| Description |
1 online resource (349 p.) |
| Contents |
Cover -- Title Page -- Copyright Page -- Contents -- A Note about Selling in the Post-Pandemic World -- Acknowledgments -- About the Author -- Download Your Planners and Trackers -- Preface: This Book Is a System -- Part 1 Introducing the 5-Minute Selling System -- Chapter 1 What Is the 5-Minute Selling System? -- The Proactive Communications -- Quickly Planning Your Upcoming Week of Proactive Outreach -- Quickly Tracking -- The System Is the Key to Your Sales Growth -- But Is Five Minutes per Day Really Enough? -- Chapter 2 I Don't Want You to Read This Book, I Want You to Do This Book |
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Why I Wrote This Book -- What's the Best Time to Implement Your 5-Minute Selling Techniques? -- On a Silver Platter, Here Is How to Make More Money -- How Many Calls Should You Do? -- I'm Asking You to Give It Two Weeks -- Now, Let's Go Sell More, in Five Minutes a Day -- Chapter 3 Take the 5-Minute Selling Two-Week Challenge -- You Do Not Need to Read This Entire Book Before Starting the Two-Week Challenge -- Week 1 Actions -- Week 2 Actions -- The Action Counts Are Minimums -- Part 2 Foundational Principles -- Chapter 4 90% of Salespeople Sell Reactively |
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But These Are Only 10-20% of Your Customers -- Why Does This happen? -- The Terrible Things That Happen When We Sell Reactively -- The Business Impact of Our Sales Reactivity -- Chapter 5 The Terrible Impact of Reactive Selling -- This Is How All of the Competition Thinks -- Chapter 6 How to Break Out of the Reactive Selling Vicious Circle -- Testimonial Calls -- Proactive Sales Calls -- Chapter 7 Comparing Your Proactive Communications Pathways -- In-Person Meetings -- Telephone Calls -- Text Messages -- Email -- The Only Two Acceptable Uses of Email in Sales -- And So, We Focus on the Telephone |
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Chapter 8 The Key Mindsets to Fuel Your Sales Growth -- These Mindsets Can Be Learned and Developed by Talking to Your Happy Customers -- These Mindsets Are Contagious -- Key Mindsets That Will Fuel Your Sales Growth -- Chapter 9 Start Now, and Implement Consistently -- Why the System Is So Much More Important Than the Actions -- The Start Is the Second-Most-Important Thing -- Chapter 10 Your Wins Will Come Quickly -- New Closed Sales -- New Opened Sales -- Sales Progressed Toward a Close -- Brand-New Customers -- New Prospects -- The Incredible Power of Repeat Purchases and Repeat Customers |
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Part 3 Implementation -- Chapter 11 First Plan Your Calls and Follow-Ups for the Week -- Using the Proactive Call Planner -- Now, Fill Out Your Follow-Up Planner -- Keep These Planners Where You Can See Them Throughout the Week -- Now, Communicate -- Chapter 12 Keep a Quote or Proposal Tracker -- Here's Your Quote Tracker -- A Quote Tracker Success Story -- Another Quote Tracker Success Story -- You've Already Done 99% of the Work -- Chapter 13 Track Your Actions and Successes -- 5-Minute Selling Success -- Chapter 14 What to Do If You Miss a Day -- 5-Minute Selling Success |
| Notes |
Description based upon print version of record |
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Chapter 15 Yes, You Should Leave a Voicemail |
| Form |
Electronic book
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| ISBN |
9781119687702 |
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1119687705 |
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