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

by Gschwandtner, Gerhard

• ISBN13: 9780071475853
• ISBN10: 0071475850
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-10-10
• 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

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