Acknowledgments.

1. The New Science of Selling and Persuasion.

2. Sales Management.

3. Hiring and Retaining Great Salespeople.

4. Selecting and Empowering the Right Sales Managers.

5. Sales Management Process.

6. Achieving Total Selling Mastery.

7. Sales Culture.

8. Accountability.

9. Integrating Marketing, Sales, and Service for Superior Performance.

10. Successful Product Introductions.

11. Sales Management and Selling Truths.

12. Organizational and Salesforce Audit.

Index.

"This powerful, easy-to-use program by Bill Brooks is the ultimate scientific synthesis of sales theory and practice. It is an essential tool for every professional whose pursuit is excellence in the art of persuasion and the science of selling."
–Steven Powell
Regional Sales Manager, First Citizens Bank

"Indeed, Bill Brooks has placed in perspective the essential lessons of a century of business history, and combined this intelligence with tools for effective professional sales management. The New Science of Selling and Persuasion awaits smart business managers who are seeking the ultimate sales solutions."
–Jack Perry
Senior Vice President, National Sales Development, Manulife Financial

"At a time in business history when increased competition, customer demands, and a constantly changing selling terrain are thebaneof all sales executives,Bill Brooks has combined, with remarkable clarity, principles underlying the art of persuasion with the science of selling. The New Science of Selling and Persuasion will surely empower the executive who plays to win."
–Bob Damstetter
Vice President, Sales, Townsend Engineering Company

"Bill Brooks’s well-researched book is a powerful tool for every sales force. It should be required reading for sales professionals who seek to develop the way of successful selling in a complex, demanding business arena."
–James Canale
CEO, Net2 Technology Group

"Bill Brooks has the uncanny ability to articulate the truth. I know his message is correct because it resonates with my own heretofore unspoken belief structure. Bill has simply and systematically provided the language that crystallizes thought, the prerequisite to action."
–Mike Pierson
Vice President, Beckwith & Kuffel, Inc.

Backed by facts and figures, author William T. Brooks offers hard science that dispels such time-honored myths of selling as:

Myth #1: Closing is the key to selling.
Truth: Research clearly shows that how you open a sale is more important to customers than how you close it.

Myth #4: Persistence is the key to sales success.
Truth: Badgering bad prospects doesn’t work; concentrating on the right prospects from the beginning does.

Myth #7: Experienced salespeople don’t need to prospect.
Truth: Prospecting is an art and a science that inevitably leads to more sales.

Myth #12: Cold calling works.
Truth: Cold calling is the least effective way to find new prospects.

Rather than repeat selling’s time-worn myths, Brooks highlights the underlying principles, consistent patterns, statistical realities, and proven standards that yield predictable sales improvement. There’s no way to guarantee that a customer will buy anything, but the cutting-edge strategies you’ll find here are proven to lead to better prospects and more repeat business.

More than just a guide for salespeople, this one-of-a-kind book helps business leaders diagnose and correct organizational problems that inhibit sales growth. Based on his long experience as a salesperson and sales consultant, Brooks offers cures for organizational ills in sales management, culture, and hiring, among other areas. Looking at both organizations and the individuals who comprise them, he gives both sales managers and salespeople the tools they need to take a critical look at their own sales strategies and at their organization’s structure.

The old tricks and tactics of the last century no longer work with today’s savvy, cynical customer. Combining step-by-step strategies with organizational guidelines, personal sales tips, and even career guidance for sales pros, The New Science of Selling and Persuasion presents a practical, relevant, and revolutionary approach to sales that works wonders for organizations and individuals alike.