
Selling in Tough Times Secrets to Selling When No One Is Buying
by Hopkins, TomBuy New
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Summary
Author Biography
Table of Contents
Introduction | p. xv |
What a Selling Career Really Is | p. 1 |
The Causes of Tough Times | |
Selling Is Serving | |
The Selling Career Commitment | |
Steeling Yourself for Survival | |
Your Ethics When Times Are Tough | |
What Kind of Salesperson Are You? | p. 23 |
Your Selling Style | |
Traits of the Top Sales Pros | |
How's Your Ego? | |
Your Fame Around the Office | |
How Do You Handle a Slump? | |
Changing Your Tactics | |
Going Back to the Fundamentals of Selling | |
What Stage of the Cycle Is Your Business in Now? (And What to Do About It) | p. 51 |
What to Do When Just Your Industry Takes a Hit | |
What to Do When Facing a Challenging Cycle | |
Going Back to Basics: Where to Begin | p. 68 |
How Many Steps Do You Use When Selling? | |
Why Should Someone Purchase from You? | |
What Makes You Likable? | |
How Do You Build Trust? | |
When You Finally Know They're Listening, What Do You Say? | |
It's Time to Get Them Talking | |
Summarize, Summarize | |
When You Think They're Ready to Go Ahead | |
Start by Keeping the Business You Have | p. 87 |
What to Send | |
When You Have Something New to Share | |
Going the Extra Mile with Service | |
How to Approach the Unintentionally Neglected Client | |
Human Contact | |
Loyalty-Building Campaigns | |
Success Is in Who You Already Know | p. 106 |
When Your Company Goes Out of Business or Downsizes | |
When the Competition Goes Down | |
Getting Introductions from Nonclients | |
Whose List Are You On? | |
The Power of Positive Press | |
Expand Your Circle | |
How to Quickly Determine If Someone Is an Ideal New Client for You | p. 126 |
Where to Find Qualified Clients | |
Getting Potential Clients to Talk | |
The Power of Effective Qualifying | |
The Product Will Serve Their Needs, but Are They Ready to Own? | |
When It's Time to Work with More Clients | |
Qualify All the Time | |
Eliminating Money Concerns | |
Reducing Sales Resistance | p. 148 |
Brick by Brick | |
Poor Decision Makers | |
What Are Clients Afraid Of? | |
Converting Clients from the Competition | p. 170 |
Anticipate the Competition Objection | |
When an Existing Client Considers the Competition | |
Gaining Business from the Competition | |
Closes That Help Clients Overcome Fear | p. 191 |
When Decision Makers Procrastinate | |
Catch Me, Catch Me | |
Is There Enough Trust? | |
Closes for Challenging Situations | |
Methods for Cutting Costs While Continuing to Appear Successful | p. 211 |
Belt-Tightening Tips for Sales Pros | |
Cost-Cutting Measures for Businesses | |
Sharing the Wealth (or Savings) | |
Selling Is Service | p. 228 |
Serving the Masses | |
Serving Your Own Needs | |
Negate the Effects of Negativity | |
Train Yourself to Succeed | |
Reference Material | p. 239 |
Index | p. 241 |
Table of Contents provided by Ingram. All Rights Reserved. |
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