"Stop Selling . . .

                      Start Winning"

                         TABLE OF CONTENTS

 

INTRODUCTION

    Acknowledgements

    Preface

    What's so Special About This Book?

    Mis-Teachings and Mis-Truths About Sales

    My Personal History

 

PART 1:  THE ATTITUDE

    Chapter 1    Stop Selling--Start Winning

    Chapter 2    The Trusted Sales Advisor

    Chapter 3    Always Put Your Customer First

    Chapter 4    Do For Others, Not To Them

    Chapter 5    Why the Public Hates Sales People

    Chapter 6    Dealing With Rude People

    Chapter 7    SMILE!

 

PART 2:  APPEARANCE & EDUCATION

    Chapter 8    Health Can Be Wealth

    Chapter 9    General Appearance, Attitude, Empathy

    Chapter 10   Read, Read, Then Re-read

                           (Education is the Key)

 

PART 3:  THE CUSTOMER INTERVIEW

    Chapter 11   Interview, Don't Interrogate

    Chapter 12   The Interview Works Both Ways

    Chapter 13   Only Sell to Friends

    Chapter 14   Establishing Credibility

 

PART 4:  SALES TECHNIQUES

    Chapter 15   On Your Customer's Behalf

    Chapter 16   Never Prejudge

    Chapter 17   Use Testimonials

    Chapter 18   Becoming a Trusted Sales Advisor

    Chapter 19   Approaching and Greeting

    Chapter 20   Always Get When You Give

    Chapter 21   Let 'Em Off the Hook (Problems-No Big Deal)

    Chapter 22   Open--Don't Close

    Chapter 23   It's Presentation, Not Price

    Chapter 24   Appeal to their Honor or Pocketbook

    Chapter 25   Good Listeners Really Do Have Big Ears    

    Chapter 26   Admit Your Weaknesses as a Positive

 

PART 5:  BUILDING A CAREER

    Chapter 27   After-Sale Followup

    Chapter 28   Full-Time Student of Psychology

    Chapter 29   Career Boosts

    Chapter 30   Closing Statement