Cover; Copyright; Acknowledgments; Contents; Introduction; Chapter 1: Learn the New Buying Environment; Chapter 2: Break Into the New Selling Environment; Chapter 3: Improve Your Attitude--Or I Wish I Were Dr. Phil; Chapter 4: You Need a Personal Business Plan; Chapter 5: Can You Change?; Chapter 6: Evaluate Your Skills; Chapter 7: Return to the Fount; Chapter 8: Soar Higher; Chapter 9: Keep the Basics in Play; Chapter 10: Remember: The Rules Have Changed; Chapter 11: Use Your Intelligence; Chapter 12: Use Time Wisely; Chapter 13: Get Over the Peaks and Through the Valleys. Chapter 14: Find Out What They're Really SayingChapter 15: Network; Chapter 16: Deal with Your Manager; Chapter 17: Independent Reps; Chapter 18: Managers: Learn Your Roles; Chapter 19: Go After the Elephant; Chapter 20: Prospecting (Part One); Chapter 21: Prospecting (Part Two); Chapter 22: Go to the Government; Chapter 23: The Power of Twelve; Chapter 24: Give Killer Presentations; Chapter 25: Nothing Is Forever; Chapter 26: The New Sales Model; Chapter 27: Conclusion; Index.

Times are tough all over. Wall street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of stephan schiffman, American's top corporate sales trainer. Schiffman shows readers how to: treat customers individually; make life easier for customers in bad times; show that bad times won't last forever; and reorient their thinking now to prepare for the future across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive - and thrive! The key to success is to learn how to sell when no one is buyin