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Preface
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Acknowledgements
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A Chosen Profession
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Who is Not Selling?
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Pride in the Profession of Selling
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Attitude Determines Success
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Formula for Success
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Qualities of a Winning Professional
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Pleasing Personality
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Selling is a Rejection Business
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Transactional versus Reulationship Selling
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Psychology of Selling
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Whay Buyers Need and Want
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Quality and Credibility
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Selling Process
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Prospecting
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Call Reluctance and Telephone Calling
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Rules for Letter Writing
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Questions are the Answers
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Lisening is Caring
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Positive Communication for Selling
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Uncovering the Need
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Features and Benefits
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ABS of Selling
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Negotiation or Haggling
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Objection Handling
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Closing
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Self-Evaluation and Self-Commitment
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Goal Setting
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Why Salespeople Fail
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Managing Time
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Ethics
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Afterword
About the Author
Shiv Khera is an Indian author of self-help books. He has penned four bestsellers: You Can Win, Living with Honour, Freedom Is Not Free and You Can Sell. Born into a simple business family, Shiv Khera worked as a car washer, a life insurance agent and a franchise operator before moving on to motivational speaking where he found his calling.