99 - Sales

Features

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Notes to self by topic

Contents

#1: Why Are You in Sales?

#2: Quantifying the Goal

#3: Dark Days of Selling

#4: Know Your Target

#5: Data Mining    

#6: Sketch Your Prospect

#7: Are You B2B or B2C?

#8: Law of Sales Attraction

#9: Knowing Your Product or

#10: Building Credibility

#11: The “I Don’t Know” Rule

#12: Features and Benefits

#13: Know Thy Competition

#14: Creating Value

#15: Sales Integrity

#16: Why Listening Works

#17: Open-Ended & Closed-Ended Questions

#18: Interview, Not an Investigation

#19: Active and Passive Listening

#20: You’re Not Selling, You’re Helping

#21: Seek to Understand First

#22: Find Reasons Not to Sell

#23: Sell Steak and the Sizzle

#24: Never Get Caught Selling

#25: The Six Stages of Selling

#26: Stage 1 - Prospecting

#27: Stage 2 – Qualification

#28: Stage 3 – Investigative

#29: Stage 4 – Presentation

#30: Stage 5 – Pricing

#31: Stage 6 – Closing

#32: The Sales Funnel

#33: Calculating Your Closing Rate

#34: The Rule of Thirds

#35: Five Reasons Prospect Don’t Buy

#36: When the Prospect Says They Don’t Have the Money

#37: When the Prospect Says They Don’t Have the Time

#38: When the Prospect Says They Don’t Have the Need

#39: When the Prospect Doesn’t Have a Sense of Urgency

#40: Building Trust When There is No Trust

#41: Crossing the Sales Gaps

#42: They’re Rejecting the Offer, Not You

#43: Principle of Least Interest Effect    

#44: Make the Client Discontent

#45: Long Sales Cycle versus Short Sales Cycle

#46: Measuring Your Sales Cycle    

#47: I Have to Speak with My X

#48: Send Me Your Information

#49: That’s Too Expensive or That’s Too Much Money

#50: Displaying Your Products

#51: Influence versus Manipulation

#52: The Primacy Effect

#53: The Recency Effect

#54: Presentation Sequence

#55: Pricing Option

#56: Social Proof

#57: Salting the Jar (Another Example of Social Proof)

#58: Rule of Consistency

#59: How Telemarketers Use Consistency

#60 Sales Truth Serum – How to Get Accurate Information    

#61: Sales Attention Grabbers

#62: Price Options

#63: I Don’t Know!

#64: Reducing Your Sales Cycle

#65: The Alternative Close

#66: Verbal Packaging

#67: Sequence Your Offer

#68: Building Instant Credibility

#69: Relative Value of Money

#70: Customer Orientation

#71: Sunk Cost Fallacy

#72: Customers Lie

#73: Prospecting

#74: Prospecting via Cold Calling

#75: Prospecting via Inquiry

#76: Prospecting via Referral

#77: No Pain, No Sales Gain

#78: Lowering Resistance, Then Raising Acceptance

#79: Situation Questions

#80: Verbal Gifting: The Ultimate Rapport Builder

#81: Trouble Questions

#82: Don’t React or Act

#83: The Psychology of Consistency…Again!

#84: Amplify Questions

#85: Rule of Association

#86: Reward Questions

#87: Tie-Down

#88: Tie-Down in a Small Simple Sale

#89: Tie-Downs in Large Complex Sales

#90: Price Distortion – The Magnifying Effect

#91: The Discount Deception

#92: Nodding: Pumping the Prospect for Information

#93: Rule of Liking

#94: Rule of Reciprocity

#95: The Endowment Effect

#96: Foot-In-The-Door

#97: Finding the Dominant Buying Motive    

#98: Reversing Field - Building Rapport and Credibility

#99: When to Consolidate or Partition Your Prices

About 99 Series

The 99 Series is a collection of quick, easy-to-understand guides that spell it all out for you in the simplest format. The book series is the ‘one-stop shop’ for all readers of self-help books. The bullet point format that is the basis for all the 99 books was created purposely for today’s fast-paced society. Not only do we need information at our finger tips… we need it quickly and accurately without having to do much research to find it.