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power of asking, 206“212
as ingredient of a yes, 213“214
practice, 6
with C accounts, 83“84
in identifying behavioral styles, 143“144
mental rehearsal, 40“41
for presentations, 185
precall checklist, 63
predictability, 78
preparation. See planning and preparation
presentation skills, 181“203
customer point of view and, 182“183
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follow-up letters, 251
managing objections, 190“201
neutralizing the competition, 183
ten key, 183“190
price
approaching objections to, 195“200
competitive, 198
negotiating, 198“199, 225, 233“236
objection vs. resistance to, 199
value vs., 234“235
when to discuss, 233“234
priorities, 94
proactivity, 94, 101“104
probes, 79
closed, 158“159
conversational, 160
creating demand with, 164“165
for customer expectations, 192
on existing supplier performance, 164“165
feature fishing and, 166
finding objections with, 195
getting permission to ask, 162
to identify decision makers, 158“159
listening and, 163
needs analysis with, 156“157, 163“164
number of, 161
open, 157“158
reflective, 159“160
social approach to, 161“162
problems, acknowledging, 102
procrastination, 27“30
product delivery, 243“244
productive interruptions, 178
productivity, 2, 8
product knowledge
attitude and, 25
feature dumps, 74“77
importance of, 80
in sales success, 18
professional behavior, 12, 22, 256
grooming, etc., 67“69
language, 188“189
in presentations, 188“189
rejection and, 220
professionals, definition of, 98“99
profits, 81
min-max points, 228“230
prospecting, 111“124
cold calls and, 118“124
growth vs. real growth and, 112“113
ideas for, 113“118
importance of, 111“112
PSIP method, 150“156
Psychology Types (Jung), 126
punctuality, 67, 103“104
Purchasing Magazine, 244
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
R
rapport, 23
behavioral flexibility and, 125“145, 151“152
building, 72
in closing, 213“214
price negotiation and, 234
probes and, 149
as secondary agenda, 69“70
trust compared with, 125“126
readiness, 67“71. See also planning and preparation
reading, 42“43
realism, in goals, 33“34
receptionists
cold calls and, 120
as information sources, 66, 67
referrals, 81, 248
follow-up letters, 251
prospecting via, 116
reflective probes, 159“160
regrets, 28“30
rejection, 39, 220
Relaters, 126, 136“138
finding objections of, 195
recognizing, 141, 142, 143
tailoring presentations for, 186
relationship building, 18
attitude and, 25“26
reminders, 29“30
repeat customers, 15
reputation, 19
research sources, 65“67
resistance, 149
vs. price objection, 199
respect, 23
responsibility, 243“244, 255“256
return on energy (ROE), 81
business meals and, 108“109
return on investment (ROI),
account classification and, 80“81
return on occasion (ROO), 81
return on time (ROT), maximizing, 92“94
revenue, 81
ride-alongs, 123
rights of passage, 16“17
risk, 45“46
Rohn, Rim, 238
role playing, 160
Ruskin, John, 197“198
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
S
sales calls, 147“180
bridging in, 166“170
C accounts and, 85
communication skills for, 174“179
cost of, 83
feature fishing in, 166
needs analysis in, 148“149
penalty box in, 170“174
probes in, 155“166
PSIP method in, 150“156
synchronizing, 154, 174
Sales Closing Book, 210
sales entrepreneurs, 18“20
compared with sales representatives, 22“23
gathering information from, 66
responsibilities of, 255“256
skills of, 20“21
sales funnel, 111“112. See also prospecting
sales managers, 85“86
sales representatives, 18“20, 22“23
scheduling, 102“103
self-esteem, 38“44
building, 40“43
closing and, 207
definition of, 38
knowledge and, 43“44
personal and career, 38“40
in price negotiation, 233“234
self-evaluation
of sales approach, 5“6
of time management, 92“94
self-fulfilling prophecy, 39
self-help books, 4“5
self-reliance, 54“55
self-talk, 39
closing and, 206“207
selling
definition of, 16“17
entrepreneurial, 19“20
yourself, 80, 200“201
selling hours, 95“96
senses, involving, 186“187
Sensors, 126
Sequential Model of Professional Selling, 3, 9“23
adult learning and, 9“10
advanced selling skills and, 17“18
attitude, 25“57
completing steps in, 12
customer types and, 13“16
definition of selling, 16“17
guidelines for using, 4“7
planning and preparation, 59“87
steps in, 10“12
working it, 22
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Shaw, George Bernard, 55
show-off stage, 152“154
silver platter syndrome, 51“53
Simon, Paul, 253
simplicity, 1
sincerity, 253
60/40 rule, 103
skills, 1“2, 12, 256
advanced selling, 17“18
changing, 20“21
communication, 174“175
core competencies, 3
negotiation, 223“240
presentation, 181“203
reading people, 127“128
taking ownership of, 6“7
SMART goals, 33“34. See also goals
attainability of, 103
stretching with, 48“49
time management and, 101“102
social clubs, prospecting via, 118
social contacts, prospecting via, 117
Socializers, 126, 130“131
finding objections of, 195
recognizing, 140, 141, 142, 143
tailoring presentations for, 185
so-what information, 79“80
Spectrum Training Solutions Inc., 2“3
stress, 105“107, 149
dealing with, 107
identifying source of, 107
symptoms of, 107
subconscious, 45
subscriptions, prospecting via, 116
success
accidental, 34
change and, 255
goals in, 34
passion pursuits in, 41“42
self-esteem and, 39
Successful Cold Call Selling (Boyan), 35
sympathy, 102
synchronizing
agendas, 52“53, 154
expectations, 52“53, 154
sales calls, 154, 174
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ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
T
tape recorders, 29“30
technology, 1“2
for action, 29“30
adult daycare center and, 20“21
computers, 99“101
personal planners, 99“101
time management, 99
television, 42
thank-you notes, 250“253
Think and Grow Rich (Hill), 44
Thinkers, 126, 134“136
recognizing, 141, 142, 143
tailoring presentations for, 186
Tieger, Barbara, 127
Tieger, Paul, 127
Tim Commandments, 8
action plans, 243
agendas, 70
asking questions, 163
confirming the sale, 212
demonstrate appreciation, 253
goal setting, 36
stretching, 47
time management, 97
time limits, 78“79
cold calls and, 121“122
time management, 89“109

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