Brief Table of Contents

Chapter 1: The Power to Get What You Want in Life

Chapter 2: The Power to Choose Your Path: Careers in Sales

Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work

Chapter 4: Business Ethics: The Power of Doing the Right Thing

Chapter 5: The Power of Effective Communication

Chapter 6: Why and How People Buy: The Power of Understanding the Customer

Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers

Chapter 8: The Preapproach: The Power of Preparation

Chapter 9: The Approach: The Power of Connecting

Chapter 10: The Presentation: The Power of Solving Problems

Chapter 11: Handling Objections: The Power of Learning from Opportunities

Chapter 12: Closing the Sale: The Power of Negotiating to Win

Chapter 13: Follow-Up: The Power of Providing Service That Sells

Chapter 14: The Power of Learning the Ropes

Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business