Meridith Elliott Powell - 42 Rules to Turn Prospects into Customers. How to Build Profitable Relationships to Close More Sales and Drive More...

How to Build Profitable Relationships to Close More Sales and Drive More Business

By Meridith Elliott Powell
Foreword by Dr. Ed Brenegar
Leadership Coach,
Strategist, and Guide

E-mail:
20660 Stevens Creek Blvd., Suite 210
Cupertino, CA 95014

Copyright 2010, 2012 by Meridith Elliott Powell

All rights reserved. No part of this book shall be reproduced, stored ina retrieval system, or transmitted by any means electronic,mechanical, photocopying, recording, or otherwise without writtenpermission from the publisher.

Published by Super Star Press, a Happy About imprint20660 Stevens Creek Blvd., Suite 210, Cupertino, CA 95014http://42rules.com

2nd Edition: November 2012
1st Edition: October 2010
Paperback ISBN (2nd Edition): 978-1-60773-094-1 (1-60773-094-4)
Paperback ISBN (1st Edition): 978-1-60773-082-8 (1-60773-082-0)
eBook ISBN: 978-1-60773-083-5 (1-60773-083-9)
Place of Publication: Silicon Valley, California, USA
Library of Congress Number: 2010936974

Trademarks

All terms mentioned in this book that are known to be trademarks orservice marks have been appropriately capitalized. Happy About,nor any of its imprints, can attest to the accuracy of this information.Use of a term in this book should not be regarded as affecting thevalidity of any trademark or service mark.

Warning and Disclaimer

Every effort has been made to make this book as complete and asaccurate as possible. The information provided is on an "as is" basis.The author(s), publisher, and its agents assume no responsibility forerrors or omissions nor assume liability or responsibility to any personor entity with respect to any loss or damages arising from the use ofinformation contained herein.

Praise For This Book!

"Meridith Elliott Powell offers you the genius of taking theoverwhelming and complex and making it clear, simple, andactionable. This is the secret of great coaching; and in her terrific new42 Rules to Turn Prospects into Customers, Meridith provides youwith a streamlined, fun, and effective game plan for success. Elevateyour confidence and ignite great momentum by reading of Meridith'ssecrets!"
Brian Biro, America's Breakthrough Coach, Author, BeyondSuccess

"Between the specific action steps and the simplicity of Meridith'sideas, I found myself eager to try what I learned in this benefit-richbook. I gained ideas for my business in almost every chapter andhave been effortlessly taking new steps forward with my salesprocess. Meridith just makes the sales process so easy!"
Misti Burmeister, CEO Inspirion, Inc., New York TimesBest-Selling Author, Boomers to Bloggers: Success Strategiesacross Generations

"In today's market, I need all the customers I can get. I wasn't happywith the number of prospects who were slipping through the cracks.Meridith was my missing ingredient. Sales never came easy to me,but Meridith gave me a whole new way to look at the processa waythat fit my personalitya way that I could understandthat actuallyworked. She didn't just leave me with a strategy on papershewalked me through it, step by step. There are a lot of books, speakersand coaches out there, and a lot of information to choose from.Meridith gave me that information in a way that made it easy and FUN!Her coaching style is funny, real, and relatable. I highly recommendthis book for those who want to turn prospects into customers. Thevalue I gained from Meridith more than made up for the investment."
Kelly Swanson, Comedian and Motivational Speaker, CEOSwanson Speaks, Inc., Author, Who Hijacked My Fairytale

"Sales can seem overwhelming and scary to so many, but thankgoodness for Meridith. She approaches the topic of sales in a uniqueway in her new book by laying out easy steps that lead to greatrelationships that close that deal. This book is ideal for everyone fromthe sales professional to the professional who never thought theywould have to sell. By the time you finish Meridith's book, you will bea salesperson with a smile."
Marquesa Pettway, DTM, Reinvention Expert, Speaker, Author,Coach

Dedication

This is dedicated with love to:

My dear friend Sue, whose wisdom, persistence and unconditionallove are the reason this book and so many of my dreams have cometrue.

My husband Rob, whose passion for life and unwavering support anddedication to me have inspired me to reach new heights.

My mother, whose loving guidance and relentless insistence herchildren always be gracious, kind, and well-mannered, created theoriginal rules that are the foundation for this book.

Acknowledgments

There are so many individuals I want to thank for helping me write thisbook. Many wonderful people have taught and mentored me, createdamazing experiences with me, and shared research, ideas, and theirwisdom unselfishly with me. While I will never be able to name themall, I want to give special thanks to: Rob Powell, Joan McShane, BethBrand, Sue Fazio, Mary Beth Shera, Melissa Stanz, Pam Lewis, TimBurleson, Onae Fazio, Kelly Johnson, Marquessa Pettaway, MistiBurmeister, my friends at NSA Carolinas, friends at NSA, Jeff Wardand the "original" team at First Citizens Bank, Ed Brenegar, JohnLocke, Brian Biro, Keith Challenger, Bill Kelley, Dana Stonestreet,Linda Burwell, Brian Mansfield, Candy Harper, Mark Bennett, and thevery talented Patty King. Thanks also to my long list of wonderfulclients and the wonderful young mentors in my life, Cabell Brand, ClayGrant, Mason Grant, Mary Kent, and Camryn Wolff.

Epigraph

"Efficiency is doing things right; effectiveness is doing the rightthings."
Peter Drucker

C o n t e n t s

F o r e w o r d

You are about to devour a book written by a wise,passionate, generous expert. Meridith Powell isthe gold standard of sales trainers, coaches, andconsultants. The reasonshe understands,better than most, that the relationship between you and your client or customer is central tosuccess. In addition, she has a methodology forhelping you learn to master it. It isn't just a goodidea, but an approach that works.

There are lots of people who can teach you totrick people into buying stuff they don't want.Meridith, in this wonderful little book, gives you away to build a sustainable business through sustainable business relationships. It is a book thatyou read once, and then again and again andagain. You will turn back to Meridith's insightstime and time again because she providesanswers to questions that we all have.

I love this little book because now all the bits andpieces of wisdom that I've been receiving fromMeridith for as long as I've known her are in oneplace. And you are the beneficiary.

Take your time. Think about what she says. Takenotes. Do the tasks that she suggests. Talk aboutwhat you are learning with colleagues. Read thebook together. You'll find your life and work transformed. I wish you every success as you do.

Thank you very much, and enjoy!

Dr. Ed Brenegar
Leadership Coach, Strategist, and Guide

Dr. Ed Brenegar is a leadership coach, strategistand guide, who helps his clients navigate andsucceed in the challenges and opportunities oftheir professional and personal lives. He ownsCircle of Impact Leadership Guide Services andCommunity of Leadership LLC.