# The Power of Selling

- Page ID
- 23802

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*The Power of Selling* is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills.

- Front Matter
- 1: The Power to Get What You Want in Life
- 2: The Power to Choose Your Path - Careers in Sales
- 3: The Power of Building Relationships- Putting Adaptive Selling to Work
- 4: Business Ethics - The Power of Doing the Right Thing
- 5: The Power of Effective Communication
- 6: Why and How People Buy- The Power of Understanding the Customer
- 7: Prospecting and Qualifying - The Power to Identify Your Customers
- 8: The Preapproach- The Power of Preparation
- 9: The Approach- The Power of Connecting
- 10: The Presentation - The Power of Solving Problems
- 11: Handling Objections - The Power of Learning from Opportunities
- 12: Closing the Sale- The Power of Negotiating to Win
- 13: Follow-Up - The Power of Providing Service That Sells
- 14: The Power of Learning the Ropes
- 15: Entrepreneurial Selling- The Power of Running Your Own Business
- Back Matter