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| Prologue | |
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| Your Single Most Important Script: Selling Yourself | |
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| The Short "Self-Script" | |
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| The Longer "Self-Script" | |
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| Win with Wit | |
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| Handling Awkward Situations | |
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| Take the Blame | |
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| Thinking on Your Feet | |
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| Become a Problem-Solving Pro | |
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| Building Long-Term Relationships | |
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| Cold Calling | |
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| Establish a Relationship | |
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| Create Credibility | |
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| Flex Your Flexibility | |
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| Demonstrate Confidence | |
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| Uncover Needs | |
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| Generate Leads | |
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| End on a Positive Note | |
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| You Must Leave a Message | |
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| Overcoming Objections | |
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| "The Price Is Too High" | |
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| "We're Happy with Our Current Supplier" | |
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| "I Need to Think About It" | |
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| "We Have Everything We Need Right Now" | |
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| "I Have to Talk It Over With..." | |
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| "We Haven't Budgeted for This" | |
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| "Could You Send Something in the Mail?" | |
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| "I'll Get Back to You" | |
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| Questioning | |
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| Ask Knowledge Questions | |
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| Ask Comprehension Questions | |
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| Ask Application Questions | |
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| Ask Analysis Questions | |
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| Ask Synthesis Questions | |
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| Ask Evaluation Questions | |
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| Ask Attitude Questions | |
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| Ask Divergent Questions | |
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| Listening | |
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| Listen to Yourself | |
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| Listen for Opportunities Embedded in Challenges | |
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| Let Those at the Top Hear from You | |
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| Hear "Possible" When Others Say "Never" | |
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| Listen to What Moves You and Your Prospect | |
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| Guide the Sales Exchange | |
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| Get and Give Definitions | |
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| When the Customer Speaks, the Employee Listens | |
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| Moving Past the Stall | |
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| Forestalling Objections | |
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| Directing the Sales Interaction | |
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| Circumventing Obstacles | |
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| Empathize | |
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| Turn Around the Objection | |
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| Leading the Way to a Successful Sale | |
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| Offset Negatives in the Selling Equation | |
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| Substantiate Your Product-Claims | |
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| Recognizing Signals | |
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| "This Is Taking Too Long" | |
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| "You're Talking Too Much" | |
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| "I'm Bored" | |
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| "I'm Scared" | |
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| "I Don't Believe This" | |
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| "I'm Lost" | |
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| "I'm Not Getting My Questions Answered" | |
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| "I'm Ready to Buy" | |
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| Making Your Pitch | |
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| Hook the Prospect | |
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| Build Trust | |
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| Position Your Product | |
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| Develop Rapport | |
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| Tell a Story | |
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| Keep Their Interest | |
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| Plan for Spontaneity | |
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| Sell Steak and Sizzle | |
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| Motivating Yourself and Others | |
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| Goal Setting Through One-Person Dialogs | |
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| Embrace Challenges | |
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| Let Exemplars Inspire You | |
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| Use Rejection as a Spur | |
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| Know the Motivators | |
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| Empower Employees | |
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| Perk Up Your Sales Staff | |
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| Motivate Your Customers | |
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| Employing Atypical Methods | |
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| Prospect for Prospects | |
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| Adore the Gatekeeper | |
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| Get Your Foot in the Door | |
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| Deliver Drama | |
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| Harness Humor | |
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| Use Unconventional Wisdom | |
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| Do Well by Doing Good | |
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| Go Virtual | |
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| Closing | |
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| Use Trials, Avoid Tribulations | |
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| Think of No as Maybe | |
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| Empathize | |
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| Make a Promise | |
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| Respond to a Question with a Question | |
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| Use an Example | |
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| Offer Reassurance | |
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| Ask for the Order | |
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| Following Through | |
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| Practice "Picturing" | |
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| Regard Closings as Openings | |
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| Add a Personal Touch | |
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| Make Unexpected Calls | |
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| Dealing with Problems | |
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| Handle Complaints Personally | |
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| Sell After the Sale | |
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| Study After the Sale | |
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| Letting Other Sources Sell You | |
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| Ask for Internal Business | |
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| Ask for External Business | |
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| Put Out Material | |
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| Take In Material | |
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| Turn to Your Competitors | |
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| Turn to Your Complementors | |
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| Develop a Network | |
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| Develop an "Internet-Work" | |
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| Index | |