Contents FEBRUARY 2016 Cover Story


24 | Reach for the Stars BY KIM WRIGHT WILEY


Skills 6 | Counter Your Prospect’s


Buying Strategy BY KERRY L. JOHNSON


12 | Face Closing with Anticipation


instead of Anxiety BY KERRY L. JOHNSON


Training 16 | Eight Training Corrections for


Sales Managers BY GEOFFREY JAMES


Management 18 | Are Your Sales Reps Getting


Complacent? BY SELLING POWER EDITORS


Motivation


21 | The Process of Transformation BY DR. WAYNE W. DYER


FROM THE CLASSIC SELLING POWER SERIES


Sales IQ 22 | The Goal of Each Step in the


Sales Process BY JIM CATHCART


Departments 5 | Reader Tip


11 | Blog Roundup 31 | Thoughts to Sell By


Selling Tips 5, 8, 13, 19, 20, 23


SERGIGN / SHUTTERSTOCK.COM SELLING POWER FEBRUARY 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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