Sell or Be Sold
Chapter One
Selling—A Way of Life
Selling Is a Prerequisite for Life
The Commission
Beware of False Data
Selling—Critical to Survival
Chapter One Questions
Chapter Two
Salespeople Make the World Go Round
Salespeople Drive Entire Economies
Sales or College?
All Professions Rely on Sales
Chapter Two Questions
Chapter Three
Professional or Amateur?
The Professional
The Amateur
The Great Shortage
Chapter Three Questions
Chapter Four
The Greats
Commitment
Greener Pastures
The Power of Prediction
The Only Reason You Won’t Like Selling (As a Career or in Life)
To Qualify As Great!
Chapter Four Questions
Chapter Five
The Most Important Sale
Selling Yourself
Conviction Is the Make-or-Break Point
Overcoming the Ninety-Day Phenomenon
Get Sold or Be Sold
Put Your Money Where Your Mouth Is
Ice to an Eskimo?
The Vital Point
Chapter Five Questions
Chapter Six
The Price Myth
It’s Almost Never Price
The Price Experiment
It’s Love, Not Price
Move Up, Don’t Move Down
Salespeople, Not Customers, Stop Sales
$4 Coffee and $2 Water
Chapter Six Questions
Chapter Seven
Your Buyer’s Money
There Is No Shortage of Money
Your Buyer and His Money
Second Money Is Easier than First Money
The More They Spend, the Better They Feel
Chapter Seven Questions
Chapter Eight
You Are in the People Business
The People Business, Not the “X” Business
The Most Interesting Person in the World
Communication = Sales
People Are Senior to Products (Critical for Executives)
Chapter Eight Questions
Chapter Nine
The Magic of Agreement
Always Agree with the Customer
It Only Takes One
The Agreement Challenge
How to Soften Any Buyer
The Magic Words
Chapter Nine Questions
Chapter Ten
Establishing Trust
Show, Don’t Tell
Prospects Don’t Make Sales—Salespeople Do
Credibility = Increased Sales
People Believe What They See, Not What They Hear
How to Handle the Buyer’s Distrust
Tips on Using Written and Visual Information to Close
Help ’Em Believe You
Chapter Ten Questions
Chapter Eleven
Give, Give, Give
The Magic of Give, Give, Give
Love the One You’re With
Are You a Holiday Inn or a Ritz-Carlton?
Service Is Senior to Selling
Chapter Eleven Questions
Chapter Twelve
Hard Sell
The Hard Sell
The Formula for Hard Sell
Closing Is Like a Recipe
Standing Is for Losing, Sitting Is for Closing
Chapter Twelve Questions
Chapter Thirteen
Massive Action
Take Massive Action
The Four Kinds of Action
Massive Action = New Problems
Production Yields Happiness
The 10X Rule
Act Like a Madman
Chapter Thirteen Questions
Chapter Fourteen
The Power Base
Work Your Power Base
How to Build Your Power Base
Impose on Them or Help Them?
Capitalize on the Easy Sale
Creating Power!
Chapter Fourteen Questions
Chapter Fifteen
Time
How Much Time Do You Have?
Use Every Moment to Sell
How Much Time Are You Wasting?
The Lunch Opportunity.
Lunch Out = Sales Up!
Chapter Fifteen Questions
Chapter Sixteen
Attitude
A Great Attitude Is Worth More than a Great Product
Treat ’Em Like Millionaires
A Product of Your Environment
Tips for Having a Great Attitude
Chapter Sixteen Questions
Chapter Seventeen
The Biggest Sale of My Life
Summary
Chapter Seventeen Question
Chapter Eighteen
The Perfect Sales Process
Step One: Greet
Step Two: Determine Wants and Needs
Step Three: Select Product and Present/Build Value
Step Four: Make Proposal
Step Five: Close the Deal or Exit
Chapter Nineteen
Success in Selling
Ask Yourself These Questions
Be Honest with Yourself: Never Justify Failure
Chapter Twenty
Sales-Training Tips
My Training Regimen for You
Chapter Twenty-One
Create a Social Media Presence
$250,000 Sale Success Schedule
The Professional Salesperson’s Daily Commitments
The Ten Commandments of Sales
Chapter Twenty-Two
Quick Tips to Conquer the Biggest Challenges in Selling
Rejection
Negative Surroundings
Discipline
The Economy
Competition
Product Knowledge
Follow-up
Organization
Call Reluctance
Fill the Pipeline
Closing the Deal
Calls Not Returned
Fear
People’s Emotions
Negative Connotations of Sales
Not Having the Right Response
Overwhelmed by Customer Objections
Feeling Like an Idiot
Meeting New People
Breaking the Ice
Staying Motivated
Starting Over with New Clients
Losing Business to Others
Lack of Consistency
Cold-Calling/Prospecting
Commission Only/No Security
Long Hours
Traits of a Great Salesperson
About the Author
PREFACE
Since writing my first book, Sell to Survive, which was self-published, I have written three other books: The Closer’s Survival Guide, If You’re Not First, You’re Last (New York Times bestseller), and The 10X Rule: The Only Difference Between Success and Failure, which I used to land a TV show.