Hal Becker’s Ultimate Sales Book

Table of contents

1. Cover Page
2. Title Page
3. Copyright Page
4. Dedication
5. Acknowledgements
6. Contents
7. Introduction
8. What Makes a Good Salesperson?
   1. Lesson 1: My Cousin Arman’s Lesson
   2. Lesson 2: Characteristics of a Top Salesperson
   3. Quiz 1
9. What Great Salespeople Know
   1. Lesson 3: Six Rules of Selling
   2. Lesson 4: What Salespeople Can Learn From Kids
   3. Lesson 5: Andy’s Story
   4. Quiz 2
10. The Importance of Listening
    1. Lesson 6: Are You a Good Listener?
    2. Lesson 7: Become a Better Listener
    3. Lesson 8: The Power of Silence
    4. Quiz 3
11. Preparing for the Sales Call
    1. Lesson 9: Why Salespeople Fail
    2. Lesson 10: What to Do Before the Sales Call
    3. Lesson 11: The Proposal
    4. Lesson 12: Features Versus Benefits
    5. Quiz 4
12. The Importance of Questions
    1. Lesson 13: Questions Are Everything in a Sale
    2. Lesson 14: Past, Present, and Future
    3. Lesson 15: All You Need Is One Question
    4. Lesson 16: Part A and B Selling
    5. Lesson 17: The Magic Question
    6. Lesson 18: The Questionnaire
    7. Quiz 5
13. Increasing Your Sales
    1. Lesson 19: How to Increase Sales
    2. Lesson 20: True Relationships Are Built Slowly
    3. Lesson 21: Referral-Selling
    4. Lesson 22: Getting Past the Screen
    5. Lesson 23: How to Sell Like a Pro in Two Minutes
    6. Lesson 24: Why Salespeople Are Supposed to Cheat
    7. Lesson 25: Dating and Selling: Is There a Difference?
    8. Quiz 6
14. Cold Calls, Phone Selling, and Other Contact Options
    1. Lesson 26: Cold Calls, Phone Calls, and E-mail
    2. Lesson 27: Why Scripts Don’t Work
    3. Lesson 28: Make It a Game
    4. Lesson 29: The Video Idea
    5. Lesson 30: Selling Top Down
    6. Lesson 31: Think Prospects
    7. Lesson 32: Call Me After the 1st!
    8. Quiz 7
15. Time Management
    1. Lesson 33: The 15-Minute Plan
    2. Lesson 34: Manage a Territory Like a Bus Tour
    3. Lesson 35: A Day in the Life of
    4. Quiz 8
16. Handling Objections
    1. Lesson 36: Jumping Hurdles
    2. Lesson 37: Obstacle Envy
    3. Lesson 38: Snow White and the Seven Objections
    4. Lesson 39: Role-Play and Passing on Objections
    5. Quiz 9
17. Setting Goals
    1. Lesson 40: Why Goals Are Important
    2. Lesson 41: Setting Goals
    3. Quiz 10
18. Closing the Sale
    1. Lesson 42: It’s Not What You Think.
    2. Lesson 43: Half the Game Is Watching
    3. Lesson 44: The Father of Closing Techniques
    4. Lesson 45: The Trial Close
    5. Quiz 11
19. Customer Care
    1. Lesson 46: Customer Service Warranty Card
    2. Lesson 47: Why Customer Service Is Important
    3. Lesson 48: The Joey
    4. Lesson 49: Sucking Up
    5. Lesson 50: Why CRAP Is Important
    6. Quiz 12
20. Role-Playing
    1. Lesson 51: Role-Playing Exercise
    2. Lesson 52: The Roles in a Role-Playing Exercise
    3. Quiz 13
21. You’ve Earned a Bonus!
    1. Bonus Lesson 1: Using PowerPoint Like a Pro
    2. Bonus Lesson 2: Selling the Interview
    3. Bonus Lesson 3: Cancer and the Importance of Questions
    4. Bonus Lesson 4: How Direct Opinion Got Started
    5. Quiz 14
22. Quiz Answers
23. Index
24. About the Author