Exactly How to Sell

Index

1. Accessories
2. Account management tools
   1. blogs
   2. customer database
   3. direct mail offers
   4. drop-ins
   5. e-mail offers
   6. e-newsletters
   7. get-togethers
   8. gifts
   9. letters
   10. newsletters
   11. phone calls
   12. recognition
   13. social media
   14. website
3. Achievements:
   1. past
   2. visualizing
4. Activities, high-payoff
5. Advertising campaigns
6. Advice, sources of
7. Agenda
8. Allies
9. Alternative close
10. Apologies
11. Appearance
12. Arguments
13. Assumptive close
14. Audience building, on social media
15. Avoidance, of objections
16. Awards
17.  
18. Blogs
19. Body language
20. Brochures
21. Bundled offers
22. Business growth:
    1. analytical approach to
    2. numbers needed for
    3. objectives for
    4. organic ways for
23. Business plans
24. “But”
25. Buying process, making painless
26. Buying triggers
27.  
28. Cards, handwritten
29. Career history
30. Certificates
31. Challenges
32. “Cheap”
33. Cheeky requests
34. Client records
35. Closing
    1. alternative close
    2. assumptive close
    3. conditional close
    4. direct close
    5. summary close
36. Clothing
37. Cold calls
38. Communication:
    1. e-mail
    2. handwritten
    3. letters
    4. nonverbal
    5. on social media
    6. text messages
    7. word choices
39. Company image
40. Company websites
41. Competitors:
    1. differentiating from
    2. knowing your
    3. of prospects
42. Conditional close
43. Conditional offers
44. Confidence
    1. importance of
    2. levels of success and
    3. preparation and
    4. steps to building
    5. tips for building
45. Content, for social media
46. Convenience
47. Conversations:
    1. at networking events
    2. phone
    3. sales
48. Corporate gifts
49. “Cost”
50. Cost savings
51. Credibility
52. Customer experience
53. Customers. See also Prospects
    1. acquisition of new
    2. building long-term relationships with
    3. choosing your
    4. decision making by
    5. drop-ins with ...