The 25 Sales Skills They Don't Teach at Business School

In this Audiobook

• Skill #1 Beware of Bad Advice on the Internet
• Skill #2 Use Company Events to Move the Relationship Forward
• Skill #3 Stop Spinning Your Wheels with People Who Don't Really Want to Work with You—and Start “Following the Yes”
• Skill #4 Harness the Power of “I Didn't Anticipate That”
• Skill #5 Beware “Casual Friday”
• Skill #6 Ask Key Questions about Your Best Accounts
• Skill #7 Find Out What's Changed
• Skill #8 Use E-mail Intelligently
• Skill #9 When in Doubt, Ask for the Appointment
• Skill #10 Don't Try to Close
• Skill #11 Raise Tough Issues Yourself
• Skill #12 Get More Return Phone Calls
• Skill #13 Don't Bring Everything!
• Skill #14 Don't “Product Dump”
• Skill #15 Beyond “Slapshot Selling”
• Skill #16 Master PIPA (Learn the Art of Conducting a Great First Meeting)
• Skill #17 Get Prospects to Open Up to You
• Skill #18 Prepare Questions ahead of Time!
• Skill #19 Don't Present Too Early
• Skill #20 Verify Your Information
• Skill #21 Ask Yourself the Right Questions
• Skill #22 Know What You Want before You Even Walk in the Door
• Skill #23 Work Your Way up the Ladder
• Skill #24 Close the Sale
• Skill #25 Avoid the Ten Most Common Mistakes