Foreword by S. Anthony Iannarino

Introduction

PART ONE Simplifying Your Selling

1 What is Selling?

2 Understanding Your Selling Process

3 Balancing Selling and Buying

4 The Mechanics of Decision Making

5 The Ratio of Planning to Action

6 Earning Selling Time

7 Being the Seller Your Customers Need

8 Simplifying Your Selling

9 Winning the Sale

PART TWO Accelerating Responsiveness

10 The Speed of Responsiveness

11 The New Sales Funnel

12 Accelerating Your Responsiveness

13 The Power of the First Perception

PART THREE Maximizing Value

14 Delivering Maximum Value

15 Visualizing Value

16 The Peak/End Rule of Sales

17 Delivering Value with Peak/End Selling

18 Shaping the Buying Vision

19 Being 1 Percent Better is Enough

20 Making Your Selling Memorable

PART FOUR Growing Through Follow-Up

21 The Simplest Strategy for Growth

22 The No-Lead-Left-Behind Sales Process

23 Standing Out By Following Up

PART FIVE Amp Up Your Prospecting

24 To Cold Call or Not to Cold Call

25 Doing What It Takes to Succeed

26 Sell More: The Difference

Between Activity and Prospecting

27 Being Worth a Second Call

28 Practicing Value-Based Persistence

PART SIX Qualification: Doing More with Less

29 Are You Selling to the Right Customers?

30 The Bullet -Proof Qualification Process

31 Qualifying on Price and Value

32 Objections and Qualification

33 Building a Productive Pipeline

PART SEVEN Mastering Stories That Sell

34 Becoming an Effective Content Curator and Provider

35 Four Questions to Build Compelling Sales Stories

36 Are Your Stories Worth Repeating?

37 Integrating Stories into Your Selling Process

PART EIGHT Selling Through Customer Service

38 Selling and Service

39 The Most Important Sales Call

40 Building Customer Relationships That Last

Index

About the Author