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The successful "Knock Your Socks Off" (KYSO) formula for wowing customers is back, adapted into a surefire strategy for winning sales by the illustrious consulting team of Gitomer and Zemke. The book will help salespeople succeed in today's complex and stiffly competitive sales environment. Knock Your Socks Off (KYSO) is back The successful formula for wowing customers has been adapted into a surefire strategy for winning sales. Written by the illustrious team of Gitomer and Zemke, this book helps salespeople succeed in today's complex and stiffly competitive sales environment. Table Of Contents A Pair of Acknowledgments and Thank-Yous   Preface—Nothing Happens Until You Make It Happen. Part One Are You Ready for Knock Your Socks Off Selling? 1 The "Born" Salesperson  2 The Fundamentals of the Knock Your Socks Off Sales Call: How Do You Rate?   3 Is the Consultative Approach to Knock Your Socks Off Selling for You'   4 The Five Commitments of Consultative Knock Your Socks Off Selling  Part Two The Fundamentals of Knock Your Socks Off Selling 5 Cold Calling: Creating Prospects the Hard Way .. 6 Networking: Rx for the Cold Call   7 The Referral: Handle with Care   8 The Thirty-Second Commercial: Key to Memorable Contacts   9 Cultivating Top Down Sales   10 Questions, Questions, Questions: Keys to Understanding   11 Anticipating Customer Needs and Expectations: The Rater Factors   12 The Presentation: Telling Your Story, Making Your Case   13 Closing is a Process, Not a Single Action   14 Overcoming Objections and Dealing with Doubt   15 Common Objections—and Their Answers  16 Objection Prevention: A New Way to Enjoy Safe Sales 17 How Did That Happen? The Failed Sales Call Post Mortem  Part Three Developing and Managing the Long-Term Relationship 18 "Moments of Truth" in Selling   19 Moment of Truth One: Initial Customer Contact   20 Moment of Truth Two: The First Sales Meeting   21 Moment of Truth Three: Account Activation  22 Moment of Truth Four: The First Statement Arrives 23 Moment of Truth Five: Post Sales Follow-Up   24 Moment of Truth Six: Communicating During the "Doldrums"   25 Moment of Truth Seven: Problem Solving  Part Four Knock Your Socks Off Selling Fitness: Taking Care of You 26 Mastering the Art of Calm   27 Becoming a Lifelong Learner   28 The Post-ItTm Notes Goal-Setting Method   29 The Knock Your Socks Off Selling Checkup   Additional Resources Index