Publisher: For Dummies
Number Of Pages: 362
Publication Date: 2007-09-11
ISBN-10 / ASIN: 0470174676
ISBN-13 / EAN: 9780470174678
Contents at a Glance
Introduction .................................................................1
Part I:Mastering the Sales Success Mindset ....................9
Chapter 1: Boosting Sales with Advanced Selling ........................................................11
Chapter 2: Visualizing Yourself as a Power Seller ........................................................25
Chapter 3: Charting Your Roadmap to Sales Success..................................................43
Chapter 4: Making Selling Your Hobby and Your Habit...............................................57
Chapter 5: Setting the Stage for an Unlimited Upside ................................................73
Part II: Pumping Up Your Sales Muscle .......................87
Chapter 6: Getting in Step with Your Customer ...........................................................89
Chapter 7: Teaming Up for Success with Personal Partnering.................................105
Chapter 8: Embracing Change as a Growth Strategy ................................................117
Chapter 9: Branding Yourself through Shameless Self-Promotion ..........................131
Chapter 10: Stepping Out of Your Comfort Zone: Taking Risks................................149
Part III: Equipping Yourself with Advanced
Selling Tools and Resources .......................................163
Chapter 11: Investing and Re-Investing in Your Success ..........................................165
Chapter 12: Putting the Latest Technologies to Work for You ................................179
Chapter 13: Picking the Right People to Fill the Gaps ..............................................197
Part IV: Prospecting for Sales Opportunities ..............213
Chapter 14: Harnessing People Power with R-Commerce.........................................215
Chapter 15: Prospecting for Untapped and Under-Tapped Markets ......................231
Chapter 16: Tapping the Power of the Multimedia Marketplace .............................245
Chapter 17: Exploring Opportunities in the Virtual World: Social Media ...............265
Part V: Teaming Up with Your Customers . . .
and Competitors .......................................................283
Chapter 18: Focusing on Your Client’s Success..........................................................285
Chapter 19: Selling to Multicultural Customers .........................................................299
Chapter 20: Playing Nice with the Competition ........................................................315
Part VI: The Part of Tens ...........................................329
Chapter 21: Ten Power-Selling Tactics and Techniques ...........................................331
Chapter 22: Ten Ways to Break Your Sales Slump . . . or Avoid It Entirely..............337
Index .......................................................................343
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