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The Book || Sample Chapter

Take Your Sales Performance Up a Notch - Table of Contents

Take Your Sales Performance Up a Notch
Based on the concept of "critical thinking," this powerful book provides salespeople with a comprehensive system for using just the right thought-strategy for each circumstance.

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1. Selling in the Information Age
Presents a sobering look at some of the trends that define the Information Age and their impact on sales people and their customers.

2. Introduction to the Six Hats
Describes the rationale for the Six Hats, and the concept of principles, processes and tools as the components of a competency.

3. The First Hat - Astute Planner
Describes the power of collecting useful information, and shows you how to collect useful information about your customers and your competitors.

4. Astute Planner - Part II
Presents the principles and processes for creating powerful territory, account and sales plans.

5. Using the Six Hats to Take Your Performance Up-A-Notch
This mini-chapter addresses the common problem of "My customers don't have much time for me," with solutions based on the Six Hats.

6. The Second Hat - Trusted Friend
Describes the power of positive relationships to provide a salesperson with a competitive advantage, and presents principles and processes for causing your customers to become comfortable with you.

7. Trusted Friend - Part II: Gaining Your Customer's Trust and Respect
Presents principle and processes for developing these aspects of a relationship. Includes the "Nine commandments for ethical salespeople."

8. Using the Six Hats to Take Your Performance Up-A-Notch
"Voice mail is driving me crazy!" This mini-chapter shows how to use the Six Hats to deal with this problem.

9. The Third Hat - Effective Consultant
Presents the concept of becoming a consultant to your customers by knowing them better than any one else, and then provides principles and processes for doing so.

10. Effective Consultant-Part II: Using Questions Effectively
Shows you how to use questions to understand your customers at deeper levels and provides "seven rules for constructive listening."

11. Using the Six Hats to Take Your Performance Up-a-Notch
This mini-chapter shows you how to use the Six Hats to deal with a high-potential account in which a competitor is firmly entrenched.

12. The Fourth Hat - Skillful Influencer
Describes the concept of sales as a set of step-by-step processes, and focuses on the principles and processes to make a powerful sales presentation.

13. Skillful Influencer - Part II: Closing the Sale
Presents principles and processes for mastering this most crucial aspect of selling.

114. Application - Using the Six Hats to turn Challenges into Opportunities
Your customers are confused because they have more choices than ever before. It's difficult to get them to make decisions. This mini-chapter shows you how to use the Six Hats to succeed in this situation.

15. The Fifth Hat - Adept Human Resource Manager
The resource you mange is you! This chapter presents powerful principles and processes for proactively moving in positive directions: goal-setting, focusing on your strengths, and "Ten Commandments for Good Sales Time Management."

16. Adept Human Resource Manager - Part II
To be effective in the high stress Information Age, you need to know how to handle the negative forces pressing on you. The chapter presents principles and processes for handling failure, adversity, information overload, and negative thinking.

17. Using the Six Hats to Take Your Performance Up-A-Notch
This mini-chapter shows you how to use the Six Hats to deal with the expansion of paperwork, details and "other stuff" that threatens to squeeze out your selling time.

18. The Sixth Hat - Master Learner
Becoming good at continuously growing, developing, and changing yourself is the ultimate success competency for the Information Age. This chapter presents principles and tools to achieve mastery of that competency.

19. Master Learner - Part II
Describes our trademarked Menta-Morphosis® - process for continuous personal growth.

20. Using the Six Hats to Take Your Performance Up-A-Notch
How to use the Six Hats to deal with constant changes within your organization.

 

 

 
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