Table of Contents

Part 1 – You

1. The personality of a salesperson

2. How beliefs and values impact sales success

3. Performance and selling

4. Continually improve through self coaching

Part 2 – Process and planning

5. The sales process as a tool for improvement

6. Making the most of your time

7. Planning for success

8. Setting the right goals

9. Managing sales information

Part 3 – Your power to influence

10. Credibility and rapport – the foundations of effective influencing

11. Managing your state – being confident whenever you want

12. Asking the right questions

13. Listening and learning

14. Negotiating collaboratively

Part 4 – Understanding buyers and prospects

15. How do you sell?

16. The modern buyer

17. Prospecting with purpose

18. Initial meeting(s) with prospect

19. Identifying what the prospect wants and needs

Part 5 – Presenting solutions

20. Appealing to the customer

21. Writing great sales proposals

22. Preparing winning pitches

23. Persuasive delivery

24. Making the most of objections

25. Closing and commitment

Part 6 – Developing customers

26. The value of a customer

27. Managing the ‘relationship’

28. Your priorities in managing customers

Brilliant Selling, 3rd edition