Table Of Contents
Acknowledgments vi
Introduction viii
 
PART I
MASTERING THE RIGHT SELLING ATTITUDE
1 The Right Selling Attitude 5
2 Choose Your Attitude 11
3 Nurture Your Self-Esteem 17
4 Think Positive. Be Positive. 22
5 Have a Vision & Set Goals 25
6 Plan Your Work. Work Your Plan. 33
7 Maintain Your Focus & Determination 44
8 Establish Good Work Habits 56
 
PART II
MASTERING THE FUNDAMENTALS OF SELLING
9 See The People 69
10 Build Quality Relationships 76
11 The Buying Process 95
12 Create Interest 111
13 Stimulate The Buyer's Emotions 139
14 Provide Quality Customer Service 143
 
PART III
MASTERING THE SELLING PROCESS
15 Step 1 - Prepare the Sales Call 160
16 Step 2 - Create Interest 189
17 Step 3 - Identify The Buyer's Needs & Wants 213
18 Step 4 - Create The Want 233
19 Step 5 - Close The Sale 246
 
Conclusion 284
About the Author 287