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Brief Table of Contents

• 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

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