CONTENTS NOVEMBER 2016
COVER STORY
23 | Person to Person: The Case for Spending More Time in Front of Customers BY HENRY CANADAY
SKILLS 6 | How to Counter Prospect
Resistance…with Care BY SELLING POWER EDITORS
8 | Who’s Who –
Screener vs. Buyer BY JAMES LORENZEN
MANAGEMENT 12 | How Can Joe Close More
Large Accounts? BY SELLING POWER EDITORS
HIRING 14 | Ten Ways to Hire
Smarter (with 10 Positive
Interviewing Strategies) BY BRIAN AZAR
SALES IQ
18 | How to Use Stories to Sell BY LISA FERRARI
SELF MANAGEMENT 21 | Successful Sellers Must Balance Logic with Zeal
BY SELLING POWER EDITORS
DEPARTMENTS 5 | Rep-to-Rep
10 | Blog Roundup 27 | Thoughts to Sell By
SELLING TIPS 5, 20
VIDEOS 5, 7, 9, 15, 22 ‘‘
It does not matter how slowly you go as long as you do not stop. COMMON PROVERB
SELLING POWER NOVEMBER 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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