From the authors of "Smart Moves" comes the handbook all salespeople need in their bags. "Smart Moves for Selling" provides 120 checklists to help salespeople close the very best deals For training, troubleshooting, and a quick review before every important call, sales professionals will be sold on Close the Deal. Acknowledgments xi(2) Introduction: Less Pain, More Gain xiii Chapter 1: Prepare for Success 1(27) 1. Eleven Advantages of a Selling Career 1(2) 2. Fourteen Tips for Presenting a Professional Image 3(3) 3. Nine Steps to a Positive First Impression 6(2) 4. Nineteen Steps to Get Value from a Sales Meeting 8(3) 5. Seven Ways to See Yourself as Others Do 11(2) 6. Fifteen Affirmations to Get Through a Tough Day 13(1) 7. Eleven Actions That Increase Your Energy 14(2) 8. Ten Hints to Beat Procrastination 16(2) 9. Twenty Areas of Life Where Your Actions Need to Match Core Values 18(2) 10. Ten Communication Strategies of Successful Sales Professional 20(2) 11. Ten Tips for Avoiding Common Communication Errors 22(3) 12. Ten Ways to Keep Your Selling Skills Sharp 25(3) Chapter 2: Master TIPPS (Time, Information, People, Place, and Stress) 28(35) 13. Thirteen Tips for Time Management 28(3) 14. Nine Ways to Maximize "Pay Time" and Minimize "No Pay Time" 31(2) 15. Eleven Qualities of a Successful Sales Plan 33(2) 16. Thirteen Strategies for Serving Large Territories 35(2) 17. Ten Guidelines for Phoning across Time Zones 37(2) 18. Thirteen Ways to Make Valuable Contributions to a Meeting 39(2) 19. Thirteen Guidelines for Working with Tough Coworkers 41(5) 20. Seventeen Guidelines for Working with Tough Bosses 46(4) 21. Seventeen Questions to Help You Sell with Integrity 50(2) 22. Thirteen Tips for Maintaining Personal Balance 52(3) 23. Thirteen Empowering Responses to Adversity 55(2) 24. Fourteen Antidotes for Stress 57(3) 25. Sixteen Goals That Successful Salespeople Achieve 60(3) Chapter 3: Know Your Market 63(25) 26. Ten Methods to Track Market Trends 63(2) 27. Ten Techniques for Conducting a Competitor Analysis 65(2) 28. Fourteen Sources of Market and Customer Information 67(3) 29. Ten Dimensions That Define Your Market 70(2) 30. Eleven Guidelines for Creating a Customer Advisory Group 72(3) 31. Thirteen Smart Price-Setting Strategies 75(2) 32. Thirteen Qualities of Attractive Premiums 77(3) 33. Six Methods to Create a Sales Forecast 80(1) 34. Twenty-Five Strategic Questions to Improve the Impact of Sales and Marketing Campaigns 81(2) 35. Fifty Business Terms to Master 83(5) Chapter 4: Find Buyers 88(37) 36. Forty Sources for Leads 88(2) 37. Thirteen Tips for Increasing Your Net Worth Through Networking 90(3) 38. Nine Strategies for Getting Past the Receptionist on the Phone 93(3) 39. Sixteen Strategies for Getting More Appointments with Buyers over the Phone 96(5) 40. Nine Creative Ways to Get the Appointment 101(2) 41. Seven Steps for Remembering a Person's Name 103(2) 42. Fifteen Ways to Warm Up to Cold Calling 105(2) 43. Fourteen Methods for Rejecting Rejection 107(3) 44. Ten Ways to Get the Most Out of a Booth at a Trade Show 110(4) 45. Twenty-One Ways You and Your Company Can Make a Splash at a Trade Show 114(2) 46. Ten Tips for Working a Trade Show 116(2) 47. Seventeen Ingredients of a Successful Direct Mail Marketing Campaign 118(4) 48. Sixteen Tips for Getting Your Letters Read 122(3) Chapter 5: Analyze Buyers 125(21) 49. Ten Psychological Principles You Need to Know 125(3) 50. Four Ways to Categorize Personality Types 128(1) 51. Ten Signs of Interpersonal Style 129(2) 52. Twelve Ways to Tailor Your Sales Presentation to How Buyers Screen the World 131(3) 53. Seven Fears All Buyers Have 134(2) 54. Eleven Negative Assumptions Most Buyers Have about You and the Sales Process 136(2) 55. Seven Ways You Don't Want to Enable Buyers to Abuse You 138(1) 56. Ten Steps for Discovering the Buyer's Budget 139(3) 57. Twenty-Seven Facts to Learn about Your Buyer 142(1) 58. Twenty-One Questions to Ask about the Buyer's Decision-Making Process 143(3) Chapter 6: Bond and Build Rapport 146(26) 59. Eleven Reasons Up-Front Contracts Help You and the Buyer 146(4) 60. Ten Ways to Increase Sales Effectiveness Through Vocals 150(2) 61. Fifteen Ways to Increase Sales Effectiveness Through Body Language 152(3) 62. Fourteen Statements That Help Buyers Maintain Their Self-Esteem 155(2) 63. Ten Suggestions for Selling to a "Dominant" Type 157(2) 64. Eight Suggestions for Selling to an "Influencer" Type 159(2) 65. Six Suggestions for Selling to a "Steady Relater" Type 161(1) 66. Eight Suggestions for Selling to a "Compliant" Type 162(2) 67. Twelve Ways to Identify and Sell to a Visual Buyer 164(2) 68. Twelve Ways to Identify and Sell to an Auditory Buyer 166(2) 69. Twelve Ways to Identify and Sell to a Kinesthetic Buyer 168(4) Chapter 7: Determine the Pain 172(26) 70. Seven Motives Your Buyer May Have 172(2) 71. Nine Reasons Why Questions Are Your Most Powerful Sales Tools 174(1) 72. Eight Types of Questions and When to Ask Them 175(2) 73. Nine Ways to Ask Questions Without Sounding Alienating or Manipulative 177(2) 74. Fifteen Steps to Better Listening 179(4) 75. Thirty-Four Pains Your Product or Service Might Reduce 183(1) 76. Thirty Questions That Probe for Pain 184(2) 77. Nineteen Reverses That Clarify the Buyer's Position 186(4) 78. Fifteen Dummy-up Reverses That Keep You in Charge 190(2) 79. Nine Ways to Remain Third-Party During a Sales Call 192(2) 80. Fourteen Intangibles Buyers Will Buy 194(4) Chapter 8: Get the Sale 198(31) 81. Thirteen Uses of Negative Reverse Selling 198(4) 82. Sixteen Tough Questions to Build Your Product Knowledge 202(2) 83. Eight Ways to Communicate Product Knowledge 204(1) 84. Seven Tips for Translating Your Jargon 205(2) 85. Fourteen Ingredients of a Winning Proposal 207(3) 86. Fourteen Steps to Ensure Successful Sales Presentations to Groups and Committees 210(4) 87. Twenty Steps to a Successful Presentation to a Large Audience 214(4) 88. Eight Questions to Ask When the Buyer Is Considering Someone Else's Offer 218(2) 89. Eight Questions to Ask When Pressured to Respond to an Unreasonable Deadline or Price Offer 220(1) 90. Eleven Questions to Ask When the Buyer Says, "Take It or Leave It" 221(3) 91. Fourteen Strategies for Creating Win-Win Negotiations 224(3) 92. Eight Times to Walk Away from a Sale 227(2) Chapter 9: Manage the Post-Sell 229(30) 93. Twenty Questions That Help You Debrief Your Sales Call 229(1) 94. Six Ways to Add Value to a Client's Business 230(2) 95. Five Ways Customers Want Your Product or Service 232(2) 96. Fifteen Questions to Answer to Ensure Major Account Penetration 234(2) 97. Fifteen Customer Service Visions 236(2) 98. Eighteen Categories of Questions to Focus Your Customer Service 238(3) 99. Ten Commandments of Exceptional Customer Service 241(2) 100. Fourteen Steps to a Customer Satisfaction Survey 243(2) 101. Seventeen Customer Encounters That Call for Gracious Responses 245(3) 102. Nine Strategies for Preventing Buyer's Remorse 248(2) 103. Eleven Responses to Heal the Customer Who Feels Betrayed 250(4) 104. Twelve Strategies for Hanging on to Your Customers 254(3) 105. Six Steps to Ensure You Don't Lose an Endangered Customer 257(2) Chapter 10: Selling in the New Millennium 259(37) 106. Ten Personal Characteristics Required of Sellers in the New Millennium 259(2) 107. Nine Ways to Become More Resilient in Times of Change 261(3) 108. Fifteen Ideas for Better Use of Information Technology 264(3) 109. Eleven Hints for Using Presentation Software 267(2) 110. Eighteen Tips for Selling on the Internet 269(4) 111. Eleven Principles of E-mail Etiquette 273(3) 112. Fourteen Tips for Successful Team Sales 276(3) 113. Thirteen Rules for Selling Across Cultures 279(3) 114. Nine Tips for Selling Through an Interpreter 282(2) 115. Ten Ways to Increase Customer Share 284(2) 116. Fourteen Areas in Which to Become a Complete Sales Team Leader 286(3) 117. Nine Guidelines for Sales Force Compensation 289(2) 118. Ten Expectations to Have When Your Company Is Merged 291(3) 119. Ten Prescriptions for Staying Out of Legal Trouble 294(2) Chapter 11: A Day in the Life of Wally Weakcloser 296(11) 120. Forty-Four Things Wally Did Wrong 296(11) About the Authors 307(2) Does Your Sales Team Need Help? 309(2) Do You Have Sales Smarts? 311