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Tables of Contents for Selling for Dummies
Chapter/Section Title
Page #
Page Count
Introduction
1
6
Part I: The Art of Selling
7
38
You Don't Need a Plaid Sport Coat
9
10
The Seven-Step Selling Cycle
19
10
Making Selling Your Hobby: It's All in the Attitude
29
16
Part II: Doing Your Homework
45
54
What You Don't Know about Your Clients Can Kill Your Chances of Success
47
34
Knowing Your Product
81
8
Taking Advantage of Technology
89
10
Part III: The Anatomy of a Sale
99
138
Finding the People Who Need What You Have
101
24
Getting an Appointment and Putting Your Clients at Ease
125
26
Qualifying Your Way to Success
151
16
Winning Presentations
167
18
Addressing Customer Concerns
185
14
Closing the Sale
199
26
Getting Referrals from Your Present Clients
225
12
Part IV: Growing Your Business
237
48
Following Up and Keeping in Touch
239
16
Using the Internet to Make More Sales
255
8
Planning Your Time Efficiently
263
22
Part V: You Can't Win 'Em All
285
24
Handling Failure and Rejection
287
12
Setting Goals to Stay Focused
299
10
Part VI: The Part of Tens
309
36
The Ten Biggest Sales Mistakes
311
6
Ten Ways to Improve Your Selling
317
4
Ten Ways to Master the Art of Selling
321
10
Ten Characteristics of Professional Persuaders
331
4
Ten Advanced Closes
335
6
Ten of the Best Web Sites for Sales Professionals
341
4
Appendix: Recommended Resources
345
6
Index
351