The Power of Selling | Kimberly Richmond

- About the Author
- Acknowledgments
- Welcome to The Power of Selling
- Epilogue: You’ve Got the Power
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- 1The Power to Get What You Want in Life
- 2The Power to Choose Your Path: Careers in Sales
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  - 2.1What Does It Take to Be in Sales?
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  - 2.2Sales Channels and Environments: Where You Can Put Your Selling Skills to Work
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  - 2.3Selling U: Résumé and Cover Letter Essentials
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  - 2.4Review and Practice
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- 3The Power of Building Relationships: Putting Adaptive Selling to Work
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  - 3.1The Power of Relationship Selling
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  - 3.2Putting Adaptive Selling to Work
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  - 3.3Selling U: Networking—The Hidden Job Market
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  - 3.4Review and Practice
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- 4Business Ethics: The Power of Doing the Right Thing
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  - 4.1Business Ethics: Guiding Principles in Selling and in Life
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  - 4.2Policies, Practices, and Cultures
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  - 4.3Selling U: Selling Your Personal Brand Ethically—Résumés and References
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  - 4.4Review and Practice
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- 5The Power of Effective Communication
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  - 5.1Ready, Set, Communicate
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  - 5.2Your Best Behavior
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  - 5.3Selling U: The Power of Informational Interviews
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  - 5.4Review and Practice
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- 6Why and How People Buy: The Power of Understanding the Customer
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  - 6.1Buying 101
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  - 6.2How the Buying Process Works
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  - 6.3Selling U: Developing and Communicating Your Personal FAB
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  - 6.4Review and Practice
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- 7Prospecting and Qualifying: The Power to Identify Your Customers
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  - 7.1It’s a Process: Seven Steps to Successful Selling
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  - 7.2Prospecting: A Vital Role in the Selling Process
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  - 7.3Go Fish: Resources to Help You Find Your Prospects
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  - 7.4Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
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  - 7.5Review and Practice
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- 8The Preapproach: The Power of Preparation
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  - 8.1Researching Your Prospect: Going Deeper
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  - 8.2Solving, Not Selling
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  - 8.3Identify Precall Objectives: Getting Smart about Your Sales Call
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  - 8.4Prepare Your Presentation
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  - 8.5Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
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  - 8.6Review and Practice
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- 9The Approach: The Power of Connecting
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  - 9.1First Impressions Make All the Difference
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  - 9.2How to Start Off on the Right Foot
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  - 9.3Choosing the Best Approach for the Situation
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  - 9.4Overcoming Barriers to Success
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  - 9.5Selling U: What’s Your Elevator Pitch for Your Brand?
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  - 9.6Review and Practice
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- 10The Presentation: The Power of Solving Problems
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  - 10.1Preparation: Your Key to Success
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  - 10.2Dress for Success
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  - 10.3Making Your Presentation Work
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  - 10.4How to Use SPIN Selling in Your Sales Call
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  - 10.5Putting It All Together
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  - 10.6Selling U: Selling Yourself in an Interview
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  - 10.7Review and Practice
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- 11Handling Objections: The Power of Learning from Opportunities
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  - 11.1Objections Are Opportunities to Build Relationships
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  - 11.2Types of Objections and How to Handle Them
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  - 11.3Selling U: How to Overcome Objections in a Job Interview
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  - 11.4Review and Practice
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- 12Closing the Sale: The Power of Negotiating to Win
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  - 12.1Closing Starts at the Beginning
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  - 12.2Collaborate to Negotiate
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  - 12.3Selling U: Negotiating to Win for Your Job Offer
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  - 12.4Review and Practice
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- 13Follow-Up: The Power of Providing Service That Sells
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  - 13.1Follow-Up: The Lasting Impression
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  - 13.2Customer Satisfaction Isn’t Enough
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  - 13.3Selling U: What Happens after You Accept the Offer?
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  - 13.4Review and Practice
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- 14The Power of Learning the Ropes
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  - 14.1Managing Yourself, Your Income, and Your Results
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  - 14.2Motivation, Learning, Enjoyment, Success
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  - 14.3Selling U: It’s Your Career—Own It!
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  - 14.4Review and Practice
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- 15Entrepreneurial Selling: The Power of Running Your Own Business
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  - 15.1The Power of Entrepreneurship
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  - 15.2Selling Yourself and Your Idea
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  - 15.3Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
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  - 15.4Review and Practice
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