Streetwise Customer-Focused Selling

In today's marketplace,traditional selling techniques don't always work.Buyers don't want to hear about all the fancy features of your product or service .They want to know how it will help[ their business.
Customer-Focused Selling shifts you away from the tr4aditional selling techniques of mainpulation,tactics,and scripting to help you truly connect with your customers.Sales will go up not because you are pushing your "stuff",but because you are closely working with your customers to solve their problems and deliver results.

Nacy F.Stephens,assists sales reps,senior executives ,adn business owners throughout the world on how to consistently gain new business with unique networking and sales methods.Her clients include Price Waterhouse,Siemens ROLM Communications,BankBoston,American Automobile Association,Analog Devices,and many others.
Bob Adams is president of Adams Media Corporation,a Harvard MBA,and a widely recognized expert on business techniques.He has sold products ranging from advertising to boats.

FOREWORD
SECTIION 1 A NEW STYLE OF SELLING
CHAPTER 1 ANYONE CAN SELL!
CHAPTER 2 WHAT'S WRONG WITH THE OLD SELLING APPROACHES?
CHAPTER 3 CUSTOMER-FOCUSED SELLING
SECTION 2 PREPARATION MAKES THE DIFFERENCE
CHAPTER 4 KNOWLEDGE IS POWER
CHAPTER 5 FINDING NEW CUSTOMERS
CHAPTER 6 GETTING IN THE DOOR
CHAPTER 7 PRE-CALL PLANNING
SECTION 3 ANATOMY OF THE SALE
CHAPTER 8 BREAKING THE ICE:SETTING THE TONE
CHAPTER 9 BUILDING TRUST
CHAPTER 10 UNDERSTANDING THE BUYER
CHAPTER 11 SELLING BY ASKING QUESTIONS
CHAPTER 12 SHUP UP AND SELL!
CHAPTER 13 SELLING SOLUTIONS,NOT PRODUCTS
CHAPTER 14 GETTING PAST OBJECTIONS
CHAPTER 15 GAINING AGREEMENT
CHAPTER 16 FOLLOWING-UP THE SALES CALL
SECTION 4 STILL MORE SALES LEADS
CHAPTER 17 GENERATING REFERRALS
CHAPTER 18 NETWORKING
CHAPTER 19 GETTING NOTICED
SECTION 5 BE YOUR OWN SALES MANAGER
CHAPTER 20 GETTING AND STAYING ENTHUSISTIC
CHAPTER 21 GOAL SETTING
CHAPTER 22 TIME MANAGEMENT
SECTION 6 THE EXTRA EDGE
CHAPTER 23 THE TWELVE BIG KEYS TO SALES SUCCESS
CHAPTER 24 THE TWELVE BIG SALES MISTAKES
CHAPTER 25 DRESS TO SUCCEED
CHAPTER 26 SELLING TO MULTIPLE DECISION-MAKERS
CHAPTER 27 WINING AND DINING
CHAPTER 28 USING ELECTRONIC MEDIA TO BUILD SALES
CHAPTER 29 SALES COACH
CHAPTER 30 SUCCEED WITH CUSTOMER-FOCUSED SELLING
APPENDICES
INDEX