CONTENTS APRIL 2016


COVER STORY 26 | How to Get Reps to Go the Extra Mile


BY THOMAS P. REILLY


SKILLS 6 | How to Improve Selling Habits


BY LAINE CHROUST EHMANN 10 | Closing Questions BY JEFFREY P. DAVIDSON


PSYCHOLOGY 20 | How to Beat Follow- Through Blues


BY DANA RAY


SALES TRAINING 24 | Top 10 Behaviors for High-Performing Salespeople


BY BILL BARTLETT


DEPARTMENTS 5 | Reader Tip


SALES IQ 12 | Lead with Their Need if You Want to Succeed


BY JIM CATHCART


MANAGEMENT 16 | How to Exceed Expectations


BY KIM WRIGHT WILEY


19 | Blog Roundup 31 | Thoughts to Sell By


SELLING TIPS


5, 8, 11, 13, 18, 22, 25 VIDEOS


5, 7, 11, 22, 25 ‘‘


Nothing is impossible; the word itself says, “I’m possible!” AUDREY HEPBURN


SELLING POWER APRIL 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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