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Table of Contents Income Preface Introduction Why This Book Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Chapter Conclusion Bibliography Recommended Readings Index List of Figures List of Sidebars Steps to Sales Success System That Can Shorten Cycle Double Your Significantly Increase by Tim Breithaupt AMACOM This text provides tools enabling you to easily selling process from close sales faster allowing time for yourself each increase your income Steps to Sales SuccessThe Proven System that Can Shorten the Selling Cycle Double Your Close Ratio and Significantly The Sequential Model of Professional Selling Attitudes of Success Five Pillars Planning and Preparation Measure Twice Cut Time Management Its About Time Prospecting I Know Where You Are Hiding Building Rapport and Trust Behavioral Flexibilit Discovery Game Day Presentation Skills ValueAdded Solutions Confirming the Sale Closing Creative Negotiation There is Always a Way Action Plan Implementation FollowUp You Never Call or Write Anymore Selling is a complex process In order to succeed sales professionals need to have not only a healthy selfesteem but also a precise proven system to get them confidently through each sales call In Ten Steps to Sales Success sales expert Tim Breithaupt both teaches and inspiresproviding a treasuretrove of practical tools and techniques designed to cover the entire selling process from A to Z The book presents a complete methodology based on the author��s TenStep Model of Sequential Selling comprising Attitudes of Success Time Management Prospecting Building Rapport and Trust Probing and Listening ValueAdded Solutions Closing Creative Negotiation Action Plans and FollowUp Perfect for both sales novices and veterans the book includes humorous illustrations to support key points and provides numerous howto examples It is a mustread for anyone seeking to move beyond sales survival to sales excellence About the Author Tim Breithaupt is the founder of Spectrum Training Solutions Inc offering training in sales customer service and negotiation He is an accomplished speaker and has trained sales professionals from many Fortune companies Tim Breithaupt CGAH American Management Association New York Atlanta Brussels Buenos Aires Chicago London Mexico City San Francisco Shanghai Tokyo Toronto Washington DC Special discounts on bulk quantities of AMACOM books are available to corporations professional associations and other organizations For details contact Special Sales Department AMACOM a division of American Management Association Broadway New York NY Tel Fax This publication is designed to provide accurate and authoritative information in regard to the subject matter covered It is sold with the understanding that the publisher is not engaged in rendering legal accounting or other professional service If legal advice or other expert assistance is required the services of a competent professional person should be sought Library of Congress CataloginginPublication Data Breithaupt Tim steps to sales success the proven system that can shorten the selling cycle double your close ratio and significantly increase your income Tim Breithaupt p cm Includes bibliographical references and index ISBN X Selling I Title Ten steps to sales success II Title HFB dc Copyright Tim Breithaupt All rights reserved Printed in the United States of America This book was originally published in under the title Take this job and Love it by Spectrum Training Solutions Inc Calgary Alberta Canada Grateful acknowledgment is given to Spectrum Training Solutions for permission to include the illustrations found throughout this book This publication may not be reproduced stored in a retrieval system or transmitted in whole or in part in any form or by any means electronic mechanical photocopying recording or otherwise without the prior written permission of AMACOM a division of American Management Association Broadway New York NY Printing number To My Parents Elizabeth and Louis P Breithaupt whom I respect and admire as parents and as friends You gave me an invaluable benchmark of honesty integrity and success With pride and love I dedicate this book to you both I love you ACKNOWLEDGMENTS The completion of this book has left me with the challenge of expressing my gratitude for the acts of encouragement and support offered by so many people My indebtedness goes far beyond a thank you To those who contributed directly or otherwise I offer my deepest appreciation The following individuals are deserving of a special thank you Les Hewitt My mentor who said You need to write a book and then inspired me to follow through on his idea Thank you for your undying confidence and support We just did it Shauna Dobrowolski My executive assistant for over four yearswhat an outstanding woman Shauna is the epitome of the human side of business Her positive attitude is the envy of her peers and her unwavering support dedication and enthusiasm formed the cornerstone of this project Rod Chapman My editor who used more red ink than a tax auditor while assuring me it was in the interest of stylistic consistency parallel construction and a clean manuscript We are still talking Gary Lundgren His awesome cartoons relate to us all Thanks for Bernie Special Acknowledgments Trish Matthews Michael Fisher Anne Milette David Chilton Wendy Perry Ron Cuthbertson Armchair Critics Past and Present Customers Lynn Stephen and Michael TIM BREITHAUPT is the founder of Spectrum Training Solutions Inc which offers training in sales leadership skills and sales negotiation He is an accomplished keynote speaker and has trained sales professionals from many Fortune companies He lives in Calgary Alberta Canada Now I know what its like to give birth at least in the conceptual sense Although the gestation period of this book was longer than childbirth its development parallels the emotions and activities of an expectant mother mood swings impatience anxiety cravings anticipation checkups having to choose a name and the frustration of several missed due dates I spent months organizing my thoughts before finally putting ideas on paper and into my tape recorder When I saw the Table of Contents and the Introduction taking shape it was like feeling the first kick I was filled with excitement and an overwhelming sense of trepidation This could have been my first bout of morning sicknessat least it felt that way I would wake up thinking What did I get myself into Can I really write a book that salespeople will actually read It appears weve done that I say we because this delivery is the result of a synergistic effort by many individuals The birth of anything is rarely a solo performance Steps to Sales Success represents my deepest belief that selling is fun Selling is one of the most challenging yet rewarding careers in our society Sales entrepreneurs are emerging as one of the most sophisticated and important players in the business arena A sales career offers no end of promise and the excitement of endless possibilities Selling is a springboard to the fulfilment of all your goals and aspirations Its my hope that this book will help you and others discover or perhaps rediscover the joys of professional selling and that it will empower you to truly aspire to new levels of success Life validates that success is a matter of choice not chance Enjoy This Book As a professional sales trainer I have discovered a very important aspect of adult learning