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| Preface | |
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| Selling�A Way of Life | |
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| Selling Is a Prerequisite for Life | |
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| The Commission | |
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| Beware of False Data | |
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| Selling�Critical to Survival | |
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| Chapter One Questions | |
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| Salespeople Make the World Go Round | |
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| Salespeople Drive Entire Economies | |
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| Sales or College? | |
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| All Professions Rely on Sales | |
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| Chapter Two Questions | |
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| Professional or Amateur? | |
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| The Professional | |
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| The Amateur | |
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| The Great Shortage | |
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| Chapter Three Questions | |
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| The Greats | |
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| Commitment | |
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| Greener Pastures | |
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| The Power of Prediction | |
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| The Only Reason You Won't Like Selling (As a Career or in Life) | |
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| To Qualify As Great! | |
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| Chapter Four Questions | |
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| The Most Important Sale | |
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| Selling Yourself | |
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| Conviction is the Make-or-Break Point | |
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| Overcoming the Ninety-Day Phenomenon | |
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| Get Sold or Be Sold | |
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| Put Your Money Where Your Mouth Is | |
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| Ice to an Eskimo? | |
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| The Vital Point | |
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| Chapter Five Questions | |
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| The Price Myth | |
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| It's Almost Never Price | |
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| The Price Experiment | |
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| It's Love, Not Price | |
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| Move Up, Don't Move Down | |
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| Salespeople, Not Customers, Stop Sales | |
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| $4 Coffee and $2 Water | |
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| Chapter Six Questions | |
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| Your Buyer's Money | |
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| There is No Shortage of Money | |
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| Your Buyer and His Money | |
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| Second Money is Easier than First Money | |
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| The More They Spend, the Better They Feel | |
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| Chapter Seven Questions | |
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| You are in the People Business | |
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| The People Business, Not the "X" Business | |
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| The Most Interesting Person in the World | |
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| Communication = Sales | |
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| People are Senior to Products (Critical for Executives) | |
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| Chapter Eight Questions | |
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| The Magic of Agreement | |
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| Always Agree with the Customer | |
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| It Only Takes One | |
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| The Agreement Challenge | |
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| How to Soften Any Buyer | |
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| The Magic Words | |
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| Chapter Nine Questions | |
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| Establishing Trustp101 | |
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| Show, Don't Tell | |
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| Prospects Don't Make Sales�Salespeople Do | |
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| Credibility = Increased Sales | |
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| People Believe What They See, Not What They Hear | |
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| How to Handle the Buyer's Distrust | |
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| Tips on Using Written and Visual Information to Close | |
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| Help 'Em Believe You | |
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| Chapter Ten Questions | |
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| Give, Give, Give | |
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| The Magic of Give, Give, Give | |
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| Love the One You're With | |
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| Are You a Holiday Inn or a Ritz-Carlton? | |
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| Service Is Seniorto Selling | |
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| Chapter Eleven Questions | |
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| Hardsell | |
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| The Hard Sell | |
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| The Formula for Hard Sell | |
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| Closing Is Like a Recipe | |
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| Standing Is for Losing, Sitting Is for Closing | |
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| Chapter Twelve Questions | |
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| Massive Action | |
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| Take Massive Action | |
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| The Four Kinds of Action | |
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| Massive Action = New Problems | |
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| Production Yields Happiness | |
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| The10X Rule | |
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| Act Like a Madman | |
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| Chapter Thirteen Questions | |
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| The Power Base | |
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| Work Your Power Base | |
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| How to Build Your Power Base | |
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| Impose on Them or Help Them? | |
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| Capitalize on the Easy Sale | |
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| Creating Power! | |
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| Chapter Fourteen Questions | |
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| Time | |
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| How Much Time Do You Have? | |
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| Use Every Moment to Sell | |
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| How Much Time Are You Wasting? | |
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| The Lunch Opportunity | |
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| Lunch Out = Sales Up! | |
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| Chapter Fifteen Questions | |
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| Attitude | |
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| A Great Attitude Is Worth More than a Great Product | |
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| Treat'Em Like Millionaires | |
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| A Product of Your Environment | |
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| Tips for Having a Great Attitude | |
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| Chapter Sixteen Questions | |
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| The Biggest Sale of My Life | |
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| Summary | |
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| Chapter Seventeen Question | |
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| The Perfect Sales Process | |
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| Greet | |
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| Determine Wants and Needs | |
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| Select Product and Present/Build Value | |
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| Make Proposal | |
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| Close the Deal or Exit | |
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| Success in Selling | |
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| Ask Yourself These Questions | |
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| Be Honest with Yourself: Never Justify Failure | |
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| Sales-Training Tips | |
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| My Training Regimen for You | |
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| Create a Social Media Presence | |
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| $250,000 Sale Success Schedule | |
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| The Professional Salesperson's Daily Commitments | |
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| The Ten Commandments of Sales | |
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| Quick Tips to Conquer the Biggest Challenges in Selling | |
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| Rejection | |
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| Negative Surroundings | |
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| Discipline | |
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| The Economy | |
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| Competition | |
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| Product Knowledge | |
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| Follow-up | |
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| Organization | |
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| Call Reluctance | |
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| Fill the Pipeline | |
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| Closing the Deal | |
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| Calls Not Returned | |
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| Fear | |
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| Peoples Emotions | |
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| Negative Connotations of Sales | |
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| Not Having the Right Response | |
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| Overwhelmed by Customer Objections | |
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| Feeling Like an Idiot | |
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| Meeting New People | |
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| Breaking the Ice | |
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| Staying Motivated | |
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| Starting Over with New Clients | |
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| Losing Business to Others | |
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| Lack of Consistency | |
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| Cold-Calling/Prospecting | |
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| Commission Only/No Security | |
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| Long Hours | |
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| Traits of a Great Salesperson | |
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| About the Author | |