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Table of Contents

    • About the Author
    • Acknowledgments
    • Welcome to The Power of Selling
    • 1The Secret to Success in Life
      • 1.1Get What You Want In Life . . . When You Master Selling
      • 1.2Sales Drives the Company and the Economy
      • 1.3Selling U: The Power of Your Personal Brand
      • 1.4Review and Practice
    • 2Exploring Careers in Sales

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      • 2.1What Does It Take to Be a Great Salesperson?

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      • 2.2The Sales Landscape: Where You Put Your Selling Skills to Work

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      • 2.3Realizing Success in Sales

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      • 2.4Selling U: Résumé and Cover Letter Essentials

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      • 2.5Review and Practice

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    • 3Connections, Relationships, and Trust

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      • 3.1The Power of Relationship Selling

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      • 3.2Putting Adaptive Selling to Work

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      • 3.3Selling U: Networking—The Hidden Job Market

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      • 3.4Review and Practice

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    • 4Difficult Choices: Doing the Right Thing

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

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      • 4.2Policies, Practices, and Cultures of Organizations 

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      • 4.3Selling U: Personal Branding and Ethics

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      • 4.4Review and Practice

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    • 5The Ultimate Guide to Communication and Business Etiquette

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      • 5.1Effective Communication Is All About the Receiver

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      • 5.2Business Etiquette: What You Need To Know

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      • 5.3Selling U: The Power of Informational Interviews

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      • 5.4Review and Practice

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    • 6#SocialSelling—Adding Value to Your Network

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      • 6.1The Social Selling Imperative

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      • 6.2Sharing, Prospecting, and Engaging with Social Selling

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      • 6.3Selling U: Social Selling for Your Personal Brand

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      • 6.4Review and Practice

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    • 7Why and How Customers Buy

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      • 7.1Buying 101

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      • 7.2How the Buying Process Works

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      • 7.3Selling U: Developing and Communicating Your Personal FAB

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      • 7.4Review and Practice

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    • 8The Foundation of the Selling Process: Prospecting and Qualifying

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      • 8.1It’s a Process: Seven Steps to Successful Selling

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      • 8.2Prospecting: The Foundation of the Selling Process

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      • 8.3Resources to Help You Find Your Prospects

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      • 8.4Selling U: How to Use Prospecting Tools to Identify 25 Target Companies

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      • 8.5Review and Practice

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    • 9Preparing for Success: The Pre-Approach

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      • 9.1If You Want the Sale, Do the Research

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      • 9.2Solve, Don’t Sell

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      • 9.3Identify Pre-call Objectives: Getting SMART about Your Sales Call

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      • 9.4Selling U: Five Power-Packed Tools to Let the Right People Know about Your Brand

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      • 9.5Review and Practice

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    • 10The Moment of Truth: The Approach

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      • 10.1First Impressions Make All the Difference

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      • 10.2How to Start Off on the Right Foot

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      • 10.3Choosing the Best Approach for the Situation

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      • 10.4Overcoming Rejection

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      • 10.5Selling U: What’s Your Elevator Pitch for Your Brand?

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      • 10.6Review and Practice

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    • 11Present Like a Pro: The Presentation

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      • 11.1Selling is Storytelling

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      • 11.2Preparation—The Key to a Successful Presentation

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      • 11.3Dress for Success

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      • 11.4Making Your Presentation Work

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      • 11.5How to Use SPIN Selling During Your Sales Call

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      • 11.6Putting It All Together

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      • 11.7Selling U: Selling Yourself on an Interview

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      • 11.8Review and Practice

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    • 12Anticipating Opportunities: Handling Objections

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      • 12.1Objections Are Opportunities to Build Relationships

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      • 12.2Types of Objections and How to Handle Them

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      • 12.3Selling U: How to Overcome Objections in a Job Interview

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      • 12.4Review and Practice

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    • 13Asking for the Sale: The Close

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      • 13.1Closing Starts at the Beginning

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      • 13.2Collaborate to Negotiate

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      • 13.3Selling U: Negotiating to Win for Your Job Offer

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      • 13.4Review and Practice

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    • 14Doing it Right: The Follow-up

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      • 14.1Follow-Up: Creating a Customer for Life

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      • 14.2Why Customer Satisfaction Isn’t Enough

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      • 14.3Selling U: Staying Motivated and Enjoying Your Success

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      • 14.4Review and Practice

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    • 15So You Want To Be An Entrepreneur

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      • 15.1What It Means to Be an Entrepreneur

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      • 15.2Selling Yourself and Your Idea

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      • 15.3Selling U: Resources for Your Entrepreneurial Journey

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      • 15.4Review and Practice

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    • AResources for Successful Salespeople

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