Relationship Selling : The Eight Competencies of Top Sales Producers: How to Reach the Top 1% in Just 15 Extra Minutes a Day

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  • Format: Hardcover
  • Copyright: 2002-11-01
  • Publisher: Intl Pub Marketing

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If you were to spend just fifteen minutes each day gaining one new sales idea or sharpening a skill, within just a few years you would become an industry leader. The Eight Competencies gives you the simple essential elements for your self-directed performance improvement. As you grow your knowledge base, you will gain self-mastery. This competency-based book involves the incorporation of "emotional intelligence" into your sties career as well as the profit-focused "hard skills." Jim Cathcart's sales philosophy is quite simple -- Business should be practiced as an act of friendship, rather than merely as a process of negotiation. It is about connecting with people profitably, not merely persuading them to buy.

Author Biography

Jim Cathcart is the founder, and CEO of Cathcart Institute. Inc., cofounder of MentorU.com and of ProfessionalSpeaker.com. Since the mid-1970s, Jim has been a corporate executive, professional trainer, entrepreneur, and psychological researcher

Table of Contents

Acknowledgmentsp. xix
Forewordp. xxiii
How to Use This Bookp. xxv
Become the Person You Will Need to Bep. xxvii
The Relationship Selling Concept
How to Reach the Top One Percent of Your Fieldp. 1
How to Produce Sales Right Nowp. 3
The Eight Competencies of Relationship Sellingp. 10
The Seven Steps of Relationship Sellingp. 12
Your Sales Readiness Self-Assessmentp. 15
What Is Missing from Your Sales Arsenal?p. 20
The Evolution of Sales Practicesp. 22
Solutions and Connectionsp. 24
Industrial Era versus Organic Era Sellingp. 25
Your Edge: Product, Price, and Peoplep. 27
The Five P's of Marketingp. 28
The Relationship or The Salep. 29
The Eight Competencies of Relationship Selling
Prepare Build and Sustain Your Sales Readinessp. 33
Be Ready to Do Your Job Wellp. 33
Preparing Yourself to Excelp. 35
Assessing Your Professional Equityp. 37
How Do You Want to Be Known?p. 40
The Daily Questionp. 42
Need for Product Knowledge versus Selling Skillp. 45
The Sales Planning Guidep. 47
lCompetency 2p. 51
What Is a Market for You?p. 51
How to Profile a Marketp. 53
Identifying Ideal Customersp. 56
The Friendship Treep. 58
How to Get Referrals and Testimonialsp. 60
Ten Steps for Referral Prospectingp. 63
Six Groups Who Must Benefit from What You Dop. 65
The Kinds of People You Need around Youp. 66
Defining and Expanding Your Inner Circlep. 68
lCompetency 3p. 73
Keeping People in the Right Frame of Mindp. 73
Managing Tension and Trustp. 75
Managing Tension during the Sales Processp. 76
How to Be Welcomed by Your Customersp. 80
Being a Partner versus a Persuaderp. 82
Your Unique Selling Propositionp. 85
Three Essentials for a Healthy Relationshipp. 87
Key Telephone Skillsp. 88
Using Letters and Testimonialsp. 90
Public Speaking Skillsp. 94
lCompetency 4p. 99
Listen--and Learnp. 99
Understanding Needs--Which Do You Address?p. 102
What the Customer Experiencesp. 104
Know What to Be Curious Aboutp. 106
Tips for Effective Questioningp. 108
Ten Keys to Active Listeningp. 110
Irritating Listening Habitsp. 112
Identifying Customer Needsp. 114
Roles and Buying Influencesp. 115
Reading Peoplep. 117
Identifying the Four Behavioral Stylesp. 120
How to Be Flexible with Each Stylep. 123
Understanding Personal Velocity Differencesp. 125
The Seven Natural Valuesp. 129
How Are You Smart?p. 132
Intellectual Bandwidthp. 135
lCompetency 5p. 139
Show How You Bring Valuep. 139
See the Meaning in What You Dop. 141
The Structure of Effective Presentationsp. 144
Let the Customer Sell Himselfp. 147
Rescuing Customers from Competitorsp. 148
How to Sell through Othersp. 150
lCompetency 6p. 153
The Benefit Summaryp. 153
Confirming versus Closing the Salep. 155
Resistance--Objections Are Feedbackp. 157
Why Customers Resist and What to Do about Itp. 159
Handling "It Costs Too Much"p. 162
Recognizing Buying Signalsp. 165
Ten Power Factors in Negotiationsp. 168
The Pilot Program and the Puppy Dog Salep. 171
Timing--When to Ask for the Orderp. 173
Asking for the Salep. 175
lCompetency 7p. 179
The Value of Assuring Customer Satisfactionp. 179
pH Balance: Profits High, People Happyp. 181
What Is a Customer Worth to You?p. 183
Exceeding Customers' Expectationsp. 186
Assuring After-Sale Satisfactionp. 187
Warning Signs of Dissatisfactionp. 191
Fifteen Ways to Stay Close to Customersp. 193
Annual Account Reviewsp. 196
Resolving Customer Problemsp. 198
Handling Problems by Phonep. 201
When to Fire a Customerp. 203
lCompetency 8p. 209
Improve Yourself for Sellingp. 209
Selling by the Numbersp. 211
Why Goals Matterp. 213
Your Daily "Thought Diet"p. 216
How Success Is Madep. 220
Roles, Responsibilities, and Expectationsp. 221
Self-Empowerment--The Eight T'sp. 223
The Marketing, Sales, and Service Mixp. 224
Managing Yourself: Be Your Own Sales Managerp. 225
How to Win a Sales Contestp. 227
Think Net, Not Grossp. 229
Lead with Your Heart, Guide with your Headp. 231
Begin Another Growth Cyclep. 233
The Author: Jim Cathcartp. 237
Recommended Reading (Bibliography)p. 239
More Ways to Learn Relationship Sellingp. 243
Indexp. 245
Table of Contents provided by Syndetics. All Rights Reserved.

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