Selling skills are learned, not inherited.  Ask For The Order! is a sales course that will help greatly improve your sales performance.  Sales people are just like professional athletes, and from time to time need to tune-up their skills in order to find more prospects, make more professional and winning sales presentations and close more sales.  This course will help you to:

• Understand why people buy

• Find more prospects by digging for the gold

• Make effective presentations that get customers  

  involved

• Uncover the "real" objection and close more effectively 

• Focus your efforts toward success

FOREWORD ................................................................iv
INTRODUCTION .......................................................... 1
CHAPTER 1: THE PSYCHOLOGY OF SALES –
WHY PEOPLE BUY .................................. 6
CHAPTER 2: THE SALES CYCLE ................................ 15
CHAPTER 3: PROSPECTING AND LEAD
ACQUISITION ....................................... 21
CHAPTER 4: SETTING APPOINTMENTS .................... 35
CHAPTER 5: THE PRESENTATION – PAINTING
COLORFUL WORD PICTURES ................ 54
CHAPTER 6: RESOLVING OBJECTIONS–
THE KEY TO CLOSING ........................... 66
CHAPTER 7: FOLLOW-UP AND GENERATION
OF REFERRALS ..................................... 76
CHAPTER 8: TIME AND TERRITORY
MANAGEMENT .................................... 86
CHAPTER 9: COURTESIES AND RELATIONSHIPS .... 100
CHAPTER 10: PERSONAL MOTIVATION – BECOMING
YOUR OWN SALES MANAGER ......... 112
ABOUT THE AUTHOR.............................................. 128