The Power of Selling
v. 1.0
Table of Contents
Licensing Information
Chapter 1: The Power to Get What You Want in Life
Chapter Introduction
Get What You Want Every Day
Selling: Heartbeat of the Economy and the Company
Selling U: The Power of Your Personal Brand
Review and Practice
Chapter 2: The Power to Choose Your Path: Careers in Sales
Chapter Introduction
What Does It Take to Be in Sales?
Sales Channels and Environments: Where You Can Put Your Selling Skills to Work
Selling U: Résumé and Cover Letter Essentials
Review and Practice
Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work
Chapter Introduction
The Power of Relationship Selling
Putting Adaptive Selling to Work
Selling U: Networking—The Hidden Job Market
Review and Practice
Chapter 4: Business Ethics: The Power of Doing the Right Thing
Chapter Introduction
Business Ethics: Guiding Principles in Selling and in Life
Policies, Practices, and Cultures
Selling U: Selling Your Personal Brand Ethically—Résumés and References
Review and Practice
Chapter 5: The Power of Effective Communication
Chapter Introduction
Ready, Set, Communicate
Your Best Behavior
Selling U: The Power of Informational Interviews
Review and Practice
Chapter 6: Why and How People Buy: The Power of Understanding the Customer
Chapter Introduction
Buying 101
How the Buying Process Works
Selling U: Developing and Communicating Your Personal FAB
Review and Practice
Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers
Chapter Introduction
It’s a Process: Seven Steps to Successful Selling
Prospecting: A Vital Role in the Selling Process
Go Fish: Resources to Help You Find Your Prospects
Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
Review and Practice
Chapter 8: The Preapproach: The Power of Preparation
Chapter Introduction
Researching Your Prospect: Going Deeper
Solving, Not Selling
Identify Precall Objectives: Getting Smart about Your Sales Call
Prepare Your Presentation
Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
Review and Practice
Chapter 9: The Approach: The Power of Connecting
Chapter Introduction
First Impressions Make All the Difference
How to Start Off on the Right Foot
Choosing the Best Approach for the Situation
Overcoming Barriers to Success
Selling U: What’s Your Elevator Pitch for Your Brand?
Review and Practice
Chapter 10: The Presentation: The Power of Solving Problems
Chapter Introduction
Preparation: Your Key to Success
Dress for Success
Making Your Presentation Work
How to Use SPIN Selling in Your Sales Call
Putting It All Together
Selling U: Selling Yourself in an Interview
Review and Practice
Chapter 11: Handling Objections: The Power of Learning from Opportunities
Chapter Introduction
Objections Are Opportunities to Build Relationships
Types of Objections and How to Handle Them
Selling U: How to Overcome Objections in a Job Interview
Review and Practice
Chapter 12: Closing the Sale: The Power of Negotiating to Win
Chapter Introduction
Closing Starts at the Beginning
Collaborate to Negotiate
Selling U: Negotiating to Win for Your Job Offer
Review and Practice
Chapter 13: Follow-Up: The Power of Providing Service That Sells
Chapter Introduction
Follow-Up: The Lasting Impression
Customer Satisfaction Isn’t Enough
Selling U: What Happens after You Accept the Offer?
Review and Practice
Chapter 14: The Power of Learning the Ropes
Chapter Introduction
Managing Yourself, Your Income, and Your Results
Motivation, Learning, Enjoyment, Success
Selling U: It’s Your Career—Own It!
Review and Practice
Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business
Chapter Introduction
The Power of Entrepreneurship
Selling Yourself and Your Idea
Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
Review and Practice
Epilogue: You’ve Got the Power