The Dynamic Manager's Guide To Sales Techniques: How To Create New Prospects And Make More Sales Dave Donelson on Podiobooks.com

Chapter 27 - The Maybe Challenge - Actively helping the customer make a purchase decision is part of the service - Chapter 28 - Successful Call Backs - Time is money, and time spent waiting for a decision is money spent on nothing.

Chapter 25 - Four Non-Price Objections - Don't try to win the argument; just walk around it - Chapter 26 - The Path Around Price Objections - Find out what kind of price objection you're dealing with, then answer it appropriately.

Chapter 24 - Objections In Four Steps - The first step in handling an objection is to listen to the prospect.

Chapter 21 - Fear Of Closing - Closing is more of a process than an event - Chapter 22 - Buying Signals - The most important part of the close is not the clever way you phrase the question, it's the amount of attention you give to the answer - Chapter 23 - Closing Techniques - Use only positive action words.

Chapter 19 - Your Creative Presentation Script - If you won't shut up and let them talk, they can't give you an order - Chapter 20 - Honing Your Presentation Skills - Stage fright is your friend; all you have to do is control it.

Chapter 18 - Essential Presentation Skills - Your task is to constantly bring their attention back to your pitch.