Close The Deal Smart Moves For Selling: 120 Checklists To Help You Close The Very Best Deal

by Deep, Sam; Sussman, Lyle

• ISBN13: 9780738200385
• ISBN10: 0738200387
• Format: Paperback
• Copyright: 1998-12-30
• Publisher: Basic Books

Summary

Deep and Sussman'sSmart MovesandSmart Moves for People in Chargegave readers checklists for climbing the corporate ladder and taking on leadership tasks. Now, teamed with one of the country's premiere sales-training firms, they apply the same popular, practical approach to a vital task for any organization: selling. Whether you're introducing a product, marketing your small business's services, or selling your boss on a new idea, you'll benefit from checklists like these: Seven Fears All Buyers Share Thirteen Ways to Warm Up to Cold Calling Ten Different Ways to Set Your Asking Price Eight Questions to Help You Sell with Integrity For training, troubleshooting, and a quick review before every important call, sales professionals will be sold onSmart Moves for Selling.

Author Biography

Sam Deep is a consultant and trainer from Pittsburgh. Lyle Sussman, Ph.D., is Professor of Management at the University of Louisville. Their other books include Yes, You Can! (80,000 sold) and What to Say to Get What You Want (60,000 sold). The Sandler Sales Institute provides sales training through its national network of 180 affiliates. Sam Deep is a consultant and trainer from Pittsburgh. Lyle Sussman, Ph.D., is Professor of Management at the University of Louisville. Their other books include Yes, You Can! (80,000 sold) and What to Say to Get What You Want (60,000 sold). The Sandler Sales Institute provides sales training through its national network of 180 affiliates.

Table of Contents

Acknowledgments	xi	(2)
Introduction: Less Pain, More Gain	xiii
Chapter 1: Prepare for Success	1	(27)
1. Eleven Advantages of a Selling Career	1	(2)
2. Fourteen Tips for Presenting a Professional Image	3	(3)
3. Nine Steps to a Positive First Impression	6	(2)
4. Nineteen Steps to Get Value from a Sales Meeting	8	(3)
5. Seven Ways to See Yourself as Others Do	11	(2)
6. Fifteen Affirmations to Get Through a Tough Day	13	(1)
7. Eleven Actions That Increase Your Energy	14	(2)
8. Ten Hints to Beat Procrastination	16	(2)
9. Twenty Areas of Life Where Your Actions Need to Match Core Values	18	(2)
10. Ten Communication Strategies of Successful Sales Professional	20	(2)
11. Ten Tips for Avoiding Common Communication Errors	22	(3)
12. Ten Ways to Keep Your Selling Skills Sharp	25	(3)
Chapter 2: Master TIPPS (Time, Information, People, Place, and Stress)	28	(35)
13. Thirteen Tips for Time Management	28	(3)
14. Nine Ways to Maximize "Pay Time" and Minimize "No Pay Time"	31	(2)
15. Eleven Qualities of a Successful Sales Plan	33	(2)
16. Thirteen Strategies for Serving Large Territories	35	(2)
17. Ten Guidelines for Phoning across Time Zones	37	(2)
18. Thirteen Ways to Make Valuable Contributions to a Meeting	39	(2)
19. Thirteen Guidelines for Working with Tough Coworkers	41	(5)
20. Seventeen Guidelines for Working with Tough Bosses	46	(4)
21. Seventeen Questions to Help You Sell with Integrity	50	(2)
22. Thirteen Tips for Maintaining Personal Balance	52	(3)
23. Thirteen Empowering Responses to Adversity	55	(2)
24. Fourteen Antidotes for Stress	57	(3)
25. Sixteen Goals That Successful Salespeople Achieve	60	(3)
Chapter 3: Know Your Market	63	(25)
26. Ten Methods to Track Market Trends	63	(2)
27. Ten Techniques for Conducting a Competitor Analysis	65	(2)
28. Fourteen Sources of Market and Customer Information	67	(3)
29. Ten Dimensions That Define Your Market	70	(2)
30. Eleven Guidelines for Creating a Customer Advisory Group	72	(3)
31. Thirteen Smart Price-Setting Strategies	75	(2)
32. Thirteen Qualities of Attractive Premiums	77	(3)
33. Six Methods to Create a Sales Forecast	80	(1)
34. Twenty-Five Strategic Questions to Improve the Impact of Sales and Marketing Campaigns	81	(2)
35. Fifty Business Terms to Master	83	(5)
Chapter 4: Find Buyers	88	(37)
36. Forty Sources for Leads	88	(2)
37. Thirteen Tips for Increasing Your Net Worth Through Networking	90	(3)
38. Nine Strategies for Getting Past the Receptionist on the Phone	93	(3)
39. Sixteen Strategies for Getting More Appointments with Buyers over the Phone	96	(5)
40. Nine Creative Ways to Get the Appointment	101	(2)
41. Seven Steps for Remembering a Person's Name	103	(2)
42. Fifteen Ways to Warm Up to Cold Calling	105	(2)
43. Fourteen Methods for Rejecting Rejection	107	(3)
44. Ten Ways to Get the Most Out of a Booth at a Trade Show	110	(4)
45. Twenty-One Ways You and Your Company Can Make a Splash at a Trade Show	114	(2)
46. Ten Tips for Working a Trade Show	116	(2)
47. Seventeen Ingredients of a Successful Direct Mail Marketing Campaign	118	(4)
48. Sixteen Tips for Getting Your Letters Read	122	(3)
Chapter 5: Analyze Buyers	125	(21)
49. Ten Psychological Principles You Need to Know	125	(3)
50. Four Ways to Categorize Personality Types	128	(1)
51. Ten Signs of Interpersonal Style	129	(2)
52. Twelve Ways to Tailor Your Sales Presentation to How Buyers Screen the World	131	(3)
53. Seven Fears All Buyers Have	134	(2)
54. Eleven Negative Assumptions Most Buyers Have about You and the Sales Process	136	(2)
55. Seven Ways You Don't Want to Enable Buyers to Abuse You	138	(1)
56. Ten Steps for Discovering the Buyer's Budget	139	(3)
57. Twenty-Seven Facts to Learn about Your Buyer	142	(1)
58. Twenty-One Questions to Ask about the Buyer's Decision-Making Process	143	(3)
Chapter 6: Bond and Build Rapport	146	(26)
59. Eleven Reasons Up-Front Contracts Help You and the Buyer	146	(4)
60. Ten Ways to Increase Sales Effectiveness Through Vocals	150	(2)
61. Fifteen Ways to Increase Sales Effectiveness Through Body Language	152	(3)
62. Fourteen Statements That Help Buyers Maintain Their Self-Esteem	155	(2)
63. Ten Suggestions for Selling to a "Dominant" Type	157	(2)
64. Eight Suggestions for Selling to an "Influencer" Type	159	(2)
65. Six Suggestions for Selling to a "Steady Relater" Type	161	(1)
66. Eight Suggestions for Selling to a "Compliant" Type	162	(2)
67. Twelve Ways to Identify and Sell to a Visual Buyer	164	(2)
68. Twelve Ways to Identify and Sell to an Auditory Buyer	166	(2)
69. Twelve Ways to Identify and Sell to a Kinesthetic Buyer	168	(4)
Chapter 7: Determine the Pain	172	(26)
70. Seven Motives Your Buyer May Have	172	(2)
71. Nine Reasons Why Questions Are Your Most Powerful Sales Tools	174	(1)
72. Eight Types of Questions and When to Ask Them	175	(2)
73. Nine Ways to Ask Questions Without Sounding Alienating or Manipulative	177	(2)
74. Fifteen Steps to Better Listening	179	(4)
75. Thirty-Four Pains Your Product or Service Might Reduce	183	(1)
76. Thirty Questions That Probe for Pain	184	(2)
77. Nineteen Reverses That Clarify the Buyer's Position	186	(4)
78. Fifteen Dummy-up Reverses That Keep You in Charge	190	(2)
79. Nine Ways to Remain Third-Party During a Sales Call	192	(2)
80. Fourteen Intangibles Buyers Will Buy	194	(4)
Chapter 8: Get the Sale	198	(31)
81. Thirteen Uses of Negative Reverse Selling	198	(4)
82. Sixteen Tough Questions to Build Your Product Knowledge	202	(2)
83. Eight Ways to Communicate Product Knowledge	204	(1)
84. Seven Tips for Translating Your Jargon	205	(2)
85. Fourteen Ingredients of a Winning Proposal	207	(3)
86. Fourteen Steps to Ensure Successful Sales Presentations to Groups and Committees	210	(4)
87. Twenty Steps to a Successful Presentation to a Large Audience	214	(4)
88. Eight Questions to Ask When the Buyer Is Considering Someone Else's Offer	218	(2)
89. Eight Questions to Ask When Pressured to Respond to an Unreasonable Deadline or Price Offer	220	(1)
90. Eleven Questions to Ask When the Buyer Says, "Take It or Leave It"	221	(3)
91. Fourteen Strategies for Creating Win-Win Negotiations	224	(3)
92. Eight Times to Walk Away from a Sale	227	(2)
Chapter 9: Manage the Post-Sell	229	(30)
93. Twenty Questions That Help You Debrief Your Sales Call	229	(1)
94. Six Ways to Add Value to a Client's Business	230	(2)
95. Five Ways Customers Want Your Product or Service	232	(2)
96. Fifteen Questions to Answer to Ensure Major Account Penetration	234	(2)
97. Fifteen Customer Service Visions	236	(2)
98. Eighteen Categories of Questions to Focus Your Customer Service	238	(3)
99. Ten Commandments of Exceptional Customer Service	241	(2)
100. Fourteen Steps to a Customer Satisfaction Survey	243	(2)
101. Seventeen Customer Encounters That Call for Gracious Responses	245	(3)
102. Nine Strategies for Preventing Buyer's Remorse	248	(2)
103. Eleven Responses to Heal the Customer Who Feels Betrayed	250	(4)
104. Twelve Strategies for Hanging on to Your Customers	254	(3)
105. Six Steps to Ensure You Don't Lose an Endangered Customer	257	(2)
Chapter 10: Selling in the New Millennium	259	(37)
106. Ten Personal Characteristics Required of Sellers in the New Millennium	259	(2)
107. Nine Ways to Become More Resilient in Times of Change	261	(3)
108. Fifteen Ideas for Better Use of Information Technology	264	(3)
109. Eleven Hints for Using Presentation Software	267	(2)
110. Eighteen Tips for Selling on the Internet	269	(4)
111. Eleven Principles of E-mail Etiquette	273	(3)
112. Fourteen Tips for Successful Team Sales	276	(3)
113. Thirteen Rules for Selling Across Cultures	279	(3)
114. Nine Tips for Selling Through an Interpreter	282	(2)
115. Ten Ways to Increase Customer Share	284	(2)
116. Fourteen Areas in Which to Become a Complete Sales Team Leader	286	(3)
117. Nine Guidelines for Sales Force Compensation	289	(2)
118. Ten Expectations to Have When Your Company Is Merged	291	(3)
119. Ten Prescriptions for Staying Out of Legal Trouble	294	(2)
Chapter 11: A Day in the Life of Wally Weakcloser	296	(11)
120. Forty-Four Things Wally Did Wrong	296	(11)
About the Authors	307	(2)
Does Your Sales Team Need Help?	309	(2)
Do You Have Sales Smarts?	311