Includes index

"A revised and updated edition of How to master the art of selling, which educates on how to succeed in sales, including new information on using the latest research techniques and using e-mail and online resources to generate deals more quickly and efficiently"--Provided by the publisher

Introduction / J. Douglas Edwards -- What the profession of selling really is -- Twelve sources of sensational selling success -- Question right and sink your teeth into sales success -- Creating the selling climate -- Why don't I do what I know I should do? -- Learn to love no -- Finding the people to sell -- Nonreferral prospecting methods -- Referral prospecting, or the art of getting quality introductions -- How to find fortune and felicity with the phone -- A spectator sport, buying is not -- Put champion selling power in your presentations and demonstrations -- Finessing the first meeting -- Qualification is the key to quota busting -- Objection connection -- Closing is sweet success -- Sixteen power closes for aspiring champions -- A clutch of moneygrabbers -- How to perspire less and profit more from paperwork -- Fortune building starts with time planning -- How to sell your way out of a slump -- Most necessary skill of all -- How to sell to the most important people you know