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Carol Super was named "Salesperson of the Decade" at 3M/Media Networks, now owned by AOL/Time Warner. This book reveals the approach she uses to produce double or triple the average sales of her colleagues - every year. Contents......Page 6 Foreword......Page 8 Preface......Page 10 Acknowledgments......Page 12 Introduction: Why Would You Be Interested in This Book?......Page 16 STEP 1: ATTITUDE......Page 20 1 Understanding Responsibility, Mission, and Response-Ability......Page 22 STEP 2: RAPPORT......Page 52 2 Building Rapport with Potential Clients......Page 54 3 Using the Super Theory of Relate-tivity......Page 74 STEPS 3 TO 41⁄2: THE PROCESS—INQUIRY, PRESENTATION, AND THE CLOSE......Page 100 4 Harnessing the Power of Inquiry......Page 102 5 Creating a Successful Presentation......Page 124 6 Recognizing the Close—Just Reconfirm and Ask “When”......Page 138 PROSPECTING AND POINTS TO PONDER......Page 142 7 Overcoming Obstacles to Success......Page 144 8 Prospecting......Page 154 9 Everybody Hates Making Cold Calls......Page 160 10 Learning Super’s Secrets of Sales Tool Maintenance......Page 174 11 Lagniappe......Page 180 C......Page 188 G......Page 189 N......Page 190 R......Page 191 Y......Page 192 Author’s Bio......Page 193 Annotation Reveals the approaches that Super used at 3M/Media Networks (now owned by AOL Time Warner) to produce double to triple the average sales of her colleagues--every year I once confided to my husband that I was concerned about not being a professional like a doctor or lawyer and that I had a deep-down fear of being a bag lady. Attitude Rapport Steps 3 through 4 1/2: the process Prospecting and points to ponder.