Many books simply lists prescribed techniques and leave the reader to interpret them. What makes this book different os hat is provides clear, practical advice on every aspect of making a sale, but you'll also find much more: templates, tables, exercises and stimulating ideas to develop your sales techniques and monitor your progress in a particular sale. Each chapter ends with a summary, kye points and coaching advice on developing a particular part of the sales cycle. If you've ever found yourself thinking 'How can I be sure to maximise my chances of success?' - this book is for you. INDICE 1 Preparation and sales development 2 Targeting new accounts 3 Telephone and personal introductions 4 Turning interest into commitment 5 Developing a sale correctly 6 The presentation 7 The sales proposal 8 Negotiation 9 Closing the sale 10 Managing your accounts and your sales performance 11 The 10 do's and don'ts of selling