By Dave Anderson
Practical enterprise courses that pull no punches
Dave Anderson's TKO sequence provides no-nonsense, down-in-the-trenches administration recommendations that paintings within the genuine global of commercial. all the 3 informative books during this sequence bargains easy-to-follow, step by step counsel on constructing the explicit abilities nice managers want.
those quickly and to-the-point courses function distinct ideas and potent recommendations offered in uncomplicated chapters which are full of checklists, examples, and functional assets. In every one booklet, readers will locate real-world recommendation in a quick and strong layout that incorporates:
- Words of knowledge or "Right Hook Rules"-bite-sized memorable charges
- Case reports or "Opening Bell" Stories-real-life enterprise classes
- Effective suggestions or "Left Hook Laws"-all-meat, no-fat enterprise concepts
- Incisive or "Standard 8 count number" Questions-insightful inquiries that steered the reader to motion
- Quick or "Knockout" Summaries-bullet issues that sum-up every one bankruptcy and supply effortless reference
Chapter 1 Make the 1st Sale to your self (pages 1–10):
Chapter 2 promote your self earlier than You promote Your Product (pages 11–20):
Chapter three Have center surgical procedure on a daily basis (pages 21–33):
Chapter four promote along with your Ears (pages 35–44):
Chapter five do not forget that much less Is extra simply because extra Is a Bore (pages 45–54):
Chapter 6 Ask and Ye Shall obtain… and for those who do not, Ask back (pages 55–67):
Chapter 7 cease Objections of their Tracks (pages 69–79):
Chapter eight Make Your record and payment it two times (pages 81–95):
Chapter nine make a decision the place, What, whilst, How, and Now (pages 97–109):
Chapter 10 Knockout precis for Follow?Through (pages 111–122):
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Extra resources for TKO Sales!: Ten Knockout Strategies for Selling More of Anything
Gratitude Is not a Season; It Is a Lifestyle! November and December are normally chock full of reminders to be grateful and to be of good cheer. But a focus on gratitude shouldn’t be limited only to certain times of the year. Without a 30 TKO Sales! doubt, one of the most rewarding and passionate ways that you can live is by making gratitude a lifestyle. This principle relates to your work life as well as your life away from work. Many successful people in sales have discovered that the more they are grateful for, the more they have to be grateful for; but the opposite is also true: The less you are grateful for, the less you will have to be grateful for.
I can remember being just out of school and living with my older brother. We were both so broke that we couldn’t afford to have the house where we were living exterminated for the rats that infested it. This was in spite of my working three jobs. Unfortunately, I had to give most of the proceeds to lenders to pay off the debts I had incurred and for those of family members that I had guaranteed. I can remember that more than once all we had for food to divide among us was a can of refried beans and a package of ﬂour tortillas.
6. Can you describe how the 80/20 Rule works in sales? 7. Think about the last three presentations you made that didn’t generate a sale. Could you have had them on the wrong product? Or could you have presented the wrong features? 8. Do you agree that if you can get customers more emotionally involved in your presentation, by spending time on the aspects they are hottest about, that your closing ratio could skyrocket? : Ten Knockout Strategies for Selling More of Anything by Dave Anderson Copyright © 2008 Dave Anderson 6 R O U N D Ask and Ye Shall Receive .