Can I Have 5 Minutes of Your Time? : A No-Nonsense, Fun Approach to Sales from Xerox's Former #1 Salesperson

by Becker, Hal

• ISBN13: 9781600373480
• ISBN10: 1600373488
• Format: Paperback
• Copyright: 2008-05-01
• Publisher: Ingram Pub Services

Summary

Can I Have 5 Minutes of Your Time? is one of the best selling books on sales to come along in over 20 years. The ideas and concepts inside have been used by tens of thousands of people to increase their sales performance.

Table of Contents

Foreword	p. xiii
How To Get More Dates	p. xiii
Acknowledgements	p. xv
Ten Steps...to Getting the Most out of This Book - and Out of Life!	p. xvii
What It Takes to Be the Best	p. 1
Desire and attitude are vital	p. 1
All of us sell every day	p. 2
"I'll never go back there again!"	p. 3
Picasso, Renoir, and Jones	p. 4
The plumber's secret	p. 5
The fable of the two woodsmen	p. 6
How to be the cream of the crop	p. 7
Think back (shudder!) to the last time you bought a car	p. 8
12:00! 12:00! 12:00!	p. 10
Do you sell confusion?	p. 14
Take the winning athlete's approach	p. 15
What's new under the sun?	p. 16
All you need to know about human relations	p. 17
The Five Habits of a Top Salesperson	p. 21
These five habits will set you apart from the pack	p. 21
How to make resolutions that work	p. 23
The secret of the top pros - in sales and sports	p. 30
Working smarter is fine as long as you keep working harder	p. 31
Make it fun!	p. 32
Effective Listening is Essential for Effective Selling	p. 35
Favorable attitudes and listening	p. 35
How can you get customers to trust you?	p. 36
How good a listener are you?	p. 38
Spare-thinking time	p. 39
Tips to help make you a better listener	p. 41
Ask questions the way doctors do	p. 43
Your job is to investigate and to satisfy the customer	p. 44
Confidence: You Must Earn It. It's Worth It!	p. 47
The benefits of confidence	p. 47
You have to earn it and you can	p. 48
How to make a positive impression	p. 49
Price is rarely the issue	p. 51
Testimonial: confidence sells	p. 53
High-impact workout to build self-confidence	p. 55
How bad can it get?	p. 57
The Use of Questions in Selling	p. 59
The art and absolute importance of using questions	p. 59
It's not cheating. It's being prepared	p. 60
The art of conversation and your class reunion	p. 61
Questions give you the initiative	p. 63
Questions allow you to tune in to your customer's style and needs	p. 63
You have license to ask questions	p. 64
The trial close: the question that establishes commitment	p. 65
How to use questions to probe for real wants and needs	p. 66
The anatomy of a real live sales call in eight steps	p. 70
The girl of my dreams	p. 78
Another proof: the art of cross-examination	p. 81
Simplify!	p. 81
Make Columbo your hero	p. 82
Remember Dale Carnegie?	p. 85
Overcoming Objections	p. 87
How to understand and handle objections	p. 87
Techniques that help you deal with objections	p. 87
Gang up on objections	p. 89
Why do you want objections? Consider these amazing facts	p. 90
When the girl of my dreams says no	p. 90
Cold Call Selling	p. 93
There are only two ways to get new business, and they aren't marketing and advertising	p. 93
When you really want to dance	p. 94
The truth about Babe Ruth	p. 95
Which is better, in person or by phone?	p. 96
How many cold calls do you make each day? Consistency counts	p. 97
Smarter, okay. Harder, yes!	p. 98
The screen	p. 100
Screens were not born yesterday	p. 101
Work while you wait	p. 103
Your cold call is not a sales call	p. 104
You can learn a lot on 1,400 tours	p. 105
When to take a rain check	p. 106
How would you like to get six days of work done in five?	p. 107
Bob's secret	p. 107
My favorite blizzard	p. 108
How to use the telephone in cold calling	p. 109
A great phone technique with the screen	p. 114
Fax Becker	p. 115
A strategy for under a buck for prospects who won't return your calls	p. 116
Another technique that works and costs less than a buck	p. 117
Customer Care	p. 121
To your customers, your company is you and everyone in it	p. 121
Pray for problems	p. 122
What to do when your contact keeps changing	p. 123
It's 4:45 on a Friday afternoon	p. 124
When customers don't know what they want	p. 126
Take care of your customers: the satisfied ones and the dissatisfied ones	p. 127
How to make your customers comfortable with the decision to buy	p. 128
Protect your reputation	p. 129
"The Guy in the Glass"	p. 130
The dissatisfied customer	p. 131
The nicest thing about the 2000's	p. 133
You have more dissatisfied customers than you realize!	p. 134
Smarter? No. Angrier? Yes!	p. 135
A week in the life of a customer	p. 136
Reputation: it's all you've got	p. 138
How about dessert? And-on sales	p. 139
A Case in Point	p. 141
What does the customer want? Let's look again at the car dealership on your corner	p. 141
Goal Setting and Time Management	p. 147
Goals: your rudder	p. 147
Two ways to save time on proposals	p. 150
Setting goals	p. 151
Manage your time if you want to succeed	p. 153
A $10 daily planner will change your life!	p. 155
How to plan your day	p. 157
For a buck or so, you can get highly organized	p. 158
Keep it all in perspective	p. 160
The Art of Closing	p. 163
When should you close?	p. 164
So you don't die	p. 165
Do you think it's harder than it is?	p. 167
Symptoms of unnecessary fear of closing	p. 168
Traits of a successful closer	p. 169
Half the game is in watching	p. 171
I took the manual off the shelf and made it a game	p. 172
The order blank close	p. 173
The alternative choice close	p. 174
The free trial a.k.a. puppy close	p. 174
The Ben Franklin close	p. 177
The call back close	p. 178
The lost sale close	p. 178
The "I'll think it over" close	p. 179
The question close	p. 179
The similar situation close	p. 180
Develop flexibility and variety	p. 181
From the buyer's side	p. 182
Getting through the valleys	p. 183
Why salespeople fail: David Sandler's four general assumptions	p. 185
About the Author	p. 191
More Information	p. 193
Sales Warranty Card	p. 195
The 10 Simple Steps of Sales Success	p. 197
Notes	p. 199
Table of Contents provided by Ingram. All Rights Reserved.