Brilliant Selling, 2nd Edition

Table of contents

1. Title Page
2. Contents
3. About the authors
4. Introduction to the second edition
5. How this book works
6. Part 1 You
   1. 1 The personality of a salesperson
   2. 2 How beliefs and values impact sales success
   3. 3 Your personal 'brand'
   4. 4 Performance and selling
   5. 5 Continually improving through self-coaching
7. Part 2 Process and planning
   1. 6 The sales process as a tool for improvement
   2. 7 Making the most of your time
   3. 8 Planning for success
   4. 9 Setting the right goals
   5. 10 Managing sales information
8. Part 3 Your power to influence
   1. 11 The C3 model - the foundations of effective influencing
   2. 12 Asking the right questions
   3. 13 Listening and learning
   4. 14 Negotiating collaboratively
9. Part 4 Understanding buyers and prospects
   1. 15 How do you sell?
   2. 16 The modern buyer
   3. 17 Prospecting with purpose
   4. 18 Initial meeting(s) with the prospect
   5. 19 Identifying what the prospect wants and needs
10. Part 5 Presenting solutions
    1. 20 Appealing to the customer
    2. 21 Writing great sales proposals
    3. 22 Preparing winning pitches
    4. 23 Persuasive delivery
    5. 24 Making the most of objections
    6. 25 Closing and commitment
11. Part 6 Developing customers
    1. 26 The value of a customer
    2. 27 Managing the relationship
    3. 28 Your priorities in managing customers
12. Summary - your brilliant future
13. Index
14. Endorsements
15. Imprint