Power Up Your Profits: 31 Days to Better Selling, 2nd Edition

Acknowledgments.

Part One: Better Selling Starts with You.

Day 1: A Nontraditional Attitude.

Day 2: Selling Is a Learned Skill.

Day 3: Start a Consistent Marketing Program.

Day 4: Mind Share _ Market Share.

Day 5: Selling Takes Time.

Part Two: Target Better Clients.

Day 6: Leads, Leads, Leads.

Day 7: Focus on “10s”.

Day 8: Marketing with Permission.

Day 9: Referrals Are Nuclear Power.

Day 10: Get Your Net Working.

Day 11: Managing Your Network.

Day 12: Co-opetition: Partnering for Better Business.

Part Three: Better Selling Helps Your Clients.

Day 13: Opportunity in the New Rules.

Day 14: Marketing and Sales Work Together.

Day 15: Selling Services Is Different.

Day 16: It’s All About Communication.

Day 17: Power Sellers in the Accounting Industry.

Part Four: Power Tools for Better Selling.

Day 18: Newsletters Communicate to Sell.

Day 19: Speaking Attracts More Clients and Referrals.

Day 20: Advertising, Publicity, and Brochures.

Day 21: Online Marketing and Technology Consulting.

Day 22: Working with the Professionals.

Part Five: All Selling Is Personal Selling.

Day 23: Listening for Dollars, Talking for Dimes.

Day 24: Advancing Commitment.

Day 25: Focus: Building a Power Niche.

Day 26: Selling Value, Not Discounts.

Day 27: Your Differences Will Handle Objections.

Day 28: Pricing to Maximize Value.

Part Six: Extend Your Profits.

Day 29: Keeping Clients Sold: Service after the Sale.

Day 30: Clients Come Second: Five-Star Service.

Day 31: Invest First, Then Reap Powerful Profits.

Notes.

Bibliography.

Index.