The Power of Selling | Kimberly Richmond

- 1The Secret to Success in Life
- 2Exploring Careers in Sales
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  - 2.1What Does It Take to Be a Great Salesperson?
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  - 2.2The Sales Landscape: Where You Put Your Selling Skills to Work
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  - 2.3Realizing Success in Sales
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  - 2.4Selling U: Résumé and Cover Letter Essentials
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  - 2.5Review and Practice
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- 3Connections, Relationships, and Trust
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  - 3.1The Power of Relationship Selling
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  - 3.2Putting Adaptive Selling to Work
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  - 3.3Selling U: Networking—The Hidden Job Market
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  - 3.4Review and Practice
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- 4Difficult Choices: Doing the Right Thing
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  - 4.1Business Ethics: Guiding Principles in Selling and in Life
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  - 4.2Policies, Practices, and Cultures of Organizations
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  - 4.3Selling U: Personal Branding and Ethics
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  - 4.4Review and Practice
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- 5The Ultimate Guide to Communication and Business Etiquette
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  - 5.1Effective Communication Is All About the Receiver
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  - 5.2Business Etiquette: What You Need To Know
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  - 5.3Selling U: The Power of Informational Interviews
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  - 5.4Review and Practice
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- 6#SocialSelling—Adding Value to Your Network
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  - 6.1The Social Selling Imperative
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  - 6.2Sharing, Prospecting, and Engaging with Social Selling
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  - 6.3Selling U: Social Selling for Your Personal Brand
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  - 6.4Review and Practice
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- 7Why and How Customers Buy
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  - 7.1Buying 101
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  - 7.2How the Buying Process Works
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  - 7.3Selling U: Developing and Communicating Your Personal FAB
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  - 7.4Review and Practice
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- 8The Foundation of the Selling Process: Prospecting and Qualifying
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  - 8.1It’s a Process: Seven Steps to Successful Selling
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  - 8.2Prospecting: The Foundation of the Selling Process
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  - 8.3Resources to Help You Find Your Prospects
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  - 8.4Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
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  - 8.5Review and Practice
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- 9Preparing for Success: The Pre-Approach
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  - 9.1If You Want the Sale, Do the Research
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  - 9.2Solve, Don’t Sell
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  - 9.3Identify Pre-call Objectives: Getting SMART about Your Sales Call
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  - 9.4Selling U: Five Power-Packed Tools to Let the Right People Know about Your Brand
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  - 9.5Review and Practice
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- 10The Moment of Truth: The Approach
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  - 10.1First Impressions Make All the Difference
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  - 10.2How to Start Off on the Right Foot
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  - 10.3Choosing the Best Approach for the Situation
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  - 10.4Overcoming Rejection
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  - 10.5Selling U: What’s Your Elevator Pitch for Your Brand?
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  - 10.6Review and Practice
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- 11Present Like a Pro: The Presentation
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  - 11.1Selling is Storytelling
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  - 11.2Preparation—The Key to a Successful Presentation
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  - 11.3Dress for Success
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  - 11.4Making Your Presentation Work
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  - 11.5How to Use SPIN Selling During Your Sales Call
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  - 11.6Putting It All Together
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  - 11.7Selling U: Selling Yourself on an Interview
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  - 11.8Review and Practice
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- 12Anticipating Opportunities: Handling Objections
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  - 12.1Objections Are Opportunities to Build Relationships
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  - 12.2Types of Objections and How to Handle Them
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  - 12.3Selling U: How to Overcome Objections in a Job Interview
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  - 12.4Review and Practice
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- 13Asking for the Sale: The Close
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  - 13.1Closing Starts at the Beginning
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  - 13.2Collaborate to Negotiate
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  - 13.3Selling U: Negotiating to Win for Your Job Offer
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  - 13.4Review and Practice
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- 14Doing it Right: The Follow-up
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  - 14.1Follow-Up: Creating a Customer for Life
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  - 14.2Why Customer Satisfaction Isn’t Enough
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  - 14.3Selling U: Staying Motivated and Enjoying Your Success
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  - 14.4Review and Practice
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- 15So You Want To Be An Entrepreneur
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  - 15.1What It Means to Be an Entrepreneur
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  - 15.2Selling Yourself and Your Idea
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  - 15.3Selling U: Resources for Your Entrepreneurial Journey
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  - 15.4Review and Practice
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- AResources for Successful Salespeople
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