Rainmaking & Sales Tactics: Sales Conversations

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Calys, George

• 10 Things To Consider For A Successful Presentation

Cherry, Paul

• How To Avoid 6 Common Sales Mistakes
• What To Do When Sales Calls Stall
• Sales Archeology: The Power Of Asking Questions To Unearth Your Client's Past

Ginsberg, Scott

• Why Aren't You Talking To Me?

Gordon, Pamela J.

• Designing And Delivering Messages That Stick

Gould, Rebecca

• Prospects When You Least Expect Them

Green, Charles H.

• Friends, Motives & Profits: Avoiding Fear-Based Selling
• Selling By Doing And Not By Telling
• The Art Of Listening: Dispelling Conventional Wisdom (Part I)
• The Art Of Listening: Establishing Trust Without Saying A Thing (Part II)

Harding, Ford

• Overcome Common Selling Challenges By Telling Anecdotes
• Using Stories To Sell: What Makes A Good Anecdote?

Hayden, C.J.

• Breaking The Voicemail Barrier
• Preparing For Six Tough Questions Your Prospects Will Ask

Jewell, Catherine

• Powerful Questions to Create Partnership

Konrath, Jill

• 3 Invaluable Lessons In Selling From An Unlikely Source
•  Are You Scaring Your Prospects Away?
• Creatively Cracking Into Corporate Accounts
•  How To Offend Your Prospect, And Other Hard-Earned Selling Lessons
• Selling One Step At A Time
•  Stop Being So Nice... It's Not What Prospects Are Looking For
•  Three Deadly Words You Need To Stop Using Now
• Passing The "Tell Me More" Test
• Beware! Your True Sales Intentions Are Showing
• The $500 Conversation: Holding Sales Meetings Prospects Would Pay For
• Getting To Aha!: Using Metaphors To Persuade And Sell
• Into Thin Air: How To Prevent Hot Leads From Vanishing

Lax, David A. and James K. Sebenius

• Stop Talking And Start Negotiating

McLaughlin, Michael W.

• How Not To Ruin You PowerPoint Presentation

O'Connor, Julia

• Be Prepared: Getting Ready For Impromptu Sales Conversations At Events

Robertson, Kelley

• Bite Your Tongue: The Power of Silence

Sobel, Andrew

• 19 Techniques To Get More From Your Conversations
• Value For Time: 10 Keys To Having Worthwhile Conversations

Sullivan, Vickie

• Referrals: What To Do Once Your Foot's In The Door

Thull, Jeff

•  The Presentation Trap: Why Making Presentations Can Cost You The Sale
• You'll Gain More Credibility Through The Questions You Ask

Waterhouse, Steve

•  Selling With Salad In Your Hair: A True Story

Weiss, Alan

• Are You Going To Believe Me Or Your Lying Eyes?
• Listen To The Silence
• Give The Client Some Help