CONTENTS MAY 2017


COVER STORY 24 | Control Your Destiny


in a Changing World BY JOAN LEOTTA


SKILLS 6 | A Step-by-step Way to Sharpen Your Sales


Negotiation Skills BY THOMAS P. REILLY


8 | Request or Runaround How to Meet an RFP without Spinning Your Wheels


BY RENEE HOUSTON ZEMANSKI


MOTIVATION 10 | Ten Tips for Maximizing Your


Sales Incentive Program BY CRAIG DEWOLF


PSYCHOLOGY 14 | How to Manage Feelings of Helplessness


An Interview with Dr. Martin Seligman BY GERHARD GSCHWANDTNER


DEPARTMENTS 5 | Rep-to-Rep


21 | Blog Roundup 29 | Thoughts to Sell By


SELLING TIPS


5, 12, 16, 17, 20 VIDEOS


5, 7, 9, 15 SELLING POWER MAY 2017 | 3 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


MANAGEMENT


18 | Protect Your Assets BY HENRY CANADAY


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