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Tables of Contents for Visionary Selling
Chapter/Section Title
Page #
Page Count
Acknowledgments
5
6
Introduction
11
8
Part I A New Paradigm of Selling Skills
19
52
1 Everything Is Changing...Why Not Sales?
19
9
2 Catch Their Vision!
28
15
3 Think Like a CEO to Sell to a CEO
43
28
Part II Tools and Teams
71
52
4 Five Unique Strategies to Penetrate the "C" Level
71
25
5 Turning Gatekeepers into Allies
96
12
6 Build Credibility and Trust...and Keep Them!
108
15
Part III The Three P's
123
94
7 Prepare
123
36
8 Package
159
26
9 Present
185
18
10 New Value/New Enjoyment
203
14
Resources: Reading List
217
1
Glossary of Financial and Business Terms
218
9
Index
227