文档介绍：ABC Amber CHM Converter Trial version,
10 Steps to Sales ess: The Proven
System That Can Shorten the Selling
Cycle, Double Your Close Ratio, and
Significantly Increase Your e
by Tim Breithaupt ISBN:081447165
x
© 2003 (224 pages)
This text provides tools and techniques
enabling you to easily navigate the entire
selling process from A to Z; it shows how to
close sales faster, allowing you to have more
time for yourself each day and significantly
increase your e.
Table of Contents
10 Steps to Sales ess—The Proven System that Can Shorten the Selling Cycle, Double Your Close Ratio, and Significantly Increase Your
e
Preface
Introduction—Why This Book?
Chapter 1 - The Sequential Model of Professional Selling
Chapter 2 - Attitudes of ess: Five Pillars
Chapter 3 - Planning and Preparation: Measure Twice, Cut Once
Chapter 4 - Time Management: It's About Time
Chapter 5 - Prospecting: I Know Where You Are Hiding
Chapter 6 - Building Rapport and Trust: Behavioral Flexibility
Chapter 7 - Discovery: Game Day
Chapter 8 - Presentation Skills: Value-Added Solutions
Chapter 9 - Confirming the Sale: Closing
Chapter 10 - Creative Negotiation: There is Always a Way
Chapter 11 - Action Plan: Implementation
Chapter 12 - Follow-Up: You Never Call or Write Anymore
Conclusion
Bibliography
mended Readings
Index
List of Figures
List of Sidebars
ABC Amber CHM Converter Trial version,
Back Cover
Selling is plex process. In order to eed, sales professionals need to have not only a
healthy self-esteem, but also a precise, proven system to get them confidently through each sales
call. In Ten Steps to Sales ess, sales expert Tim Breithaupt both teaches and inspires—providing
a treasure-trove of practical tools and techniques designed to cover the entire selling process from
A to Z. The book presents plete methodology based on the author’s "Ten-Step Model of
Sequential Selling," comprisin