CONTENTS AUGUST 2016


COVER STORY 26 | You Can Learn to Lead


BY HEATHER BALDWIN


SKILLS 6 | Effortless Closing


BY JOAN LEOTTA 8 | Don‘t Let Fear Kill Your Sale BY LARRY CHAMBERS


SALES IQ 12 | Five Strategies for Transforming to a Best-in- Class Sales Organization


BY MEERA MEHTA VIDEOS


PSYCHOLOGY 16 | How to Manage the Feeling of Helplessness


BY GERHARD GSCHWANDTNER AN INTERVIEW WITH DR. MARTIN SELIGMAN


MANAGEMENT 20 | Wanted: Sales Operations Manager


BY KIM WRIGHT WILEY 5, 7, 9, 18 ‘‘


Build your own dreams, or someone else will hire you to build theirs. –FARRAH GRAY


PROSPECTING 24 | Time for Results


BY HENRY CANADAY


DEPARTMENTS 5 | Rep-to-Rep


11 | Blog Roundup 31 | Thoughts to Sell By


SELLING TIPS 5, 13, 18, 25


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


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