TY  - BOOK
AU  - Farber,Barry J.
AU  - Wycoff,Joyce
TI  - Breakthrough selling: customer-building strategies from the best in the business 
SN  - 0130956139 
U1  - 658.81 22
PY  - 1992///
CY  - Englewood Cliffs, NJ
PB  - Prentice-Hall
KW  - Selling
KW  - Sales management
KW  - Sales executives
KW  - Interviews
N1  - 
Table of Contents

Overview: The Sales Process

Section I-Personal Breakthrough

Chapter 1. I Dare You! 
Six Keys to a Positive Attitude
Challenge Each Day 
Breaking Through the Biggest Barrier: Fear 
Whose Fear is Bigger? 
Fearless Cold Calling 
Nine Ways to Say "No" 
Breaking Through the Brick Wall 
Just Do It! 
Action Plan: Cold Calling/New Accounts 

Chapter 2. It's Not Who You Know
Getting Attention... the Hard Way
Star Networking 
Make Them Feel Like a King 
Get Their "Junk Box" 
High Impact Networking Ideas 
Volunteer Networking 
Ice Breakers 
Gaining Referrals 
Etc.

Chapter 3. The 5% Difference .
Organization for Success 
SAM Strategic Account Management 
MAP Management Account Profile 
Manage People Not Paperwork 
Charting Your Sales Stages
Eliminate Marginal Accounts
Trim Tab Selling 
Chocolate Lobsters
Etc.

Chapter 4.  Managing Early Success
Early Success 
The Talent Position Fit
STAR Qualities 
Sales Position Types 
Aligning with the Right Company 
Etc.

Section 11- The Customer Side of Sales: Relationship Breakthroughs

Chapter 5. Three Keys:

Like-Trust-Respect 
connecting 
Establishing TRUST 
customer References 
Story References
Tape Recorded References 
Video References 
Iceberg Selling 
customer Surveys
Etc.

Chapter 6. What's the Question?
The Listening Salesperson 
Listening Keys 
What's the Question?
Captioning
Research First
Funnel Questions
Etc.

Chapter 7. Walk on the Other Side 
Listening Strategies 
"Customer Run" Meetings
What does the Customer Want? 
Learn the Customer's Job 
Customer Defined Quality 
The Customer's Personal Advisor
The Customer's Bill of Rights 
Etc.

Section III-Product Environment Breakthroughs.

Chapter 8. The #1 Sales Strategy for the 90s:

Customer Service.
The Awakening 
Three Paradox Principles
Ignore the Bottom Line 
Six Foundation Blocks to a Winning Strategy
The Customer Service Strategy and Its Impact on Sales 
Etc.

Chapter 9. Kaizen Training
The Renaissance Salesperson
Personal Mastery 
Corporate Commitment to the Training Process 
Consistent Sales Training and Follow-up 
Consultative Sales Training 
Mini-video Seminars 
Coaching Emphasis 
Sales Training Models
Motivation 
The Effectiveness of Sales Training
Etc.

Chapter 10. Inside/Out: Product

Knowledge Breakthroughs.
Be the Expert 
"Mad Dogs" 
Industry Expert
Question Record
Action Plan: Question Record Worksheet 

Section IV-Solution Breakthroughs.

Chapter 11. Selling Beyond the 9 Dots
We All Sell Ice Cream 
Three Types of Selling 
The Breakthrough Pyramid 
Problems... Ideas... Solutions 
Your Brain and You 
How Smart Are We? 
Mind mapping and Creativity
Etc.

Chapter 12. Building Leverage 
Sales Leverage 
Getting Help from Other People 
Build a Positional Advantage 
Develop a Sales Network 
Team Selling 
The Breakthrough Pyramid II 
Action Plan: Leverage Checklist 

Chapter 13. Lucky Breaks
Blue Darters 
Putting It all Together
We Dare You!; Includes bibliographical references (p. 365-369) and index P. 371 - 377
ER  -