Section I. Building the foundation : The difference between success and failure in selling -- The foundation for top achievement -- How to become great at selling -- More detail on important items -- Mental notes -- Your best foot forward -- Section II. Cold calling : Getting ready to cold call -- Showing up -- Talking to the prospect -- Other thoughts regarding the cold call -- The cold call: putting it all together -- Your opening statement -- Writing sales letters -- Section III. Presentations : Putting your presentation together -- Preparing to deliver your presentation -- Delivering your presentation -- A sample presentation -- More presentations points to consider -- Section IV. Competition : Gathering competitive intelligence -- The competitive comparison -- More elements of competition -- Competitive accounts -- Interacting with the competition -- Other ideas related to the competition -- Other ideas related to competing -- Other "competitive" items in this book -- Section V. Selling to executives and building a business case : Selling to executives -- Building a business case -- Section VI. Objections : Preparing for objections -- The price objection -- More objections -- Section VII. Closing : Preparing to close -- Closing the prospect -- Various closes -- Other thoughts regarding closing -- Section VIII. After the close : What if you don't get the business? -- What if you do get the business? -- Referrals -- Servicing your customers -- Account management -- Customer challenges -- Section IX. Telephone selling : Preparing to get on the phone -- Calling prospects -- Talking to the prospect -- The second call -- Other thoughts on telephone selling -- Section X. Selling within your company : Getting along with others at work -- Conclusion.
