1. Changes in Selling
Why sales are not the same any more?
The most important changes in sales
Ancient tactics and their substitutes
2. Trends and Effective Techniques
Trends in sales
Effective techniques backed up by research
Stories with contrast
Price uncertainty, etc.
3. Sales on the Demand Side
The two sides of sales
Struggle with the problem
Motivation for moving forward
The four forces of progress
The big picture: Why are they buying?
4. GAP Selling
Seven truths about selling today
The ten factors to resist change
Stages of the GAP sale
5. Overview of Sales Methodologies
6. Overview of Sales Methodologies (ctd.)
Target Account Selling (TAS)
Straight-line persuasion – The Way of the Wolf
Winning Complex Sales (WCS)