Cover Page -- Title Page -- Copyright Page -- Contents -- Introduction -- Chapter 1: You Are Hurting Your Profit -- What Is This Book Worth to You? -- To Maximize Profit, Change How You View Your Customers -- It's Time to Look in the Mirror -- Your Confidence Drives Your Attitude -- Can a Company Asking a Higher Price Really Win? -- People Don't Buy-They Only Invest -- Forget About Your Competition -- Chapter 2: "Profit" Is Not a Dirty Word -- Are You Chasing the Shiny Object? -- Do You Think "Profit" Is a Dirty Word? -- How Do We Define Profit? -- What Does "Immediate Profit" Mean? -- What Is Your Customer Worth Down the Road? -- Calculate Your Customer's Profitability Sustainability Factor -- A Big Order at the Wrong Price Isn't Worth It -- Intellectual Profitability Adds Up -- Minimize the Profit Takers -- "Profit" Is a Beautiful Word -- Chapter 3: Use Needs and Benefits to Command a Higher Price -- Chasing the Shiny Object -- Determining the Customer's Needs and Benefits -- Separating Good Information from Bad -- What We Can Learn About Needs and Benefits from Apple -- Using Follow-Up Questions to Categorize a Customer's Needs -- Needs? Benefits? What's the Difference, Anyway? -- Chapter 4: Creating Real Value Using Your Price Point -- Forming Real Value Around Price -- Creating the Price Point -- The Power of the Ultra-Price Package -- Ultra-Prices and a Salesperson's Beliefs -- The "No Negotiation" Philosophy -- Sales Managers: Don't Empower Salespeople to Give Away Profit -- Where Does the "No Negotiation" Policy Work Best? -- Rules for an Effective "No Negotiation" Policy -- Making the "No Negotiation" Policy Work, Despite So Many Rules -- Using Time to Drive Value -- Chapter 5: Prospecting That Works -- Past Growth Doesn't Guarantee Future Growth -- Finding New Customers Is Not an Optional Job Activity.

Prospect or Suspect? Do You Know the Difference? -- Is Prospecting Ingrained in Your Daily Routine? -- Can't Prospect? Then You Can't Sell -- What Is a Prospect? -- Not All Prospects Are Created Equal -- Assumptive vs. Inquisitive -- Tactical Comments and Questions: The Price Squeeze -- Strategic Questions Lead to Long-Term Relationships -- Aim High When Prospecting -- Make Prospecting Part of Your Daily Routine -- Holiday Prospecting -- Just Do It -- Chapter 6: Sell More by Talking Less -- How Professional Buyers Use Silence -- Give Control to the Customer -- How to Use Your Personality to Ask Questions -- Questions That Work for You -- How Much Time Do You Talk on a Sales Call? -- Tactics Buyers Use to Speed Up the Sales Call -- Why Salespeople Fail -- An Example of Not Listening -- Learn Your Customer's Language -- The Best Follow-Up Questions -- Put the Pride Aside: It's Costing You Money -- Expand Your Question List -- Do You Respect Your Customer? -- The Two-Second Pause -- Close Too Fast and You Lose Profit -- The More the Customer Talks, the More You're Prepared for the Next Sale, Too -- Keep Your Eye on the Prize -- Chapter 7: Skip the Sales Presentation -- Why Preparation Is Essential -- Preparing a Sales Presentation Does Not Mean You Will Use It -- Do You Know Your Presentation or Do You Know Your Content? -- What About Skipping the Presentation on the Phone? -- Always Respect Time -- Developing Your Presentation -- How Many Calls to Close a Sale? -- Chapter 8: Leverage Knowledge to the Fullest -- The Customer Is Seeking Knowledge, Too -- Leveraging Knowledge -- False Facts -- How Do You Track Customer Information? -- Visiting the Senior Officer -- Using Information to Gather Opinions -- Validating Information -- The Power of Sharing Your Information -- Knowledge Can Help Open the Next Sale -- Knowledge vs. Information.

Your Competitor May Have the Same Information -- Your Knowledge Helps Create Trust -- Your Knowledge Can Create a Long-Term Relationship -- Chapter 9: Sell More Without Even Being There -- China and the Sales Catalog -- How the B2B Selling Process Has Changed -- Putting Your Information Online -- Getting the Right Information on the Internet -- "Vendor Validation" -- Becoming a Thought Leader -- Time Well Spent -- Chapter 10: Selling to the C-Suite -- What Language Do They Speak? -- Attributes Needed to Connect with the C-Suite -- Connecting with the CEO Directly -- The 12 × 12 Approach -- Connecting with the CEO by Way of a Referral -- Dealing with the Blockers -- Meeting with the CEO -- C-Suite Relationships Are Insurance Policies -- C-Suites Are Research Departments -- Chapter 11: How to Handle Price Objections -- You Need to Be Blunt with the Customer -- How Should You Respond to Objections? -- Responding to the Request for a Reduction in Price -- What Do You Do About the Persistent Customer? -- Getting Customers to Focus on Their Needs, Not Your Price -- The Customer Is in No Rush to Buy -- Don't Try to Push the Customer with a Limited-Time Discount -- Sell First, Negotiate Second -- Chapter 12: Executing a Price Increase -- The Ten-Step Process to Execute a Price Increase -- Step 1: Know Your Strategy and What the Price Increase Is Going to Accomplish -- Step 2: Sell the Objective of the Price Increase to People Inside the Company, Particularly the Sales Force -- Step 3: Determine and Isolate the Customer's Key Benefits (They Help Sell the Price Increase) -- Step 4: Understand the Customer's Decision-Making Timeline and How It May Impact Plans to Communicate the Price Increase -- Step 5: Isolate Key Contacts Within the Customer's Company -- Step 6: Develop Data and a Fact-Driven Point of View (FDPOV).

Step 7: Signal to the Customer the Expectation That a Price Increase Might Be Coming -- Step 8: Formalize Expectations and Goals with the Sales Force for Each Customer -- Step 9: Present the Price Increase to Customers and Gain Their Commitment -- Step 10: Reinforce the Price Increase by Sharing the FDPOV -- Ten Steps to More Profit -- Chapter 13: Purchasing Departments and the Professional Buyer -- Who Is the Professional Buyer? -- The New Vendor -- Understanding How the Buyer Operates -- Warehouse Tours and the Buyer -- Learning the Customer's Computer System -- My Three Hours with a Buyer -- Do Outside Meetings Include Any Risk for You? -- Understanding a Buyer's Objectives -- Vendor Letters and Requests -- Increasing Your Margin on Friday Afternoon -- Chapter 14: RFPs and RFQs: The Bidding Process -- Are RFPs a Good Use of Your Time? -- Benefits of the Small RFP -- Writing the RFP Gives You the Upper Hand -- Step 1: Determine Your Strategy -- Step 2: Develop Your Minimum/Maximum Standards -- Step 3: Develop Your Options -- Step 4: Gain Information from the Customer and Others -- Step 5: Respond and Get the Meeting -- The Value of a Follow-Up Meeting -- Bid Selection Renegotiation -- Chapter 15: Position Yourself to Continue Earning High Profits -- One Percent Continuous Improvement Process -- Small Changes Equal Big Improvement -- Your Windshield Is Talking to You -- Recovering from the Bad Sales Call -- Always Be Learning -- Strategically Planning Your Week -- Setting Weekly Goals to Build Off Your Successes -- Recording Your Goals and Accomplishments -- Furthering Your Knowledge and Expertise -- Recommended Websites -- Index.

All sales aren't created equal. This book shows readers how to close deals that truly make a profit.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.