Patrick Evans

Praise for SalesBURST!!
"SalesBURST!! is an entertaining, clever, and out-of-the-box approach to selling. I recommend reading this book to anyone involved in selling today."
—Peter Handal, CEO, Dale Carnegie & Associates, Inc.
"Every salesperson wants to get up to speed as fast as they can-but not as fast as their manager wants them to. SalesBURST!! helps every salesperson shift into fifth gear without skipping first, second, third, or fourth. This makes three people happy:the manager, the salesperson, and the salesperson's banker."
—Jeffrey Gitomer, author of Little Red Book of Selling
"This is a great book that shows you how to make more sales, faster and easier than you ever thought possible."
—Brian Tracy, author of The Psychology of Selling
"Learn from Evans and SalesBURST!! how passion, determination, and an intelligence-based sales effort can make you successful."
—John Calamos, CEO, Calamos Investments
"I have utilized Evans's sales methods to successfully manage my sales accounts, my sales team, and my career for seventeen years. I look forward to using SalesBURST!! to train my salespeople firsthand."
—Joel Leetzow, Executive Vice President, North America and board member, Scancode
"SalesBURST!! is filled with Evans's success stories that will both inspire you and provide helpful hints to help you meet your own quota."
—Susan Bulkeley Butler, CEO, SBB Institute for the Development of Women Leaders and first woman partner at Accenture
"Evans completely exceeded my expectations. Not only did his presentation provide tremendous insights on sales but even greater life lessons."
—Rick E. Ridnour, PhD, Department of Marketing, Northern Illinois University
"SalesBURST!! teaches you to set goals and train for those goals so you win."
—Buddy Melges, America's Cup-winning skipper and Gold and Bronze Olympic Medalist

Patrick Evans is an Inc. 500 winner and the founder of EVCOR, a software integration firm that facilitated the shipping for GE, Intel, Dell, Abbott Labs, and 3,000 other firms. He started EVCOR in his house and eventually sold it for $60 million. He has trained thousands of sales representatives using his SalesBURST!! methodology.

Acknowledgments.
About the Author.
Preface.
Late Show with David Letterman: FAST Close.
What is the Object of Entrepreneurial Sales Training?
Definitions.
PART I: Secrets.
Chapter 1. Secret # 1. Ask a Question When You Are Lost.
Chapter 2. Secret # 2. Prime the Pump.
Chapter 3. Secret # 3. Role-Play the 10 Perfect Closing Questions.
Chapter 4. Secret # 4. Call Back the Same Day.
Chapter 5. Secret # 5. Intercept.
Chapter 6. Secret # 6. Land Where You Planned.
Chapter 7. Secret # 7. Water, No Ice.
Chapter 8. Secret # 8. The Blame Game.
Chapter 9. Secret # 9. Give and take.
Chapter 10. Secret # 10. Be a Contrarian.
Chapter 11. Secret # 11. B et on Yourself.
Chapter 12. Secret # 12. Is Sales Art or Science?
Chapter 13. Secret # 13. Immediate Action After Strategy.
Chapter 14. Secret # 14. Program You Mind.
PART II: Questioning.
Chapter 15. Answer a Direct Question with a Question.
Chapter 16. The Checklist Close.
Chapter 17. Land Mines.
Chapter 18. Cats, Dogs, or Fish?
Chapter 19. Alternative Ways to Cold Call.
Chapter 20. Selling an Intangible.
PART III: Listening.
Chapter 21. Self-Motivating.
Chapter 22. . How to Calm an Irate Customer.
PART IV: Hiring.
Chapter 23. The Most Efficient Interview.
Chapter 24. Rejection and Impression.
Chapter 25. Initial Reaction versus Fact.
PART V: Organizing.
Chapter 26. 21-Day Challenge.
Chapter 27. Sell Like You Are a Business.
Chapter 28. Start Up Capital?
Chapter 29. Six Degrees from Kevin Bacon.
PART VI: Showing.
Chapter 30. Trade Shows: A Successful Way to Sell From a Booth.
Chapter 31. More Booth Marketing Ideas.
PART VII: Marketing.
Chapter 32. FREe-commerce.
Chapter 33. Lease and Refinance.
Chapter 34. Your Presentations.
Chapter 35. Better Than New.
Chapter 36. Better Than New.
Chapter 37. You versus Goliath.
Chapter 38. Digitize Your Competition and Reposition.
Index.