TONY MORRIS has over 22 years of success in B2B and B2C sales. He has trained over 36,000 sales professionals in 43 different industries. He is the Founder of Tony Morris International, a leading sales training organisation, and an international communications speaker, speaking at sales kick off conferences in 31 countries. His passion is helping transform the mindset of salespeople and improving their skills, to exceed their sales goals.

• Foreword xviiPreface xxiAbout the Author xxv1 Introduction to Sales 1Do Not Listen to Respond, Listen to Learn 4Asking Intelligent Questions 4Mindset 5The Lesson 7The Whale 8Tenacity 18Why Do People Buy? 252 It Is Not Just About the Destination 293 Give, and You Shall Gain 374 Every Second Counts 435 Preparation 51Preparation for a Call 57The A–Z of Success 61Prepare for a Meeting 716 My Best Sales Lesson Yet 777 Motivation 91Reflect on Past Triumphs 998 Building Rapport 105What Is Rapport? 105Using Keywords 114The Two Golden Rules of Rapport 1169 Who Is Your Ideal Client? 123Building Your Hit List 128Strategic Alliances 129How to Be Seen as the Expert in Their Field 13210 Getting Past the Gatekeepers 139Voice Mails 14411 Smart Calling 147Funnelling Process 15712 Direct Marketing 15913 I Only Have Capacity for Seven Clients 17114 Questioning 183Tag- On Questions 187Statement Question 188Opinion Question 188Replay Question 188Clarification Question 189Future Pace Question 189Pain Questions 190Benchmarking Question 191Decision- Maker Questions 191Thought- Provoking Questions 192Discovery Questions 193Why Do We Ask Closed- Ended Questions? 19415 Listening 195A Smart Salesperson Listens to Emotions, Not Facts 195Limit the Time You Speak 196Reflective Listening 196Tag- On Questions 197Improving Active Listening Skills 199Opportunity Antenna 201Listening to What Is ‘Not’ Shared 202Listen to Learn 20616 As Nike Says, ‘Just Do It’ 20917 Conducting a Meeting 21318 Proposals 21919 Selling with NLP 223What Is NLP? 223How People Buy 228NLP Epistemology – The Communication Model 229Internal Representation 229Selling to Visual Learners 233Selling to Auditory Learners 234Selling to Kinaesthetic Learners 234Selling to a Group 23520 Handle the Person, Not the Objection 239Why Do You Think People Object? 240What Do We Do if the Client Has an Objection? 241Market Is Not Good at the Moment (Property) 242Bad Experience 243Need to Speak to My Partner 244I Am Happy with My Current Supplier 245Your Product Is too Expensive 249Send Me Information 250Your Competitor, Who Is Very Similar to You, Is Cheaper 25121 Positive Words and Language 25322 Lead Generation 259Lead Generation Ideas If You Work in Recruitment 263Pipeline 26423 Gaining Referrals 26724 FAB Selling 27525 Cross- Selling and Upselling 283Create the Need and Fill It 28526 Handling Rejection 28927 Six Components of Success 293Talent 29428 Negotiations 297Rule 1 300Rule 2 302Rule 3 302Rule 4 303Rule 5 304Rule 6 305Rule 7 305Rule 8 306Rule 9 306Sell the Difference 30729 Time Management 309Unnecessary Meetings 316Elephant Tasks 31630 Gaining Commitment and Closing 319Examples of Some Closing Techniques 32231 Howlers 329My First B2B Sales Job 329My First Field Meeting 330Call Centre Selling Gas and Electric 331Double Glazing 336Door- to- Door Sales 33832 Conclusion 341Complimentary Resources 343Tony Morris International 345Mention of Studies or Research 347Book Mentions 349References 349Book Mentions 350Index 351

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