| Description |
xvi, 222 p. : ill. ; 24 cm. |
| Note |
Includes index, p.: 217-222. |
| Bibliography |
Includes bibliographical references. |
| Contents |
Machine generated contents note: Chapter 1 Closing Techniques 5 -- Mastering the Basics 5 -- The Close 6 -- The Indirect Strategy: A Key Strategy to Master 15 -- Making the Customer Commitment Stick 18 -- Closing Like a Selling Fox 21 -- Selling Fox Talk 22 -- The Fox Ethos 22 -- Chapter 2 Closing Dynamics 24 -- Mechanics of a Trial Close 24 -- Close Condition Requirements 25 -- The Fox Ethos 34 -- Chapter 3 Blocking and Trapping 35 -- Blocking 35 -- Trapping the Competition 41 -- Selling Fox Talk 50 -- The Fox Ethos 51 -- Chapter 4 Selling at the Edge 52 -- Acknowledging the Possibility of Losing 52 -- Loss Recovery Plans and Techniques 53 -- Ranking Your Performance 58 -- The Fox Ethos 67 -- Chapter 5 Calling High 68 -- Executive Relationship Principles 68 -- Creating Balanced Value 76 -- The Seven-Step Executive Calling Process 88 -- The Selling Fox's Perspective on Calling High 98 -- The Fox Ethos 99 -- Chapter 6 The King of Sales Strategy 100 -- How You Sell Is Important 100 -- Indirect Is King 101 -- Real-Life Examples of the Indirect Strategy 109 -- Indirect Wins for Selling Foxes 118 -- The Fox Ethos 118 -- Chapter De-Installing a Competitor 119 -- De-Installing a Competitor in a Major Account 119 -- A Fox-Like Approach to Loss Recovery 141 -- The Fox Ethos 143 -- Chapter 8 Qualifying Opportunities 144 -- The Opportunity Evaluator 144 -- Major Opportunity Evaluator 145 -- Major Opportunity Evaluator Summary 173 -- Short Cycle Opportunity Evaluator 177 -- The Fox Ethos 182 -- Chapter 9 Are You a Selling Fox? 183 -- Expanding Your Self-Performance Rating 183 -- Are You a Selling Fox? 187 -- The Fox Ethos 192 -- Chapter 10 Building Your Personal Business Development System. 193 -- The Missing System 193 -- Design an Effective System 194 -- Applying Planning to Your System 196 -- Assessing Your Personal Capacity 200 -- Build Your Personal Business Development System 203 -- The Mark of a Selling Fox 210 -- The Selling Fox Ethos 211. |
| Subject |
Selling
|
|
Competition
|
| ISBN |
0471061808 |
|
