99 Things You Wish You Knew Before™… Going Into Sales

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Notes to self by topic

Contents

#1: Why Are You in Sales?
#2: Quantifying the Goal
#3: Dark Days of Selling
#4: Know Your Target
#5: Data Mining
#6: Sketch Your Prospect
#7: Are You B2B or B2C?
#8: Law of Sales Attraction
#9: Knowing Your Product or
#10: Building Credibility
#11: The “I Don’t Know” Rule
#12: Features and Benefits
#13: Know Thy Competition
#14: Creating Value
#15: Sales Integrity
#16: Why Listening Works
#17: Open-Ended & Closed-Ended Questions
#18: Interview, Not an Investigation
#19: Active and Passive Listening
#20: You’re Not Selling, You’re Helping
#21: Seek to Understand First
#22: Find Reasons Not to Sell
#23: Sell Steak and the Sizzle
#24: Never Get Caught Selling
#25: The Six Stages of Selling
#26: Stage 1 - Prospecting
#27: Stage 2 – Qualification
#28: Stage 3 – Investigative
#29: Stage 4 – Presentation
#30: Stage 5 – Pricing
#31: Stage 6 – Closing
#32: The Sales Funnel
#33: Calculating Your Closing Rate
#34: The Rule of Thirds
#35: Five Reasons Prospect Don’t Buy
#36: When the Prospect Says They Don’t Have the Money
#37: When the Prospect Says They Don’t Have the Time
#38: When the Prospect Says They Don’t Have the Need
#39: When the Prospect Doesn’t Have a Sense of Urgency
#40: Building Trust When There is No Trust
#41: Crossing the Sales Gaps
#42: They’re Rejecting the Offer, Not You
#43: Principle of Least Interest Effect
#44: Make the Client Discontent
#45: Long Sales Cycle versus Short Sales Cycle
#46: Measuring Your Sales Cycle
#47: I Have to Speak with My X
#48: Send Me Your Information
#49: That’s Too Expensive or That’s Too Much Money
#50: Displaying Your Products
#51: Influence versus Manipulation
#52: The Primacy Effect
#53: The Recency Effect
#54: Presentation Sequence
#55: Pricing Option
#56: Social Proof
#57: Salting the Jar (Another Example of Social Proof)
#58: Rule of Consistency
#59: How Telemarketers Use Consistency
#60 Sales Truth Serum – How to Get Accurate Information
#61: Sales Attention Grabbers
#62: Price Options
#63: I Don’t Know!
#64: Reducing Your Sales Cycle
#65: The Alternative Close
#66: Verbal Packaging
#67: Sequence Your Offer
#68: Building Instant Credibility
#69: Relative Value of Money
#70: Customer Orientation
#71: Sunk Cost Fallacy
#72: Customers Lie
#73: Prospecting
#74: Prospecting via Cold Calling
#75: Prospecting via Inquiry
#76: Prospecting via Referral
#77: No Pain, No Sales Gain
#78: Lowering Resistance, Then Raising Acceptance
#79: Situation Questions
#80: Verbal Gifting: The Ultimate Rapport Builder
#81: Trouble Questions
#82: Don’t React or Act
#83: The Psychology of Consistency…Again!
#84: Amplify Questions
#85: Rule of Association
#86: Reward Questions
#87: Tie-Down
#88: Tie-Down in a Small Simple Sale
#89: Tie-Downs in Large Complex Sales
#90: Price Distortion – The Magnifying Effect
#91: The Discount Deception
#92: Nodding: Pumping the Prospect for Information
#93: Rule of Liking
#94: Rule of Reciprocity
#95: The Endowment Effect
#96: Foot-In-The-Door
#97: Finding the Dominant Buying Motive
#98: Reversing Field - Building Rapport and Credibility
#99: When to Consolidate or Partition Your Prices

About 99 Series

The 99 Series is a collection of quick, easy-to-understand guides that spell it all out for you in the simplest format. The book series is the ‘one-stop shop’ for all readers of self-help books. The bullet point format that is the basis for all the 99 books was created purposely for today’s fast-paced society. Not only do we need information at our finger tips… we need it quickly and accurately without having to do much research to find it.