by Bill Brooks

Sales Techniques
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Table of Contents

Preface (download as pdf file)

Chapter 1. 21st Century Selling
What Is Sales All About?
The 20 Biggest Errors in Selling
The Seven Universal Rules for Sales Success
The Universal Rules in Detail
Sales as a Profession and Where You Fit In
Checklist for Chapter 1
Download pdf file of chapter 1

Chapter 2. Professional Selling: The Insider Secrets
Selling's Biggest Success Secret Revealed
The Five Characteristics of Qualified Prospects
It's Not About When You Need to Make a Sale
The Two Most Essential Components of Professional Selling
The Importance of a Consistent Sales Approach
The Six Principles That Can Guide Your Sales Career
Checklist for Chapter 2

Chapter 3. Focus, Alignment, and Leverage
It's All About Focus
Clarify Your Focus
Build Your Sales Philosophy
Leverage Your Time, Talent, Resources, and Advantage
Your Personal Sales Talent Audit
Checklist for Chapter 3

Chapter 4. The Investigate Step (Part I)-Positioning
The Power of Personal Positioning
10 Ways to Better Positioning
Six Ways to Misposition Yourself
How to Position Yourself as an Expert
Dress, Style, and Image
The Role of Self-Image and Positioning Yourself
Checklist for Chapter 4

Chapter 5. The Investigate Step (Part II)-Prospecting
The Differences Between Suspects and Qualified Prospects
The Three Most Essential Prospecting Principles
What Are Your Chances?
Six Ways to Stay Organized
Approaching Your Prospects
Where Do You Find Prospects?
The Telephone
Setting an Appointment
Checklist for Chapter 5

Chapter 6. The Investigate Step (Part III)-Pre-Call Planning
Do Your Research
Developing Internal Support
Your Prospect's Internal Support Team
Confirming Your Appointment
Mentally Prepare
Physically Prepare
Preparation: Positioning, Prospecting, and Pre-Call Planning
Checklist for Chapter 6

Chapter 7. The Meet Step: Engaging Your Prospect Face to Face
Engaging Your Customers
It's All About First Impressions
Maximizing Trust
Don't Dominate-Participate
Putting It All Together
Building a Bridge
How to Cross the Bridge
Checklist for Chapter 7

Chapter 8. The Probe Step: Asking Questions That Make the Sale
Avoid the Fatal Flaw
It All Starts with Listening
How to Discover What Your Prospect Will Buy
It's All About Solving Challenges
How Do Your Features and Benefits Stack Up?
Needs-Based Questions
Objection-Based Questions
14 Winning Questions
Prepare Completely Before You Continue
The Most Powerful Word You Can Use
Checklist for Chapter 8

Chapter 9. The Apply Step: Making Your Product or Service Solve Problems
Application-Based Selling vs. Demonstration-Based Selling
Four Pointers That Guarantee Sales
How to Apply the Principles Behind Application-Based Selling
Four Proven Ways to Make a Better Presentation
How to Present Your Price and Get It
Price Pitfalls
Some Sample Feedback Questions
Checklist for Chapter 9

Chapter 10. The Convince Step: Making Your Prospect Believe
Sales Is a Worthy Profession
What People Believe Enough, They Act Upon
Prove Your Claims
Bring Your Own Witnesses
Justify Your Price
Relieve Your Prospect's Fear of Buying
Checklist for Chapter 10

Chapter 11. The Tie-It-Up Step: Concluding and Closing
Tie up the Sale, Not the Customer
Negotiate the Conditions of the Sale
Clear Away Objections
Ask for the Order
Reinforce and Cement the Sale
Checklist for Chapter 11

Chapter 12. How to Build and Sustain Sales Momentum
Motivation, Resilience, and Optimism
The 10 Essential Success Truths in Professional Selling
Checklist for Chapter 12

ISBN for this title: 0-07-143001-6

About the Author

Bill Brooks is universally regarded as one of the most authoritative and respected sales writers in the world. A former award-winning sales professional, he is CEO of The Brooks Group, a full-service sales training and sales management education firm based in Greensboro, NC. In great demand as a speaker, he is a member of the Speaker Hall of Fame. He is also a Certified Management Consultant. Mr. Brooks is the author of 11 other books on sales, sales management, and related peak performance topics. Learn more about The Brooks Group at

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