CONTENTS MAY 2016


COVER STORY 24 | The Skinny on Sales Comp Today


BY HENRY CANADAY


SKILL 6 | Body Talk – Are You Listening?


BY CAROLEE BOYLES


10 | How to Pitch the Corporate Buyer


BY TIM USSHER


SALES IQ 14 | Who Did You Ask to Buy Today?


BY JIM CATHCART


MOTIVATION 16 | Transform Hope into a Success Plan


BY WILLIAM F. KENDY


MANAGEMENT 20 | The Manager’s Enemy


BY KEN BLANCHARD


COACHING 22 | Five Coaching Skills to Turn Your Salespeople into All-Stars


BY CINDY SCHIRO AND VINCENT RACIOPPO


DEPARTMENTS 8 | Blog Roundup


23 | Tech Tip 31 | Thoughts to Sell By


SELLING TIPS


5, 15, 18, 21, 23 VIDEOS


7, 11, 17 SELLING POWER MAY 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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