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Praise for SalesBURST!! "SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
—Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
—Jeffrey Gitomer, author of Little Red Book of Selling
"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
—Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
—John Calamos, CEO, Calamos Investments
"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
—Joel Leetzow, Executive Vice President, North America and board member, Scancode
"SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
—Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture
"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
—Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University
"SalesBURST!! teaches you to set goals and train for those goals so you win."
—Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist
Contents
Acknowledgments xii
About the Author xiii
Preface xv
Late Show with David Letterman: FAST Close xviii
What is the Object of Entrepreneurial Sales Training? xix
Definitions xxi
Part I Secrets
Chapter 1 Secret #1: Ask a Question When You Are Lost 3
Chapter 2 Secret #2: Prime the Pump 7
Chapter 3 Secret #3: Role-Play the 10 Perfect Closing
Questions 9
Chapter 4 Secret #4: Call Back the Same Day 19
Chapter 5 Secret #5: Intercept 23
Chapter 6 Secret #6: Land Where You Planned 27
Chapter 7 Secret #7: Water, No Ice 29
Chapter 8 Secret #8: The Blame Game 31
Chapter 9 Secret #9: Give and Take 33
Chapter 10 Secret #10: Be a Contrarian 37
Chapter 11 Secret #11: Bet on Yourself 41
Chapter 12 Secret #12: Is Sales Art or Science? 45
Chapter 13 Secret #13: Immediate Action After Strategy 49
Chapter 14 Secret #14: Program Your Mind 53
Part II Questioning
Chapter 15 Answer a Direct Question with a Question 59
Chapter 16 The Checklist Close 63
Chapter 17 Land Mines 67
Chapter 18 Cats, Dogs, or Fish? 71
Chapter 19 Alternative Ways to Cold Call 75
Chapter 20 Selling an Intangible 79
Part III Listening
Chapter 21 Self-Monitoring 87
Chapter 22 How to Calm an Irate Customer 91
Part IV Hiring
Chapter 23 The Most Effi cient Interview 97
Chapter 24 Rejection and Impression 103
Chapter 25 Initial Reaction versus Fact 107
Part V Organizing
Chapter 26 21-Day Challenge 113
Chapter 27 Sell Like You Are a Business 119
Chapter 28 Start Up Capital? 127
Chapter 29 Six Degrees from Kevin Bacon 131
Part VI Showing
Chapter 30 Trade Shows: A Successful Way to Sell
From a Booth 137
Chapter 31 More Booth Marketing Ideas 141
Part VII Marketing
Chapter 32 FREe-commerce 147
Chapter 33 Lease and Refi nance 153
Chapter 34 Your Presentations 157
Chapter 35 Good Medicine 163
Chapter 36 Better Than New 169
Chapter 37 You versus Goliath 173
Chapter 38 Digitize Your Competition and Reposition 177
Index 183
