- Chapter Introduction
- Get What You Want Every Day
- Selling: Heartbeat of the Economy and the Company
- Selling U: The Power of Your Personal Brand
- Review and Practice
- Chapter Introduction
- What Does It Take to Be in Sales?
- Sales Channels and Environments: Where You Can Put Your Selling Skills to Work
- Selling U: Résumé and Cover Letter Essentials
- Review and Practice
- Chapter Introduction
- The Power of Relationship Selling
- Putting Adaptive Selling to Work
- Selling U: Networking—The Hidden Job Market
- Review and Practice
- Chapter Introduction
- Business Ethics: Guiding Principles in Selling and in Life
- Policies, Practices, and Cultures
- Selling U: Selling Your Personal Brand Ethically—Résumés and References
- Review and Practice
- Chapter Introduction
- Ready, Set, Communicate
- Your Best Behavior
- Selling U: The Power of Informational Interviews
- Review and Practice
- Chapter Introduction
- Buying 101
- How the Buying Process Works
- Selling U: Developing and Communicating Your Personal FAB
- Review and Practice
- Chapter Introduction
- It’s a Process: Seven Steps to Successful Selling
- Prospecting: A Vital Role in the Selling Process
- Go Fish: Resources to Help You Find Your Prospects
- Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
- Review and Practice
- Chapter Introduction
- Researching Your Prospect: Going Deeper
- Solving, Not Selling
- Identify Precall Objectives: Getting Smart about Your Sales Call
- Prepare Your Presentation
- Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
- Review and Practice
- Chapter Introduction
- First Impressions Make All the Difference
- How to Start Off on the Right Foot
- Choosing the Best Approach for the Situation
- Overcoming Barriers to Success
- Selling U: What’s Your Elevator Pitch for Your Brand?
- Review and Practice
- Chapter Introduction
- Preparation: Your Key to Success
- Dress for Success
- Making Your Presentation Work
- How to Use SPIN Selling in Your Sales Call
- Putting It All Together
- Selling U: Selling Yourself in an Interview
- Review and Practice
- Chapter Introduction
- Objections Are Opportunities to Build Relationships
- Types of Objections and How to Handle Them
- Selling U: How to Overcome Objections in a Job Interview
- Review and Practice
- Chapter Introduction
- Closing Starts at the Beginning
- Collaborate to Negotiate
- Selling U: Negotiating to Win for Your Job Offer
- Review and Practice
- Chapter Introduction
- Follow-Up: The Lasting Impression
- Customer Satisfaction Isn’t Enough
- Selling U: What Happens after You Accept the Offer?
- Review and Practice
- Chapter Introduction
- Managing Yourself, Your Income, and Your Results
- Motivation, Learning, Enjoyment, Success
- Selling U: It’s Your Career—Own It!
- Review and Practice
- Chapter Introduction
- The Power of Entrepreneurship
- Selling Yourself and Your Idea
- Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
- Review and Practice
Epilogue: You’ve Got the Power