The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips

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  • Edition: 1st
  • Format: Hardcover
  • Copyright: 10/17/2006
  • Publisher: McGraw-Hill
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The number-one magazine for the sales industry, Selling Power is read by more than 500,000 sales professionals internationally-five times more than its closest competitor The complete library contains 18 books covering the whole gamut of sales subjects and featuring success stories from legendary salespeople, CEOs, and Fortune 100 companies

Author Biography

Gerhard Gschwandtner is the founder and publisher of Selling Power. He has more than three decades of international sales and marketing experience and is considered one of the leading experts in the field of sales performance.

Table of Contents

Generating leadsp. 1
Cold-calling techniquesp. 13
Leaving voice mailp. 23
Winning sales lettersp. 33
Effective e-mailp. 45
Successful proposalsp. 53
Making the most of trade showsp. 61
Surveys that get resultsp. 69
Qualifying leadsp. 75
Relationship buildingp. 81
Getting past gatekeepersp. 91
Beating the competitionp. 99
Uncovering needsp. 107
How to sell valuep. 115
Fearless presentationsp. 121
Using selling psychologyp. 133
Win-win negotiationsp. 139
Overcoming objectionsp. 147
Closing every timep. 159
Upselling techniquesp. 169
Follow-up for better salesp. 175
Time management skillsp. 185
Self-motivation strategiesp. 195
Managing stressp. 203
Success principlesp. 213
Table of Contents provided by Blackwell. All Rights Reserved.

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