Brilliant Selling

Table of contents

1. Title page
2. Contents
3. Dedication
4. About the authors
5. Introduction to the second edition
6. How this book works
7. Part 1 You
   1. 1 The personality of a salesperson
   2. 2 How beliefs and values impact sales success
   3. 3 Your personal 'brand'
   4. 4 Performance and selling
   5. 5 Continually improving through self-coaching
8. Part 2 Process and planning
   1. 6 The sales process as a tool for improvement
   2. 7 Making the most of your time
   3. 8 Planning for success
   4. 9 Setting the right goals
   5. 10 Managing sales information
9. Part 3 Your power to influence
   1. 11 The C3 model - the foundations of effective influencing
   2. 12 Asking the right questions
   3. 13 Listening and learning
   4. 14 Negotiating collaboratively
10. Part 4 Understanding buyers and prospects
    1. 15 How do you sell?
    2. 16 The modern buyer
    3. 17 Prospecting with purpose
    4. 18 Initial meeting(s) with the prospect
    5. 19 Identifying what the prospect wants and needs
11. Part 5 Presenting solutions
    1. 20 Appealing to the customer
    2. 21 Writing great sales proposals
    3. 22 Preparing winning pitches
    4. 23 Persuasive delivery
    5. 24 Making the most of objections
    6. 25 Closing and commitment
12. Part 6 Developing customers
    1. 26 The value of a customer
    2. 27 Managing the relationship
    3. 28 Your priorities in managing customers
13. Summary - your brilliant future
14. What did you think of this book?
15. Index
16. Endorsements
17. Advertisements
18. Imprint