Skip to main content
FlatWorld HomeFlatWorld Home
  • My Bookshelf

Table of Contents

    • About the Author
    • Acknowledgments
    • Welcome to The Power of Selling
    • Epilogue: You’ve Got the Power

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

    • 1The Power to Get What You Want in Life
      • 1.1Get What You Want Every Day
      • 1.2Selling: Heartbeat of the Economy and the Company
      • 1.3Selling U: The Power of Your Personal Brand
      • 1.4Review and Practice
    • 2The Power to Choose Your Path: Careers in Sales

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 2.1What Does It Take to Be in Sales?

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 2.2Sales Channels and Environments: Where You Can Put Your Selling Skills to Work

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 2.3Selling U: Résumé and Cover Letter Essentials

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 2.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 3The Power of Building Relationships: Putting Adaptive Selling to Work

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 3.1The Power of Relationship Selling

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 3.2Putting Adaptive Selling to Work

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 3.3Selling U: Networking—The Hidden Job Market

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 3.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 4Business Ethics: The Power of Doing the Right Thing

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 4.1Business Ethics: Guiding Principles in Selling and in Life

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 4.2Policies, Practices, and Cultures

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 4.3Selling U: Selling Your Personal Brand Ethically—Résumés and References

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 4.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 5The Power of Effective Communication

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 5.1Ready, Set, Communicate

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 5.2Your Best Behavior

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 5.3Selling U: The Power of Informational Interviews

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 5.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 6Why and How People Buy: The Power of Understanding the Customer

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 6.1Buying 101

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 6.2How the Buying Process Works

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 6.3Selling U: Developing and Communicating Your Personal FAB

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 6.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 7Prospecting and Qualifying: The Power to Identify Your Customers

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 7.1It’s a Process: Seven Steps to Successful Selling

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 7.2Prospecting: A Vital Role in the Selling Process

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 7.3Go Fish: Resources to Help You Find Your Prospects

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 7.4Selling U: How to Use Prospecting Tools to Identify 25 Target Companies

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 7.5Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 8The Preapproach: The Power of Preparation

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 8.1Researching Your Prospect: Going Deeper

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 8.2Solving, Not Selling

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 8.3Identify Precall Objectives: Getting Smart about Your Sales Call

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 8.4Prepare Your Presentation

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 8.5Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 8.6Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 9The Approach: The Power of Connecting

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 9.1First Impressions Make All the Difference

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 9.2How to Start Off on the Right Foot

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 9.3Choosing the Best Approach for the Situation

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 9.4Overcoming Barriers to Success

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 9.5Selling U: What’s Your Elevator Pitch for Your Brand?

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 9.6Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 10The Presentation: The Power of Solving Problems

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 10.1Preparation: Your Key to Success

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.2Dress for Success

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.3Making Your Presentation Work

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.4How to Use SPIN Selling in Your Sales Call

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.5Putting It All Together

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.6Selling U: Selling Yourself in an Interview

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 10.7Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 11Handling Objections: The Power of Learning from Opportunities

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 11.1Objections Are Opportunities to Build Relationships

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 11.2Types of Objections and How to Handle Them

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 11.3Selling U: How to Overcome Objections in a Job Interview

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 11.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 12Closing the Sale: The Power of Negotiating to Win

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 12.1Closing Starts at the Beginning

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 12.2Collaborate to Negotiate

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 12.3Selling U: Negotiating to Win for Your Job Offer

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 12.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 13Follow-Up: The Power of Providing Service That Sells

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 13.1Follow-Up: The Lasting Impression

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 13.2Customer Satisfaction Isn’t Enough

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 13.3Selling U: What Happens after You Accept the Offer?

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 13.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 14The Power of Learning the Ropes

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 14.1Managing Yourself, Your Income, and Your Results

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 14.2Motivation, Learning, Enjoyment, Success

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 14.3Selling U: It’s Your Career—Own It!

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 14.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

    • 15Entrepreneurial Selling: The Power of Running Your Own Business

      Preview Mode

      Login or Purchase this book to read the remaining sections.

      LoginBuy Now or Redeem Code

      • 15.1The Power of Entrepreneurship

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 15.2Selling Yourself and Your Idea

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 15.3Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code

      • 15.4Review and Practice

        Preview Mode

        Login or Purchase this book to read the remaining sections.

        LoginBuy Now or Redeem Code