Chapter 1. 100 to 91: ensuring they don't pull the proverbial "trigger" -- Chapter 2. 90 to 81: getting them to lower the gun -- Chapter 3. 80 to 71: establishing a basis -- Chapter 4. 70 to 61: building a relationship -- Chapter 5. 60 to 51: becoming an ally -- Chapter 6. 50 to 41: developing a potential partnership together -- Chapter 7. 40 to 31: becoming their preferred choice -- Chapter 8. 30 to 21: winning their business -- Chapter 9. 20 to 11: standing out as a consistent, top performer -- Chapter 10. 10 to 1: being the trusted advisor -- Appendix
Summary
100 Skills of the Successful Sales Professional prioritizes action-orientation and puts antiquated outlines out to pasture. The book is designed to not only curate the best expert teachings but it also consolidates these teachings to maximize the value extracted from every page. If you're conscientious about making the biggest impact in your professional career by taking action to minimize the long learning (and earning) curve, then this is the playbook for you
Analysis
Business development
Career development
Personal development
Professional/business
Relationship building
Sales management
Sales
Self-development
Bibliography
Includes bibliographical references (pages 191-192) and index
