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Tables of Contents for Close the Deal
Chapter/Section Title
Page #
Page Count
Acknowledgments
xi
2
Introduction: Less Pain, More Gain
xiii
 
Chapter 1: Prepare for Success
1
27
1. Eleven Advantages of a Selling Career
1
2
2. Fourteen Tips for Presenting a Professional Image
3
3
3. Nine Steps to a Positive First Impression
6
2
4. Nineteen Steps to Get Value from a Sales Meeting
8
3
5. Seven Ways to See Yourself as Others Do
11
2
6. Fifteen Affirmations to Get Through a Tough Day
13
1
7. Eleven Actions That Increase Your Energy
14
2
8. Ten Hints to Beat Procrastination
16
2
9. Twenty Areas of Life Where Your Actions Need to Match Core Values
18
2
10. Ten Communication Strategies of Successful Sales Professional
20
2
11. Ten Tips for Avoiding Common Communication Errors
22
3
12. Ten Ways to Keep Your Selling Skills Sharp
25
3
Chapter 2: Master TIPPS (Time, Information, People, Place, and Stress)
28
35
13. Thirteen Tips for Time Management
28
3
14. Nine Ways to Maximize "Pay Time" and Minimize "No Pay Time"
31
2
15. Eleven Qualities of a Successful Sales Plan
33
2
16. Thirteen Strategies for Serving Large Territories
35
2
17. Ten Guidelines for Phoning across Time Zones
37
2
18. Thirteen Ways to Make Valuable Contributions to a Meeting
39
2
19. Thirteen Guidelines for Working with Tough Coworkers
41
5
20. Seventeen Guidelines for Working with Tough Bosses
46
4
21. Seventeen Questions to Help You Sell with Integrity
50
2
22. Thirteen Tips for Maintaining Personal Balance
52
3
23. Thirteen Empowering Responses to Adversity
55
2
24. Fourteen Antidotes for Stress
57
3
25. Sixteen Goals That Successful Salespeople Achieve
60
3
Chapter 3: Know Your Market
63
25
26. Ten Methods to Track Market Trends
63
2
27. Ten Techniques for Conducting a Competitor Analysis
65
2
28. Fourteen Sources of Market and Customer Information
67
3
29. Ten Dimensions That Define Your Market
70
2
30. Eleven Guidelines for Creating a Customer Advisory Group
72
3
31. Thirteen Smart Price-Setting Strategies
75
2
32. Thirteen Qualities of Attractive Premiums
77
3
33. Six Methods to Create a Sales Forecast
80
1
34. Twenty-Five Strategic Questions to Improve the Impact of Sales and Marketing Campaigns
81
2
35. Fifty Business Terms to Master
83
5
Chapter 4: Find Buyers
88
37
36. Forty Sources for Leads
88
2
37. Thirteen Tips for Increasing Your Net Worth Through Networking
90
3
38. Nine Strategies for Getting Past the Receptionist on the Phone
93
3
39. Sixteen Strategies for Getting More Appointments with Buyers over the Phone
96
5
40. Nine Creative Ways to Get the Appointment
101
2
41. Seven Steps for Remembering a Person's Name
103
2
42. Fifteen Ways to Warm Up to Cold Calling
105
2
43. Fourteen Methods for Rejecting Rejection
107
3
44. Ten Ways to Get the Most Out of a Booth at a Trade Show
110
4
45. Twenty-One Ways You and Your Company Can Make a Splash at a Trade Show
114
2
46. Ten Tips for Working a Trade Show
116
2
47. Seventeen Ingredients of a Successful Direct Mail Marketing Campaign
118
4
48. Sixteen Tips for Getting Your Letters Read
122
3
Chapter 5: Analyze Buyers
125
21
49. Ten Psychological Principles You Need to Know
125
3
50. Four Ways to Categorize Personality Types
128
1
51. Ten Signs of Interpersonal Style
129
2
52. Twelve Ways to Tailor Your Sales Presentation to How Buyers Screen the World
131
3
53. Seven Fears All Buyers Have
134
2
54. Eleven Negative Assumptions Most Buyers Have about You and the Sales Process
136
2
55. Seven Ways You Don't Want to Enable Buyers to Abuse You
138
1
56. Ten Steps for Discovering the Buyer's Budget
139
3
57. Twenty-Seven Facts to Learn about Your Buyer
142
1
58. Twenty-One Questions to Ask about the Buyer's Decision-Making Process
143
3
Chapter 6: Bond and Build Rapport
146
26
59. Eleven Reasons Up-Front Contracts Help You and the Buyer
146
4
60. Ten Ways to Increase Sales Effectiveness Through Vocals
150
2
61. Fifteen Ways to Increase Sales Effectiveness Through Body Language
152
3
62. Fourteen Statements That Help Buyers Maintain Their Self-Esteem
155
2
63. Ten Suggestions for Selling to a "Dominant" Type
157
2
64. Eight Suggestions for Selling to an "Influencer" Type
159
2
65. Six Suggestions for Selling to a "Steady Relater" Type
161
1
66. Eight Suggestions for Selling to a "Compliant" Type
162
2
67. Twelve Ways to Identify and Sell to a Visual Buyer
164
2
68. Twelve Ways to Identify and Sell to an Auditory Buyer
166
2
69. Twelve Ways to Identify and Sell to a Kinesthetic Buyer
168
4
Chapter 7: Determine the Pain
172
26
70. Seven Motives Your Buyer May Have
172
2
71. Nine Reasons Why Questions Are Your Most Powerful Sales Tools
174
1
72. Eight Types of Questions and When to Ask Them
175
2
73. Nine Ways to Ask Questions Without Sounding Alienating or Manipulative
177
2
74. Fifteen Steps to Better Listening
179
4
75. Thirty-Four Pains Your Product or Service Might Reduce
183
1
76. Thirty Questions That Probe for Pain
184
2
77. Nineteen Reverses That Clarify the Buyer's Position
186
4
78. Fifteen Dummy-up Reverses That Keep You in Charge
190
2
79. Nine Ways to Remain Third-Party During a Sales Call
192
2
80. Fourteen Intangibles Buyers Will Buy
194
4
Chapter 8: Get the Sale
198
31
81. Thirteen Uses of Negative Reverse Selling
198
4
82. Sixteen Tough Questions to Build Your Product Knowledge
202
2
83. Eight Ways to Communicate Product Knowledge
204
1
84. Seven Tips for Translating Your Jargon
205
2
85. Fourteen Ingredients of a Winning Proposal
207
3
86. Fourteen Steps to Ensure Successful Sales Presentations to Groups and Committees
210
4
87. Twenty Steps to a Successful Presentation to a Large Audience
214
4
88. Eight Questions to Ask When the Buyer Is Considering Someone Else's Offer
218
2
89. Eight Questions to Ask When Pressured to Respond to an Unreasonable Deadline or Price Offer
220
1
90. Eleven Questions to Ask When the Buyer Says, "Take It or Leave It"
221
3
91. Fourteen Strategies for Creating Win-Win Negotiations
224
3
92. Eight Times to Walk Away from a Sale
227
2
Chapter 9: Manage the Post-Sell
229
30
93. Twenty Questions That Help You Debrief Your Sales Call
229
1
94. Six Ways to Add Value to a Client's Business
230
2
95. Five Ways Customers Want Your Product or Service
232
2
96. Fifteen Questions to Answer to Ensure Major Account Penetration
234
2
97. Fifteen Customer Service Visions
236
2
98. Eighteen Categories of Questions to Focus Your Customer Service
238
3
99. Ten Commandments of Exceptional Customer Service
241
2
100. Fourteen Steps to a Customer Satisfaction Survey
243
2
101. Seventeen Customer Encounters That Call for Gracious Responses
245
3
102. Nine Strategies for Preventing Buyer's Remorse
248
2
103. Eleven Responses to Heal the Customer Who Feels Betrayed
250
4
104. Twelve Strategies for Hanging on to Your Customers
254
3
105. Six Steps to Ensure You Don't Lose an Endangered Customer
257
2
Chapter 10: Selling in the New Millennium
259
37
106. Ten Personal Characteristics Required of Sellers in the New Millennium
259
2
107. Nine Ways to Become More Resilient in Times of Change
261
3
108. Fifteen Ideas for Better Use of Information Technology
264
3
109. Eleven Hints for Using Presentation Software
267
2
110. Eighteen Tips for Selling on the Internet
269
4
111. Eleven Principles of E-mail Etiquette
273
3
112. Fourteen Tips for Successful Team Sales
276
3
113. Thirteen Rules for Selling Across Cultures
279
3
114. Nine Tips for Selling Through an Interpreter
282
2
115. Ten Ways to Increase Customer Share
284
2
116. Fourteen Areas in Which to Become a Complete Sales Team Leader
286
3
117. Nine Guidelines for Sales Force Compensation
289
2
118. Ten Expectations to Have When Your Company Is Merged
291
3
119. Ten Prescriptions for Staying Out of Legal Trouble
294
2
Chapter 11: A Day in the Life of Wally Weakcloser
296
11
120. Forty-Four Things Wally Did Wrong
296
11
About the Authors
307
2
Does Your Sales Team Need Help?
309
2
Do You Have Sales Smarts?
311