The personality of a salesperson -- How beliefs and values impact sales success -- Performance and selling -- Continually improve through self-coaching -- The sales process as a tool for improvement -- Making the most of your time -- Planning for success -- Setting the right goals -- Managing sales information -- Credibility and rapport : the foundations of effective influencing -- Managing your state being confident whenever you want -- Asking the right questions -- Listening and learning -- Negotiating collaboratively -- How do you sell? -- The modern buyer -- Prospecting with purpose -- Initial meeting(s) with prospect -- Identifying what the prospect wants and needs -- Appealing to the customer -- Writing great sales proposals -- Preparing winning pitches -- Persuasive delivery -- Making the most of objections -- Closing and commitment -- The value of a customer -- Managing the 'relationship' -- Your priorities in managing customers.