CONTENTS DECEMBER 2019


COVER STORY 20 | Burned Out


or Fired Up? How to Tell if You’re Firing on All Cylinders or Just Burning Oil BY DR. CHARLES LARSON


SKILLS 6 | From Price Objection to


Agreement BY STEVE ATLAS


8 | When the Customer Isn’t


Right BY LLOYD ALLARD


MANAGEMENT 10 | How to Give Productive


Feedback BY KEN BLANCHARD


MOTIVATION 12 | Be Your Own Cheerleader with Self-talk Scripts for


Success BY NANCY PARRISH


SALES TECHNOLOGY 14 | Customer Value Management


Is Here BY JIM BERRYHILL


SPECIAL VIDEO REPORT 15 | A Fresh Perspective on Transforming Your Salespeople into Courageous Partners


FEATURE STORY 18 | Selling


Power 2020 Leading Sales


Consultants Sales Training & Coaching


SALES PROCESS 16 | Five Steps to Close More


Deals BY RITA PATEL JACKSON


PSYCHOLOGY 26 | Think Your Best Sales Reps Have Empathy? Neuroscience


Says You’re Wrong BY NICOLAS VANDENBERGHE


PROPOSALS 28 | Five Steps to More Proactive


Sales Proposals BY TOBY MURDOCK


SALES STRATEGY 30 | Are You Too Dependent on


Your Top Salesperson? BY C. LEE SMITH


DEPARTMENTS 5 | Selling Tips 9 | Blog Roundup


33 | Thoughts to Sell By


SELLING TIPS 7, 11, 27


VIDEOS 7, 11, 29


SELLING POWER DECEMBER 2019 | 3 © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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