9780071475853

Sales Stories to Sell By : 95 True Accounts of Success You Can Use to Close More Deals

by
  • ISBN13:

    9780071475853

  • ISBN10:

    0071475850

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 10/10/2006
  • Publisher: McGraw-Hill

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Summary

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

Be Prepared
1(2)
Creative Closings
3(2)
Ask and You Shall Receive
5(2)
Getting Past Gatekeepers
7(2)
My Sales Gamble
9(2)
Know Your Competition
11(1)
Limitless Opportunities
12(2)
Selling with a Personal Touch
14(2)
Giving All You've Got
16(1)
Competitive Bidding
17(2)
Give Up? Never!
19(2)
A Problem Solved
21(1)
An Ear for a Sale
22(1)
When Trash Is Treasure
23(1)
The Show Must Go On
24(1)
Better than Home Brew
25(1)
Find Hidden Objectives
26(2)
Don't Take ``No'' for an Answer
28(2)
Providing Customer Service
30(2)
Accentuate the Positive Points
32(1)
Closing with Flair
33(1)
Writing Better Sales Letters
34(2)
Winning Back Lost Customers
36(1)
Creating the Right Presentation
37(2)
Improving Listening Skills
39(2)
Tracking Down a Sale
41(1)
On the Ball
42(1)
Follow Universal Teachings
43(1)
The Power of Tact
44(1)
License to Sell
45(1)
Add Variety to Your Selling
46(2)
Honor Diversity
48(1)
The Backbone of Sales
49(1)
A Quiet Close
50(1)
The Perpetual Prospect
51(2)
Sale Resuscitation
53(1)
Equal Opportunity
54(2)
Cold Calls Yield Results
56(2)
Follow the Customer's Lead
58(2)
Sell Quality, Not Price
60(1)
What Your Customer Needs
61(2)
Persistence Pays Off
63(1)
Don't Be Caught Unprepared
64(1)
Reverse Psychology
65(1)
A Year in the Life
66(2)
Closing the Eavesdroppers
68(1)
Just Say No
69(2)
Selling with Integrity
71(1)
Getting Your Foot in the Door
72(2)
Show What You Know
74(1)
Lessons for the Teacher
75(1)
Music to My Ears
76(2)
No Job Too Small
78(2)
Oaks from Little Acorns
80(1)
Reassessment Plan
81(1)
Effective Qualifying
82(2)
Always Talk to Strangers
84(2)
Confidence Gained
86(2)
Customization Pays
88(2)
Get the Picture?
90(1)
Emergency Measures
91(2)
Customer Appreciation
93(1)
Take Another Look
94(1)
Take My Receptionist . . . Please
95(2)
A Classified Success
97(2)
A Thing of the Past
99(2)
Networking Skills
101(2)
Food for Thought
103(1)
Visualizing Yields Results
104(1)
Establishing Rapport
105(1)
Overcoming Objections
106(2)
Adding Value
108(2)
Gatekeeper as Customer
110(2)
Former Customers Aren't ``Lost''
112(1)
Going Above and Beyond
113(2)
Tailor Solutions
115(2)
The Little Company Wins Big
117(1)
The Importance of Integrity
118(2)
Make an Impression
120(2)
Better Brainstorming
122(2)
Expect the Unexpected
124(2)
Unforgettable Final Offers
126(2)
The Power of Concentration
128(2)
Honesty Is the Best Policy
130(2)
Customers Are Number One
132(2)
Double the Sales
134(1)
The Oooh-Aaah Close
135(2)
A Tie to the Rescue
137(2)
Upselling Techniques
139(2)
Keeping Nerves under Control
141(1)
Follow-Up Is International
142(2)
Out of This World
144(1)
Using a Low-Key Approach
145(1)
Stand and Deliver
146(2)
Asking for Referrals
148(3)
Contributing Experts Directory 151(4)
Index 155

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