Breakthrough selling : customer-building strategies from the best in the business / Barry J. Farber, Joyce Wycoff.

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