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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