How to Be A Sales Superstar: Break All the Rules and Succeed While Doing it

How to Be A Sales Superstar: Break All the Rules and Succeed While Doing it

by Mark Tewart
Released October 2008
Publisher(s): Wiley
ISBN: 9780470300961

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Book description

Making the sale is tougher than. That's why sales professionals and business owners who want to be the best need more than just smooth talk to make it in the sales business. Selling is a job that requires an updated toolkit for real, lasting success. This practical guide teaches you all the specialized skills you need to be a sales superstar. You'll learn how to better understand prospects, master the skills to draw in new customers, and discover the secret to closing any deal.

Table of contents

  1. Advance Praise for How to Be a Sales Superstar
  2. Copyright
  3. Foreword
  4. Acknowledgments
  5. 1. Sales is Not a Dirty Word
    1. 1.1. "Daddy, I Want to be a Salesperson"
    2. 1.2. Nothing Happens Unless Someone Sells Something
    3. 1.3. "Sales" is Not a Dirty Word!
    4. 1.4. Secrets Sales Superstars Don't Want You to Know
  6. 2. Creating the Mind of a Sales Superstar
    1. 2.1. The Most Important Decision of My Life
    2. 2.2. Identifying Your Roadblocks
      1. 2.2.1. Let's Determine Your Roadblocks
    3. 2.3. Destroying Your Roadblocks
      1. 2.3.1. "Money Isn't Everything"
      2. 2.3.2. "Money Does Not Buy Happiness"
      3. 2.3.3. "Money Does Not Grow on Trees"
      4. 2.3.4. "Money Is the Root of all Evil."
    4. 2.4. Television and Movies Portrayal of Money
    5. 2.5. A Warning about Saving
    6. 2.6. Breaking Through...
    7. 2.7. Creating the Mind of the Sales Superstar
    8. 2.8. Let Your Fantasy Be Your Reality
  7. 3. Getting Your MBA—Massive Bank Account
    1. 3.1. Education = Motivation
    2. 3.2. Education vs. Training
    3. 3.3. Finding the Magic Learning Button
      1. 3.3.1. "Read is the Root of Ready"
    4. 3.4. Group Education—Learning with Others
      1. 3.4.1. Successful People Mastermind with Others. So Why Do Only a Few Do it?
      2. 3.4.2. Educating Through Experience: Mystery Shop
      3. 3.4.3. The Bottom Line is that Most Salespeople Suck!
    5. 3.5. Tap Into the Brains of Experts
    6. 3.6. Success Metrics—Measure Twice, Cut Once
    7. 3.7. Measure, Measure—and Then Ask How You Can Improve Each Step
  8. 4. Getting What You Want Right Now!
    1. 4.1. Why Traditional Goal-Setting Keeps You Broke
    2. 4.2. Creating a Clear Vision
      1. 4.2.1. Seeing Yourself Successful—A Few More Visualizing Techniques
    3. 4.3. The Power of Now
      1. 4.3.1. Do you Believe in Santa Claus?
  9. 5. Put Time on Your Side
    1. 5.1. Action Management vs. Time Management
      1. 5.1.1. Account for Your Hourly and Daily Actions
      2. 5.1.2. Quantify Your Good Results
      3. 5.1.3. Quantify the Actions that Lead to Good Results
      4. 5.1.4. Quantify Ways to Expand Your Actions
      5. 5.1.5. Qualify Ways You Can Expand Those Actions Exponentially Through Others
      6. 5.1.6. Quantify Ways to Automate Many of Those Actions
      7. 5.1.7. Quantify the Bad Results You Are Getting
      8. 5.1.8. Quantify the Actions that Lead to those Results and
      9. 5.1.9. Eliminate or Change the Actions That Don't Lead to the Results You Desire
      10. 5.1.10. Create a Guard Dog Approach to Your Time and the Actions You Take
    2. 5.2. Exposing Lies of Time Management
    3. 5.3. Time Bandits
  10. 6. It's All About the Attitude
    1. 6.1. How to Gain the Attitude of a Sales Superstar
    2. 6.2. How to Maintain a Sales Superstar Attitude
    3. 6.3. How to Protect Your Income from the Brain Snatchers
    4. 6.4. See If Your Wheel Will Roll
  11. 7. Lead Generation = $ Creation
    1. 7.1. Why Over 90 percent of Salespeople Underachieve
    2. 7.2. Marketing, Marketing, Marketing!
    3. 7.3. The Reverse Funnel Theory
      1. 7.3.1. Don't Give up so Easily...
    4. 7.4. Create a Be-Back CD
    5. 7.5. Sell the Neighbors
    6. 7.6. Sell the Neighbors, Friends, and Relatives
    7. 7.7. Use the SRDS—Standard Rate and Data Service
    8. 7.8. It's Easy as 1-2-3
    9. 7.9. Wedding and Job Promotion Announcements
    10. 7.10. eBay
    11. 7.11. Pay-Per-Click
    12. 7.12. Multidimensional or Lumpy Mail
    13. 7.13. Unique Business Cards
      1. 7.13.1. Make News or Tie into the News
  12. 8. Dance With the One Who Bought You
    1. 8.1. Your Current Customers Are the Sexiest
      1. 8.1.1. Avoid the Biggest Mistake in Customer Follow-up
      2. 8.1.2. More Examples of Multiplying the Wealth of Your Database
      3. 8.1.3. Think Add-Ons and Continuity
      4. 8.1.4. How to Get Your Customers to Sell for You
  13. 9. The Yellow Brick Road and Its Potholes
    1. 9.1. The Pros and Cons of a Sales Process
    2. 9.2. Now Let's Discuss the Cons...
    3. 9.3. In the Beginning...: Get in the Door and in Position
      1. 9.3.1. Get Their Attention
      2. 9.3.2. Use Unique Gifts or Presentations as Door Openers
      3. 9.3.3. You Are Reading This Book as a Result of These Ideas
      4. 9.3.4. Write and Then Write Some More
    4. 9.4. Meet and Greet
  14. 10. Setting the Stage
    1. 10.1. Job Mission
    2. 10.2. Moving Smoothly from the Greeting to Profiling
    3. 10.3. Profile vs. Qualifying
    4. 10.4. Deal-Killer Questions
    5. 10.5. The Emotional and Psychological Path to a Sale
  15. 11. The Johnny Carson Principle
    1. 11.1. Questions as a Conversation
    2. 11.2. Positive Words and Phrases
    3. 11.3. The Real Questions
      1. 11.3.1. Question #1 – Who are you, and why are you the best choice?
    4. 11.4. Tewart's 4 P'S of the Customer's Buying Decisions
  16. 12. I'll Take Door Number Two—Selection Time
    1. 12.1. Setting the Environment
    2. 12.2. Showtime
    3. 12.3. Five Keys to Peak Performance
    4. 12.4. It's Better to Ask Forgiveness Than to Ask for Permission
  17. 13. How to Get the Sale, Contract, and $
    1. 13.1. Common Questions
      1. 13.1.1. "What's Your Best Price?"
      2. 13.1.2. "What Are the Interest Rates/Terms?"
      3. 13.1.3. "I Need Your Best Quote (RFP-Request for Proposal)."
      4. 13.1.4. "I Want to Buy it for Cost/Invoice."
    2. 13.2. Five Lessons I Learned at Starbucks
    3. 13.3. Objection Overruled!
  18. About the Author

Product information

  • Title: How to Be A Sales Superstar: Break All the Rules and Succeed While Doing it
  • Author(s): Mark Tewart
  • Release date: October 2008
  • Publisher(s): Wiley
  • ISBN: 9780470300961