The_Power_of_Selling
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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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