The Pocket Sales Mentor: Proven Sales Strategies at Your Fingertips

by Gschwandtner, Gerhard

• ISBN13: 9780071475877
• ISBN10: 0071475877
• Format: Hardcover
• Copyright: 2006-10-17
• Publisher: McGraw-Hill

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

Generating leads	p. 1
Cold-calling techniques	p. 13
Leaving voice mail	p. 23
Winning sales letters	p. 33
Effective e-mail	p. 45
Successful proposals	p. 53
Making the most of trade shows	p. 61
Surveys that get results	p. 69
Qualifying leads	p. 75
Relationship building	p. 81
Getting past gatekeepers	p. 91
Beating the competition	p. 99
Uncovering needs	p. 107
How to sell value	p. 115
Fearless presentations	p. 121
Using selling psychology	p. 133
Win-win negotiations	p. 139
Overcoming objections	p. 147
Closing every time	p. 159
Upselling techniques	p. 169
Follow-up for better sales	p. 175
Time management skills	p. 185
Self-motivation strategies	p. 195
Managing stress	p. 203
Success principles	p. 213
Table of Contents provided by Blackwell. All Rights Reserved.