The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.

• Introduction 1Book I: Laying the Foundation for Selling Success 9Chapter 1: The Seven-Step Selling Cycle 11Chapter 2: Understanding and Connecting with Potential Clients 21Chapter 3: Knowing Your Product 45Book II: Prospecting for Gold 53Chapter 1: An Introduction to Prospecting 55Chapter 2: Prospecting Preliminaries 69Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109Chapter 5: Approaching Potential Clients without Scaring Them Away 121Book III: Turning Prospects into Customers and Clients 137Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139Chapter 2: Qualifying Your Way to Success 163Chapter 3: Winning Presentations 179Chapter 4: Addressing Client Concerns 197Book IV: Closing Like a Champ and Getting Referrals 209Chapter 1: The Anatomy of a Close 211Chapter 2: Questioning and Listening Strategies of Champion Closers 227Chapter 3: The No-Frills Close 245Chapter 4: Closes That Overcome Fear 253Chapter 5: Closes That Put an End to Buyers’ Procrastination 275Chapter 6: Closing the Tough Customer 293Chapter 7: Remote Closing 301Chapter 8: Getting Referrals from Your Present Clients 315Book V: Negotiating Skills Every Salesperson Should Have 333Chapter 1: Preparing for Negotiating Success 335Chapter 2: Choreographing the Negotiation 353Chapter 3: Keeping Your Emotions in Check 365Chapter 4: Telling It Like It Is 379Chapter 5: Win-Win Negotiating 395Book VI: Selling in Specialized and Growing Fields 409Chapter 1: Selling Real Estate 411Chapter 2: Selling Insurance 433Chapter 3: Selling Financial Services 447Chapter 4: Selling in the Medical Field 463Chapter 5: Selling Biotechnology 479Book VII: Becoming a Power Seller 491Chapter 1: Becoming the Power Seller You Want to Be 493Chapter 2: Getting in Step with Your Customer 513Chapter 3: Teaming Up for Success with Personal Partnering 527Chapter 4: Embracing Change as a Growth Strategy 539Chapter 5: Branding Yourself through Shameless Self-Promotion 553Chapter 6: Putting the Latest Technologies to Work for You 565Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581Book VIII: The Book of Tens 599Chapter 1: The Ten Biggest Sales Mistakes 601Chapter 2: Ten Power-Selling Tactics and Techniques 607Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613Chapter 4: Ten Advanced Closes 619Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625Index 629

The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.

• Introduction 1Book I: Laying the Foundation for Selling Success 9Chapter 1: The Seven-Step Selling Cycle 11Chapter 2: Understanding and Connecting with Potential Clients 21Chapter 3: Knowing Your Product 45Book II: Prospecting for Gold 53Chapter 1: An Introduction to Prospecting 55Chapter 2: Prospecting Preliminaries 69Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109Chapter 5: Approaching Potential Clients without Scaring Them Away 121Book III: Turning Prospects into Customers and Clients 137Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139Chapter 2: Qualifying Your Way to Success 163Chapter 3: Winning Presentations 179Chapter 4: Addressing Client Concerns 197Book IV: Closing Like a Champ and Getting Referrals 209Chapter 1: The Anatomy of a Close 211Chapter 2: Questioning and Listening Strategies of Champion Closers 227Chapter 3: The No-Frills Close 245Chapter 4: Closes That Overcome Fear 253Chapter 5: Closes That Put an End to Buyers’ Procrastination 275Chapter 6: Closing the Tough Customer 293Chapter 7: Remote Closing 301Chapter 8: Getting Referrals from Your Present Clients 315Book V: Negotiating Skills Every Salesperson Should Have 333Chapter 1: Preparing for Negotiating Success 335Chapter 2: Choreographing the Negotiation 353Chapter 3: Keeping Your Emotions in Check 365Chapter 4: Telling It Like It Is 379Chapter 5: Win-Win Negotiating 395Book VI: Selling in Specialized and Growing Fields 409Chapter 1: Selling Real Estate 411Chapter 2: Selling Insurance 433Chapter 3: Selling Financial Services 447Chapter 4: Selling in the Medical Field 463Chapter 5: Selling Biotechnology 479Book VII: Becoming a Power Seller 491Chapter 1: Becoming the Power Seller You Want to Be 493Chapter 2: Getting in Step with Your Customer 513Chapter 3: Teaming Up for Success with Personal Partnering 527Chapter 4: Embracing Change as a Growth Strategy 539Chapter 5: Branding Yourself through Shameless Self-Promotion 553Chapter 6: Putting the Latest Technologies to Work for You 565Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581Book VIII: The Book of Tens 599Chapter 1: The Ten Biggest Sales Mistakes 601Chapter 2: Ten Power-Selling Tactics and Techniques 607Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613Chapter 4: Ten Advanced Closes 619Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625Index 629

The Experts at Dummies are smart, friendly people who make learning easy by taking a not-so-serious approach to serious stuff.

• Introduction 1Book I: Laying the Foundation for Selling Success 9Chapter 1: The Seven-Step Selling Cycle 11Chapter 2: Understanding and Connecting with Potential Clients 21Chapter 3: Knowing Your Product 45Book II: Prospecting for Gold 53Chapter 1: An Introduction to Prospecting 55Chapter 2: Prospecting Preliminaries 69Chapter 3: Fishing for Prospects in the Likeliest — and Unlikeliest — Places 89Chapter 4: Prospecting for Untapped and Under-Tapped Markets 109Chapter 5: Approaching Potential Clients without Scaring Them Away 121Book III: Turning Prospects into Customers and Clients 137Chapter 1: Getting a Meeting and Putting Your Clients at Ease 139Chapter 2: Qualifying Your Way to Success 163Chapter 3: Winning Presentations 179Chapter 4: Addressing Client Concerns 197Book IV: Closing Like a Champ and Getting Referrals 209Chapter 1: The Anatomy of a Close 211Chapter 2: Questioning and Listening Strategies of Champion Closers 227Chapter 3: The No-Frills Close 245Chapter 4: Closes That Overcome Fear 253Chapter 5: Closes That Put an End to Buyers’ Procrastination 275Chapter 6: Closing the Tough Customer 293Chapter 7: Remote Closing 301Chapter 8: Getting Referrals from Your Present Clients 315Book V: Negotiating Skills Every Salesperson Should Have 333Chapter 1: Preparing for Negotiating Success 335Chapter 2: Choreographing the Negotiation 353Chapter 3: Keeping Your Emotions in Check 365Chapter 4: Telling It Like It Is 379Chapter 5: Win-Win Negotiating 395Book VI: Selling in Specialized and Growing Fields 409Chapter 1: Selling Real Estate 411Chapter 2: Selling Insurance 433Chapter 3: Selling Financial Services 447Chapter 4: Selling in the Medical Field 463Chapter 5: Selling Biotechnology 479Book VII: Becoming a Power Seller 491Chapter 1: Becoming the Power Seller You Want to Be 493Chapter 2: Getting in Step with Your Customer 513Chapter 3: Teaming Up for Success with Personal Partnering 527Chapter 4: Embracing Change as a Growth Strategy 539Chapter 5: Branding Yourself through Shameless Self-Promotion 553Chapter 6: Putting the Latest Technologies to Work for You 565Chapter 7: Tapping the Power of Word-of-Mouth Advertising through Social Networking 581Book VIII: The Book of Tens 599Chapter 1: The Ten Biggest Sales Mistakes 601Chapter 2: Ten Power-Selling Tactics and Techniques 607Chapter 3: Ten Ways to Break a Sales Slump or Avoid It Entirely 613Chapter 4: Ten Advanced Closes 619Chapter 5: Ten (Or So) Ways to Sound Like a Pro on the Phone 625Index 629