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The_Power_of_Selling

By Tanner Huggins

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Description Table of Contents Reviews

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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