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Table of Contents

CONTENTS

Introduction 1

1 Become Brilliant on the Basics 7

2 Stay Enthusiastic 13

3 Personal Management Skills: The Inner Game 20

4 Personal Management Skills: The Outer Game 25

5 Develop Excellent Product Knowledge 32

6 Analyze Your Competition 36

7 Develop Competitive Advantage 41

8 Develop an Effective Sales Strategy 46

9 Prospect Like a Professional 52

10 Qualify Your Prospects 58

11 The Friendship Factor 63

12 Three Keys to Persuasion 68

13 Make Effective Presentations 73

14 Practice the Power of Suggestion 77

15 Establish Megacredibility 82

16 Handle Objections Effectively 87

17 Ask the Customer to Take Action 92

18 Provide Excellent Customer Service 97

19 Keep Customers for Life 102

20 Manage Your Time Effectively 107

21 There Are No Limits! 112

Index 117

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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