20 Days to the Top : How the Precise Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less

, by Sullivan, Brian

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ISBN: 9781402205132 | 1402205139
Cover: Paperback
Copyright: 9/1/2005

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Summary

Supplemental Materials

The most popular new sales program!

Acknowledgments

vii

Part One: Building a PRECISE Foundation

Chapter 1: Your Sprint to the Top Begins with These Easy Steps

(10)

Chapter 2: Creating PRECISE Selling: How a Proctologist Taught Me a Lesson in Sales

(8)

Chapter 3: Fishing for Contrarians: How to Sell in a World of Mopes

(10)

Chapter 4: Questions, Questions, and Questions: Three Hearing Aids for Your Prospects

(10)

Chapter 5: Listen Up!: If You Don't Have a Photographic Memory, Take Notes

(14)

Part Two: The 3 Ps of the PRECISE Selling Formula

Chapter 6: P #1—PRECISE Posture: How to Get Your Customers, Colleagues, and CEO to Want to Be Just Like You

(10)

Chapter 7: How a "Stupid" Posture Can Mean Big Money

(14)

Chapter 8: P #2—PIC Knowledge: Why Knowing a Ton and Sharing a Little Is Better Than Knowing a Little and Sharing a Ton

(8)

Chapter 9: PRECISE Actions: The Seven Commission-Building Actions That You Will Easily Remember and Repeat on Every Sales Call

(10)

Chapter 10: PRECISE Action #1: Prepare Like Vince Lombardi...You Animal!

(12)

Chapter 11: PRECISE Action #2: Respect and Trust How to Get Prospects to Love You, Then Let You Do Your Job

109

(12)

Chapter 12: PRECISE Action #3: Engage Your Prospects with Questions and Curiosity—Till Death Do You Part

121

(8)

Chapter 13: CLEAR Questioning: The $10,000 Questioning Technique That You Get Free with This Book

129

(12)

Chapter 14: PRECISE Action #4: Convey Your Solution Using Smart Bombs, Not Dumb Bombs

141

(16)

Chapter 15: PRECISE Action #5: Indecision How to Conquer the Most Costly Barrier to the Top

157

(10)

Chapter 16: Damn, You Are a SHARP Addresser: Five Steps to Help You Respond to "Indecision-Causing" Concerns

167

(12)

Chapter 17: PRECISE Action #6: Secure Agreement and Advance—Take 'em to the Promised Land

179

(12)

Chapter 18: PRECISE Action #7: Explore for More Why the Biggest Diamonds May Be in Your Own Backyard

191

(10)

Chapter 19: PRECISE Call Sheets: Your Eight-Cent Tool to Becoming PRECISE and Staying PRECISE

201

(14)

Epilogue

215

(6)

Index

221

(8)

About the Author

229

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20 Days to the Top : How the Precise Selling Formula Will Make You Your Company's Top Sales Performer in 20 Days or Less

Summary

Table of Contents

Supplemental Materials