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9781564146410

Ultimate Selling Power

by
  • ISBN13:

    9781564146410

  • ISBN10:

    1564146413

  • Format: Paperback
  • Copyright: 2002-10-01
  • Publisher: Career Pr Inc
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Supplemental Materials

What is included with this book?

Summary

Ultimate Selling Power reveals how average salespeople in a variety of industries have created multimillion dollar careers using many powerful newly developed sales and marketing techniques. It is a practical, step-by-step guide showing what the best, most successful salespeople in the world are doing to attract an almost unlimited number of customers and clients and to close a record-breaking number of sales. Book jacket.

Author Biography

Dr. Donald Moine is considered one of the founders and pioneers in the new field of Sales Psychology. A frequent convention speaker for Fortune 500 companies, Dr. Moine has delivered sales training seminars across the United States, Canada, Mexico, Europe, Australia, and the Far East. Dr. Moine is president of the Association for Human Achievement based in Rolling Hills Estates, California. He has appeared on more than 100 major talk-radio and television shows. Dr. Ken Lloyd is the author of Jerks at Work and Be the Boss Your Employees Deserve (Career Press). He is a nationally syndicated workplace advice columnist (The New York Times Syndicate), author, and consultant.

Table of Contents

Foreword 13(19)
Ted Thomas
Introduction 19(2)
The Real Psychology of Selling
21(1)
Persuasion for Professionals
22(1)
What is Ultimate Selling Power?
22(3)
The Mindsets of Sales Millionaires
25(22)
The Sales Millionaire's Mindset Placed Under a Microscope
27(1)
Do Not Be Afraid to Be Persuasive
28(3)
The Psychology of Sales Professional
31(1)
The Superstar's Mindset Toward Persuasion
31(2)
Looking for the Root Causes
33(2)
How to Sell Yourself on Selling
35(1)
Believing in the Value You Bring to the Table
36(4)
The Truth About the Process of Selling
40(3)
The Power of Invisible Selling
43(4)
The Best Ways of Dealing With Concerns, Objections, and Resistances
47(22)
The Increadible Power of Worlds
49(2)
Do Not Be Intimidated By the Power of Words
51(2)
The Power of Organized Words
53(1)
Real-Life Examples
54(1)
Why Salespeople Deny They Use Scripts
55(4)
The Reality of Positive Thinking in Master Salesmanship
59(2)
The Meat and Potatoes of Sales Scripting
61(1)
Steps in Building Powerful Scripts
61(8)
How to Build a Multimillion Dollar Mastermind Sales Script Book
69(24)
Advanced Script Book Development Strategies
70(20)
A Billion Dollar Success Story
90(3)
You Take the Lead
93(20)
Looking for Leads
94(2)
Present Company Included
96(1)
Referrals Get Results
97(1)
Use Your Network to Net Leads
97(2)
Go to the Source
99(2)
``But My Company Provides Me With Leads''
101(1)
Trade Show Tactics
101(2)
Generating Leads With a Hospitality Room
103(2)
``But Trade Shows Don't Work in Our Business''
105(1)
Fishing for Leads on the Internet
106(1)
Ad Hoc Steps to Add Referrals
107(1)
What to Do With Those Leads
108(2)
Two Leading Types of Errors
110(1)
Leads That Are Not Misleading
111(1)
What You Want to See in CRM
112(1)
How to Develop and Use Your Unique Selling Proposition
113(20)
Developing Your Unique Selling Proposition
114(2)
How Long Should Your USP Be?
116(3)
What If your Services Are Not That Unique?
119(3)
But What If I Am Really, Really Ordinary?
122(3)
Mistakes to Avoid in Your USP
125(4)
Avoiding Cliches in Your Unique Selling Proposition
129(1)
Tips for the Salesperson Who Has No Credentials
130(3)
The Pre-Sale Warm-up
133(24)
Mind Over Matters
134(1)
What You Expect Is What You Get
135(1)
Get With the Programming
136(1)
Check Out the Company: Is It One You Want to Keep?
137(1)
Sources of Company Information
138(2)
Check Out the People
140(3)
An Important Lesson From Hollywood
143(1)
The Time to Qualify
144(2)
Speaking of Questions
146(3)
Do It Yourself
149(1)
What Do You Want to Know?
150(3)
More Contact Options Than Ever
153(2)
The Final Countadown
155(2)
How to Use the Media to Sell Your Products and Services
157(28)
Messages From the Media
157(2)
Getting Into Print
159(2)
The Marketplace for Your Articles
161(2)
Opportunities for Online Articles
163(1)
How to Pick a Topic for Your Article
164(1)
A Few Style Points
165(1)
Capitalizing on What You Write
166(3)
Use Your Articles to Get on Radio and Television
169(1)
Radio vs. Television
170(1)
Hiring a Public Relations Professional
171(3)
Doing Public Relations on Your Own
174(1)
The Best Contents for Your Promotional Package
175(2)
How Can You Generate Newsworthy Topics?
177(3)
You're Going on the Air Tomorrow. Yikes!
180(2)
Turning Your Articles into a Book or E-Book
182(1)
The Bottom Line
183(2)
The Power of Seminar Selling
185(20)
``I've Tried Everything''
186(1)
The Wide, Wide World of Seminar Marketing
187(1)
``But Seminar Selling Costs Too Much!''
188(2)
Turning Seminars From an Expense to a Profit Center
190(2)
But What About Personal Attention to Clients?
192(1)
How to Save Money In Conducting Sales Seminars
192(2)
Sharing the Costs of Doing Seminars
194(2)
Don't Let Your Peers Discourage You
196(1)
Proof of the Public's Desire for Seminars
197(1)
The Pros and Cons of Pre-Packaged Seminars
198(7)
Strategies and Tactics for Dealing With Challenging Prospects and Customers
205(20)
Dealing With Different Customers
206(1)
The Deliberative or Procrastinating Prospect
207(3)
The Silent Prospect
210(2)
The Fast-Talking Prospect
212(2)
The Dominant Prospect
214(2)
The Inaccessible Prospect
216(4)
The Complaining Prospect
220(3)
Out With the Old Adage
223(2)
Capitalize on the Power of CRM
225(28)
An Introduction to CRM
226(1)
CRM at Every Contact Point
227(1)
Other Powerful Benefits of CRM
228(8)
How Do You Profit From CRM?
236(1)
The 10-Point CRM Checkout System
237(13)
Making the Right CRM Decision
250(1)
The Bottom Line on CRM
251(2)
How Coaching Creates Ultimate Selling Power
253(18)
Solving the Major Challenges of Sales Coaching
254(4)
Do You Really Need a Coach?
258(1)
What Do Sales Coaches Do?
259(1)
Can You Be Coached by a Book or by Tapes?
260(3)
When is the Best Time to Start Working With a Coach?
263(3)
Who Can Actually Benefit from a Sales Coach?
266(1)
Finding a Great Sales Coach
267(2)
Put Your Career on Fast-Forward
269(2)
Epilogue: Interview With G. Edward Hunt 271(8)
Index 279(6)
About the Authors 285

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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