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Selling for Dummies, 4th Edition


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Table of Contents

Introduction 1 Part I: Laying a Solid Foundation for Selling 7 Chapter 1: Selling Makes the World Go Around 9 Chapter 2: The Seven-Step Selling Cycle 19 Chapter 3: What to Sell 29 Part II: Doing Your Homework Before You Sell a Thing 47 Chapter 4: Understanding Your Potential Clients 49 Chapter 5: Selling What Your Product Does Instead of What It Is 85 Chapter 6: Technology as a Sales Tool 95 Part III: The Anatomy of a Sale 105 Chapter 7: Connecting with the People Who Need What You Have 107 Chapter 8: Arranging to Meet and Putting Your Clients at Ease 129 Chapter 9: Qualifying Your Way to Success 159 Chapter 10: Delivering Winning Presentations 175 Chapter 11: Addressing Client Concerns 195 Chapter 12: Closing Sales 209 Chapter 13: Getting Referrals from Your Satisfied Clients 233 Part IV: Growing Your Business 247 Chapter 14: Following Up and Keeping in Touch 249 Chapter 15: Using the Internet to Make Sales 267 Chapter 16: Planning Your Time Efficiently 277 Part V: You Can't Win 'Em All: Keeping the Faith in Sales 295 Chapter 17: Staying Upbeat When You Don't Succeed 297 Chapter 18: Setting Goals to Stay Focused 311 Part VI: The Part of Tens 323 Chapter 19: The Ten Biggest Sales Mistakes to Avoid 325 Chapter 20: Ten (Plus One!) Ways to Master the Art of Selling 331 Chapter 21: Ten Alternative Closes 341 Index 347

About the Author

Tom Hopkins is the epitome of sales success. A millionaire by the time he reached the age of 27, he is now chairman of Tom Hopkins International Inc., one of the most prestigious sales-training organizations in the world.

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