Introduction. 1. Basic Sales Theory. Why Sales? Inside versus Outside Sales. Inbound vs Prospected Sales. Business to Business and Business to Consumer Sales. Compensation & Benefits. Myths & the Salesman reputation. 2. Getting Started. Education and Training. Product Knowledge. Sales Teams. Infrastructure. Organization. Goal Setting. 3. Prospecting. Identifying & Reaching Your Potential Customers. Marketing. Non-traditional approaches. Warm vs. Cold Leads. 4. Anatomy of a Sale. Prospecting. Opening. Discovery & Fact Finding. Proposal. Everyone's least favorite C-word, "Closing". 5. Sales Techniques. Tailoring your process to your personality. Sales methods: Pros & Cons. 6. Continued Growth and Success. Avoiding the accordion. Goal & Time Management. 7. Advanced Sales Theory. Psychology of the sale. Leading the client. Less is more. 8. Industry Specifics. Advertising Sales. Real Estate. Financial & Insurance. Retail. Home Improvement & Construction. Medical. Auto. Manufacturing & Sup...