Acknowledgments ................................................. v
Chapter 1 Selling, People Skills, and You ...................... 1
Chapter 2 Four Patterns of Behavior ........................... 11
Chapter 3 What's the Difference? .............................. 29
Chapter 4 Why People Buy ...................................... 35
Chapter 5 Motivating Customers ................................ 47
Chapter 6 Timing the Presentation ............................. 61
Chapter 7 Probing ............................................. 71
Chapter 8 Building Trust ...................................... 95
Chapter 9 Building Understanding and Commitment .............. 109
Chapter 10 Planning the Sale .................................. 119
Chapter 11 The Q4 Strategies .................................. 143
Chapter 12 Four Ways of Managing Salespeople .................. 163
Chapter 13 Motivating Salespeople ............................. 181
Chapter 14 Q4 Coaching for Success ............................ 201
Chapter 15 What's in It for You? .............................. 225
Appendix Does the Dimensional Model Fit the Facts? ........... 233
Bibliography .................................................. 238
Index ......................................................... 243
|
