Paul Blake, Vice President of Sales at Greater Media Philadelphia
    • 11.1 Objections Are Opportunities to Build Relationships
      • LEARNING OBJECTIVES
    • What Are Objections?
    • How Objections Build Relationships
    • Objections as Opportunities
    • Consider Objections before They Occur
      • Power Selling: Lessons in Selling from Successful Brands
    • Why Prospects Object
    • When Prospects Object
    • Setting Up the Appointment
    • During the Presentation
    • During the Trial Close
      • KEY TAKEAWAYS
      • EXERCISES
    • 11.2 Types of Objections and How to Handle Them
      • LEARNING OBJECTIVES
      • Dos and Don’ts of Handling Objections
    • Types of Objections
    • Product Objection
      • Power Player: Lessons in Selling from Successful Salespeople
    • Source Objection
    • Price Objection
      • Timing Is Everything
    • Money Objection
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • “I’m Already Satisfied” Objection
    • “I Have to Think about It” Objection
      • Video Clip
      • KEY TAKEAWAYS
      • EXERCISES
    • 11.3 Selling U: How to Overcome Objections in a Job Interview
      • LEARNING OBJECTIVES
    • Common Interview “Objections”
    • Objection 1: You Don’t Have Enough Experience
    • Objection 2: I’m Not Sure You Will Fit In with the Team
    • Objection 3: The Position Doesn’t Pay as Much as You Are Looking For
    • Objection 4: You’re Too Experienced for This Position
    • “Hidden Objections” during Job Interviews
    • Follow Up after Job Interviews: Set Yourself Apart
    • Thank-You E-mail after a Job Interview
    • Handwritten Thank-You Note
      • You’ve Got the Power: Tips for Your Job Search
    • What If You Don’t Hear Back?
      • Follow-Up Tip
    • Follow-Up after Sending Résumés
    • Follow-Up after Networking
      • KEY TAKEAWAYS
      • EXERCISES
    • 11.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 13
  • Follow-Up: The Power of Providing Service That Sells
    • 13.1 Follow-Up: The Lasting Impression
      • LEARNING OBJECTIVES
    • What Is Follow-Up?
    • Why Follow Up?
    • Plan Your Follow-Up
      • What If the Answer Is No?
      • Customer Feedback Meets Social Networking
      • Link
      • Power Point: Lessons in Selling from the Customer’s Point of View
    • Heroic Recovery: How a Service Failure Can Be a Good Thing
      • Power Player: Lessons in Selling from Successful Salespeople
      • KEY TAKEAWAYS
      • EXERCISES
    • 13.2 Customer Satisfaction Isn’t Enough
      • LEARNING OBJECTIVE
    • Follow-Up, Feedback, and Fans
      • Power Selling: Lessons in Selling from Successful Brands
    • One Simple Question
      • KEY TAKEAWAYS
      • EXERCISES
    • 13.3 Selling U: What Happens after You Accept the Offer?
      • LEARNING OBJECTIVES
    • From Classroom to the Corporate World
    • Before You Start
      • You’ve Got the Power: Tips for Your Job Search
    • After You Start
      • KEY TAKEAWAYS
      • EXERCISES
    • 13.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 14
  • The Power of Learning the Ropes
    • 14.1 Managing Yourself, Your Income, and Your Results
      • LEARNING OBJECTIVES
    • Be an A-Player
    • Managing Yourself: Making the Most of Your Resources
      • Manage Yourself for Success
    • Ride-Alongs
      • Link
      • Link
    • Use Your Sales Manager
    • Resources and Resourcefulness
      • Power Selling: Lessons in Selling from Successful Brands
    • Managing Your Time: Organizing and Prioritizing
    • Time Management
    • Mastering Time Management
      • Power Point: Lessons in Selling from the Customer’s Point of View
      • Top Three Time-Wasters for Salespeople
    • Work Smarter, Not Harder
      • Link
    • Managing Your Results: Set Goals and Determine Your Income
    • Plan to Earn
    • Performance KPIs
    • Conversion KPIs
    • Set Your Goals
      • KEY TAKEAWAYS
      • EXERCISES
    • 14.2 Motivation, Learning, Enjoyment, Success
      • LEARNING OBJECTIVES
    • Never Give Up
    • You Can Do It!
      • Link
      • Act Like You Run the Place
    • Fail...to Succeed
      • Link
      • Power Player: Lessons in Selling from Successful Salespeople
    • Positive Energy from a Healthy Mind and Body
    • Take Good Care of Yourself
      • KEY TAKEAWAYS
      • EXERCISES
    • 14.3 Selling U: It’s Your Career—Own It!
      • LEARNING OBJECTIVE
    • Build Your Résumé with Internships
      • You’ve Got the Power: Tips for Your Job Search
    • The Right Internship for You
    • The Best Places to Look for an Internship
      • Link
    • Professional Organizations: Your Key to Growth
      • KEY TAKEAWAYS
      • EXERCISES
    • 14.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
  • Chapter 15
  • Entrepreneurial Selling: The Power of Running Your Own Business
    • 15.1 The Power of Entrepreneurship
      • LEARNING OBJECTIVES
    • It All Starts with an Idea
    • Entrepreneurialism and the Economy
      • Power Selling: Lessons in Selling from Successful Companies
    • Getting Started
      • Power Player: Lessons in Selling from Successful Salespeople
      • Entrepreneurial at Any Age
      • Who’s the Boss?
    • What Does It Take?
    • What’s the Big Idea?
      • Link
      • Link
      • The Difference Is in the Questions
    • Hard Work, Long Hours
    • Get Rich Quick? Probably Not
      • Top Ten Franchise Opportunities
      • KEY TAKEAWAYS
      • EXERCISES
    • 15.2 Selling Yourself and Your Idea
      • LEARNING OBJECTIVE
    • Writing Your Business Plan
      • Business Plan Outline
      • Link
    • Presenting Your Business Plan
    • Types of Investors
    • Selling Your Business Plan—and Yourself
      • Gen Y Entrepreneurs: Get Ready to Sell…Yourself
      • KEY TAKEAWAYS
      • EXERCISES
    • 15.3 Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
      • LEARNING OBJECTIVES
    • Meet Some Entrepreneurs
    • Advice from the Masters: Famous Entrepreneurs Share Their Lessons
      • Link
      • Link
    • Best in Class
    • Entrepreneurial Resources
    • 15.4 Review and Practice
      • Power Wrap-Up
      • TEST YOUR POWER KNOWLEDGE (ANSWERS ARE BELOW)
      • POWER (ROLE) PLAY
      • PUT YOUR POWER TO WORK: SELLING U ACTIVITIES
      • TEST YOUR POWER KNOWLEDGE ANSWERS
      • Epilogue: You’ve Got the Power
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