High-Profit Selling: Win the Sale Without Compromising on Price > CHAPTER 7: Skip the Sales Presentation - Pg. 112: Safari Books Online

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High-Profit Selling: Win the Sale Without Compromising on Price

High-Profit Selling: Win the Sale Without Compromising on Price

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Contents

Table of Contents

CHAPTER 1: You Are Hurting Your Profit

CHAPTER 2: ``Profit'' Is Not a Dirty Word

CHAPTER 3: Use Needs and Benefits to Command a Higher Price

CHAPTER 4: Creating Real Value Using Your Price Point

CHAPTER 5: Prospecting That Works

CHAPTER 6: Sell More by Talking Less

CHAPTER 7: Skip the Sales Presentation

Why Preparation Is Essential

Preparing a Sales Presentation Does Not Mean You Will Use It

Do You Know Your Presentation or Do You Know Your Content?

What About Skipping the Presentation on the Phone?

Always Respect Time

Developing Your Presentation

How Many Calls to Close a Sale?

CHAPTER 8: Leverage Knowledge to the Fullest

CHAPTER 9: Sell More Without Even Being There

CHAPTER 10: Selling to the C-Suite

CHAPTER 11: How to Handle Price Objections

CHAPTER 12: Executing a Price Increase

CHAPTER 13: Purchasing Departments and the Professional Buyer

CHAPTER 14: RFPs and RFQs: The Bidding Process

CHAPTER 15: Position Yourself to Continue Earning High Profits

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C H A P T E R 7 Skip the Sales Presentation AT E I N T H E A F T E R N O O N on a beautiful spring day, I found