PART ONE Finding Customers and Developing Relationships 1 Everyone Is a Salesperson 2 Prospecting and Qualifying 3 Engaging Customers and Developing Relationships PART TWO Using Strategies and Tools to Meet Client Needs 4 Social Selling 5 Sales-Presentation Strategies PART THREE Finding and Negotiating Solutions for Customers 6 Solving Problems and Overcoming Objections 7 Negotiating Win-Win Solutions 8 Profitology: Pricing and Analytics in Sales PART FOUR Achieving Success in a Sales Career 9 Sales Compensation and Career Development 10 The Psychology of Selling: Knowing Yourself and Relating to Customers
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