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Hal Becker’s Ultimate Sales Book

Book Description

Containing a wealth of practical information that many seasoned salespeople have forgotten and which new salespeople need to master. This book helps to develop unique and proven selling methods, set goals, list prospects, and even discover your own ways to answer objections.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication
  5. Acknowledgements
  6. Contents
  7. Introduction
  8. What Makes a Good Salesperson?
    1. Lesson 1: My Cousin Arman’s Lesson
    2. Lesson 2: Characteristics of a Top Salesperson
    3. Quiz 1
  9. What Great Salespeople Know
    1. Lesson 3: Six Rules of Selling
    2. Lesson 4: What Salespeople Can Learn From Kids
    3. Lesson 5: Andy’s Story
    4. Quiz 2
  10. The Importance of Listening
    1. Lesson 6: Are You a Good Listener?
    2. Lesson 7: Become a Better Listener
    3. Lesson 8: The Power of Silence
    4. Quiz 3
  11. Preparing for the Sales Call
    1. Lesson 9: Why Salespeople Fail
    2. Lesson 10: What to Do Before the Sales Call
    3. Lesson 11: The Proposal
    4. Lesson 12: Features Versus Benefits
    5. Quiz 4
  12. The Importance of Questions
    1. Lesson 13: Questions Are Everything in a Sale
    2. Lesson 14: Past, Present, and Future
    3. Lesson 15: All You Need Is One Question
    4. Lesson 16: Part A and B Selling
    5. Lesson 17: The Magic Question
    6. Lesson 18: The Questionnaire
    7. Quiz 5
  13. Increasing Your Sales
    1. Lesson 19: How to Increase Sales
    2. Lesson 20: True Relationships Are Built Slowly
    3. Lesson 21: Referral-Selling
    4. Lesson 22: Getting Past the Screen
    5. Lesson 23: How to Sell Like a Pro in Two Minutes
    6. Lesson 24: Why Salespeople Are Supposed to Cheat
    7. Lesson 25: Dating and Selling: Is There a Difference?
    8. Quiz 6
  14. Cold Calls, Phone Selling, and Other Contact Options
    1. Lesson 26: Cold Calls, Phone Calls, and E-mail
    2. Lesson 27: Why Scripts Don’t Work
    3. Lesson 28: Make It a Game
    4. Lesson 29: The Video Idea
    5. Lesson 30: Selling Top Down
    6. Lesson 31: Think Prospects
    7. Lesson 32: Call Me After the 1st!
    8. Quiz 7
  15. Time Management
    1. Lesson 33: The 15-Minute Plan
    2. Lesson 34: Manage a Territory Like a Bus Tour
    3. Lesson 35: A Day in the Life of
    4. Quiz 8
  16. Handling Objections
    1. Lesson 36: Jumping Hurdles
    2. Lesson 37: Obstacle Envy
    3. Lesson 38: Snow White and the Seven Objections
    4. Lesson 39: Role-Play and Passing on Objections
    5. Quiz 9
  17. Setting Goals
    1. Lesson 40: Why Goals Are Important
    2. Lesson 41: Setting Goals
    3. Quiz 10
  18. Closing the Sale
    1. Lesson 42: It’s Not What You Think.
    2. Lesson 43: Half the Game Is Watching
    3. Lesson 44: The Father of Closing Techniques
    4. Lesson 45: The Trial Close
    5. Quiz 11
  19. Customer Care
    1. Lesson 46: Customer Service Warranty Card
    2. Lesson 47: Why Customer Service Is Important
    3. Lesson 48: The Joey
    4. Lesson 49: Sucking Up
    5. Lesson 50: Why CRAP Is Important
    6. Quiz 12
  20. Role-Playing
    1. Lesson 51: Role-Playing Exercise
    2. Lesson 52: The Roles in a Role-Playing Exercise
    3. Quiz 13
  21. You’ve Earned a Bonus!
    1. Bonus Lesson 1: Using PowerPoint Like a Pro
    2. Bonus Lesson 2: Selling the Interview
    3. Bonus Lesson 3: Cancer and the Importance of Questions
    4. Bonus Lesson 4: How Direct Opinion Got Started
    5. Quiz 14
  22. Quiz Answers
  23. Index
  24. About the Author