Cover -- Title Page -- Copyright -- Contents -- Preface -- Networking, Like Boxing, Is about the Connection -- Jumping Rope, the Heavy Bag, and Roadwork -- Networking Is Your Knockout Punch! -- Bottom Line! -- Part 1 Opening Rounds -- Chapter 1 Networking Is the Key to a Successful Career...

Machine generated contents note: DEDICATION 6 ACKNOWLEDGEMENTS 7 PREFACE 11 FOREWORD 17 CHAPTER 1: THE SCIENCE of SELLING 20 The Changing Nature of Selling 21 The Crisis in Sales Management 24 The Advent of Scientific Selling 29 CHAPTER 2: The SCIENCE of BEHAVIORAL ASSESSMENT 33 Behavioral...

Use the power of questions to accelerate your sales process and gain client commitment. Skillfully build rapport. Establish your credibility. Uncover a client's issues. Determine if your prospect is really ready to buy. Get commitment to a next step. Power Questions to Win the Sale provides...