Making the sale is tougher than. That's why sales professionals and business owners who want to be the best need more than just smooth talk to make it in the sales business. Selling is a job that requires an updated toolkit for real, lasting success. This practical guide teaches you all the specialized skills you need to be a sales superstar. You'll learn how to better understand prospects, master the skills to draw in new customers, and discover the secret to closing any deal.
Table of Contents:
Foreword ix
Acknowledgments xi
Chapter 1 Sales is Not a Dirty Word 1
Chapter 2 Creating the Mind of a Sales Superstar 17
Chapter 3 Getting Your MBA—Massive Bank Account 35
Chapter 4 Getting What You Want Right Now! 55
Chapter 5 Put Time on Your Side 69
Chapter 6 It’s All About the Attitude 83
Chapter 7 Lead Generation = $ Creation 97
Chapter 8 Dance With the One Who Bought You 119
Chapter 9 The Yellow Brick Road and Its Potholes 135
Chapter 10 Setting the Stage 153
Chapter 11 The Johnny Carson Principle 171
Chapter 12 I’ll Take Door Number Two –Selection Time 183
Chapter 13 How to Get the Sale, Contract, and $ 197
About the Author 227
Index 229
About the Author :
MARK TEWART is an internationally recognized sales, sales marketing, and sales management expert with more than twenty years of experience. He is a professional member of both the National Speakers Association and Authors Guild, and speaks to audiences worldwide on the topics of sales, sales marketing, sales management, and creating a high-performance life. For more information and to receive a free newsletter and bonuses, go to www.marktewart.com.
