The Power of Selling

Abstract

Chapter 1: The Power to Get What You Want in Life. Chapter 2: The Power to Choose Your Path: Careers in Sales. Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work. Chapter 4: Business Ethics: The Power of Doing the Right Thing. Chapter 5: The Power of Effective Communication. Chapter 6: Why and How People Buy: The Power of Understanding the Customer. Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers. Chapter 8: The Preapproach: The Power of Preparation. Chapter 9: The Approach: The Power of Connecting. Chapter 10: The Presentation: The Power of Solving Problems. Chapter 11: Handling Objections: The Power of Learning from Opportunities. Chapter 12: Closing the Sale: The Power of Negotiating to Win. Chapter 13: Follow-Up: The Power of Providing Service That Sells. Chapter 14: The Power of Learning the Ropes. Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business.