Be a Sales Superstar

Index

A

ABC Method, 113

acceptance by others, 24

accepting responsibility, 47-50

accessories, 78

acting “as if,” 15-17, 140

action exercises

acting enthusiastic, 21

determining rate of return, 64

focusing on the prospect, 60

goal setting, 129

handling objections, 87-88

handling price objections, 95

identifying your fear, 17

improving ratios between prospects/sales, 123

listing ingredients of megacredibility, 82

planning closings, 101-102

positioning yourself as consultant, 27

positioning yourself as teacher, 71

preparation for sales meetings, 34

preparing your training schedule, 45

skills evaluation, 13

strategic planning, 50

task lists, 113

territory management/organization, 134

time management, 107

using AIDA model, 56

actions

closing the sale, ...