Selling Made Easy TABLE OF CONTENTS

AUTHOR’S NOTE

• Three Tenors Of Sales

Section 1: THE SALES PROFESSIONAL PERSONA

• 1.1 Attributes / Qualities Of A Sales Person

• 1.2 What Makes A Successful Sales Person

• 1.3 Creating YOUR Unique Identity

Section 2: THE SELLING PROCESS

• 2.1 What Is Selling?

• 2.2 Complete Synopsis Of The Sales Process

• 2.2 – A) Creating Rapport

• 2.2 – B) Establish Prospects’ Needs (Qualifying Prospects)

• 2.2 – C) Handling/Overcoming Objections

• 2.2 – D) Closing The Sale

• 2.2 – E) Effective Follow Up

Section 3: THE ROLE OF EMOTION

• 3.1 Why People Buy

• 3.2 How To Apply The Sales Process

• 3.3 Constructing A Sales Presentation

Section 4: RECOGNIZING A BUYER

• 4.1 Various Buyer Types

• 4.2 Identifying Buyer Signals

• 4.3 Influencing Of Personality Types

Section 5: FUNCTION OF SELLING IN THE ECONOMY

• 5.1 Nothing Happens Until A Sale Is Made

• 5.2 8 Steps To Your Selling Success

Section 6: HOW TO BE STREET SAVVY

• 6.1 How To Read What Your Clients Eyes Say

• 6.1 – A) How To Sell To Visuals

• 6.1 – B) How To Sell To Auditories

• 6.1 – C) How To Sell To Kinesthetics

• 6.2 The “Commandments” Of Street Smarts

THE ART OF SELLING YOURSELF

Part 1: HOW TO GET THE SALES POSITION YOU WANT

• What are Employers Looking For?

• Plan Your Attack On Getting A Top Sales Position

• Keeping Records

Part 2: RESUME’ STRUCTURE FOR SALES POSITION

ACTION PLAN FOR SUCCESS!!

50 SALES GENERATING TIPS

BIBLIOGRAPHY AND RECOMMENDED READING (pg.143)

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