CONTENTS OCTOBER 2016


COVER STORY 500


THE 500 LARGEST SALES FORCES IN AMERICA


SKILLS 6 | How to Satisfy Seven Basic Objections (Even before


They Come Up) BY LEE R. VAN VECHTEN


9 | Value-Added Selling BY MALCOLM FLESCHNER


MOTIVATION 12 | How to Stop Negative


Thoughts (that Hold You Back) BY SELLING POWER EDITORS


HIRING 16 | Hiring Mistakes: Poor


Returns and High Turnover BY JAMIE CROSBY


MANAGEMENT 18 | Segmenting Customers


for Profits BY HENRY CANADAY


21 | The 2016 Selling Power 500 BY SELLING POWER EDITORS


FEATURE STORY 44 | What’s in Your Sales Future?


BY SELLING POWER EDITORS


SALES TRAINING 38 | The Only Sales Guide You’ll


Ever Need AN INTERVIEW WITH ANTHONY IANNARINO


PSYCHOLOGY 40 | How to Overcome Insecurities that Can


Knock You Out of a Sale BY DR. CHARLES LARSON


TRAINING SESSION 43 | The Secret behind Effective


Bonding and Rapport BY DAVID H. SANDLER


DEPARTMENTS 5 | Memorable Sale


15 | Blog Roundup 49 | Thoughts to Sell By


SELLING TIPS


5, 7, 10, 14, 20, 42 VIDEOS


7, 10, 14, 19, 41 SELLING POWER OCTOBER 2016 | 3 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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