SST : Successful Selling to Type

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ISBN: 9780738830728 | 0738830720
Cover: Hardcover
Copyright: 9/1/2000

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Supplemental Materials

Acknowledgments	p. 11
Introduction	p. 13
The Evolution of SST	p. 17
The MBTI
Make it and Sell it
Counseling to Type
Selling to Type
Balance and Shade
A Trusted Adviser
The Final Nudge
SST Highlights
The SST Five Point Foundation
The Logo
SST in Ten Words
SST Tools	p. 27
Industry Profiles
Behavioral Cues
Implications of the Four - Part Framework
The Investigation	p. 31
A Crucial Skill
Rackham the Revolutionary
Easy to Comprehend, Hard to Do
An Ironic Obstacle
Line of Investigation
Steps to Developing a Line of Investigation
Don't Forget to Practice
Tilden's Line of Investigation
Objections: A Symptom of Ailing Investigation Skills
Summary
Four Languages of SST	p. 47
Taking in Information
Organizing and Deciding
STs: The Stabilizers	p. 50
ISTJ
ISTP
ESTP
ESTJ
SFs: The Cooperators	p. 60
ISFJ
ISFP
ESFP
ESFJ
NFs: The Catalysts	p. 70
INFJ
INFP
ENFP
ENFJ
NTs: The Visionaries	p. 81
INTJ
INTP
ENTP
ENTJ
Four Buyer Influences	p. 92
Balance and Shade
Economic Buyers
User Buyers
Technical Advisers
Wins, Results and SST
Sales Success Formula	p. 99
Sales Performance = Skills [times] Motivation
Skills
Motivation
The Evolution of Selling	p. 104
The World isn't Flat (June 1997)
Counseling and Selling (August 1997)
Listening (October 1999)
What's wrong with one guy's opinion? (March 1999)
Duh (November 1998)
SST in Practice	p. 112
What distinguishes SST (October 1997)
SST and SPIN: A Paradox (October 1997)
SST and Four Buyer Influences (December 1997)
Preparing Holiday Turkeys (November 1998)
Selling malpractice (March 1999)
Avoiding the FAB Trap (July 1998)
Sighted squirrels find more nuts (March 1998)
What if Willie Loman, Blake and Lou Gehrig had Power Point? (May 1999)
Rethinking the sales force (May 1999)
Balance and Shade (April 2000)
Ron Cherry: My friend and mentor (April 2000)
Sales Leadership	p. 138
Lombardi on Leadership (February 2000)
Sales management diagnosis (September 1998)
Dangling carrots (September 1998)
Paradox II: Soft skills make a hard difference (January 1999)
Silver Bullets (September 1998)
Kirkpatrick's Model (July 1998)
The SST Practice Tee	p. 156
Questioning
Listening
Balance and Shade
Implementing SST
SST Training
References	p. 169
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SST : Successful Selling to Type

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