One-to-One for Sales Professionals has chapters on telemarketing, overcoming resistance, questioning, listening, recognizing signals, pitching, motivation, closing, follow through, and creative methods. Each lesson includes discussion of each situation, personality types, suggested words and phrases, a graphic dialogue with an opening line and responses to likely scenarios, plus adaptations and careful questions to ask yourself to focus on what you really want to accomplish.

The book includes tips and take-aways to help you succeed in closing the sale, keeping the client or building the relationship. Covers topics and situations such as:

-- Uncovering the customer's needs

-- Overcoming resistance on the phone

-- Recognizing signals like "I'm ready to buy" or "You're talking too much"

-- Accepting defeat gracefully

-- Using rejection as a motivation

-- Closing, from beginning to end

-- Handling customer complaints

-- Developing a network for repeat business