While this material can be read in a random order, it is more effective to read it starting with Chapter 1.
- Why the World Hates Salespeople (and Why they Should)
- Dialing for Dollars, the Newbie Salesperson’s Nemesis
- Becoming an Expert in Order to Qualify Successfully
- How Does Your Client Measure Success?
- Three Ways to Fail During a Sales Presentation
- Partnering with your Prospect
- Earning Trust Before You Ask the Tough Questions
- How do you spell ASSUME?
- The Problem with Problems (and too many Assumptions)
- Are You Afraid To Ask About Their Budget?
- Yes Is Good, No Is Good (But Maybe Will Kill You!)
- Why A “Maybe” Should Force You To Requalify Your Prospect
- Can You Displace Your Competitor?
- Is Your Customer Lying To You?
- A Sales Process For Sales People Who Hate Sales Processes
- How To Qualify A Prospect By Confirming Their Business Case
- How To Ask Your Prospect Questions That Help Prioritize
- Is Your Prospect’s Problem REALLY A Problem?
- Hard Data, Soft Data, Inferred Data, And Fantasy Data
- Helping Your Prospect Find Missing Data
- How To Take Data And Turn It Into Impact
- Turning Financial Analysis Into A Value Discussion
- Turning Soft Data Into Hard Data (And Ultimately Into Impact)
Client Centric Sales 