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| The Man behind the Rules | |
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| Learn the Core Concepts | |
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| Use The First Six Rules to Transform Your Selling Process. | |
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| Rule | |
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| You Have to Learn to Fail, Win. | |
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| Don't Spill Your Candy in the Lobby. | |
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| No Mutual Mystification. | |
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| A Decision Not to Make a Decision is a Decision. | |
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| Never Answer an Unasked Question. | |
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| Don't buy Back Tomorrow the Product or Service You Sold Today. | |
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| Execute | |
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| Do What Works. | |
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| You Never Have to Like Prospecting, You Just Have to do it. | |
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| When Prospecting, go for the Appointment. | |
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| Every Unsuccessful Prospecting Call Earns Compound Interest. | |
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| Develop A Prospecting Awareness. | |
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| Money does Grow on Trees. | |
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| Answer Every Question with A Question. | |
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| No Mind Reading. | |
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| A Prospect Who is Listening is no Prospect at All. | |
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| The Best Sales Presentation You'll Ever Give, the Prospect Will Never See. | |
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| Never Ask for the Order - Make the Prospect Give Up. | |
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| The Professional Does What he Did as a Dummy - On Purpose. | |
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| Don't Paint "Seagulls" in Your Prospect's Picture. | |
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| Never Help the Prospect End tThe Interview. | |
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| The Bottom Line of Professional Selling is Going to the Bank. | |
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| Sell Today, Educate Tomorrow. | |
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| Only Give A Presentation For the "Kill." | |
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| The Way to Get Rid of a Bomb is to Defuse it Before it Blows Up. | |
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| Product Knowledge Used at the Wrong Time Can Be Intimidating. | |
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| When You Want to Know the 'Future, Bring it Back to the Present. | |
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| People Buy on Spite of the Hard Sell, Not Because of It. | |
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| You Can't Sell Anybody Anything - They Must Discover they Want it. | |
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| When Under Attack - Fall Back. | |
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| Your Meter's Always Running. | |
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| You Can't Lose Anything You Don't Have | |
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| Close the Sale or Close The File. | |
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| Get an I.O.U. For Everything you do. | |
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| On Your Way to the Bank, Keep One Eye Over Your Shoulder. | |
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| Course-Correct | |
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| Remind Yourself of What's Easy to Forget | |
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| Work Smart, Not Hard. | |
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| If Your Competition Does it, Stop Doing it Right Away. | |
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| Only Decision Makers Can Get Others to Make Decisions. | |
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| All Prospects Lie, All the Time. | |
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| The Problem the Prospect Brings You is Never the Real Problem. | |
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| When All Else Fails, Become a Consultant. | |
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| Fake it 'Til You Make it. | |
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| There Are No Bad Prospects Only Bad Salespeople. | |
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| A Winner Has Alternatives, a Loser Puts All His Eggs in One Basket. | |
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| You Don't Learn How to Win by Getting Aa"Yes" - You Learn How to Win by Getting a"No." | |
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| When Your Foot Hurts, You're Probably Standing on Your Dwn Toe. | |
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| Express Your Feelings Through Third-Party Stories. | |
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| There is no Such Thing as a Good Try. | |
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| Selling is a Broadway Play Performed by a Psychiatrist. | |
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| A Life without Risk is a Life Without Growth. | |
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| Leave Your Child in the Car. | |
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| Some Final Thoughts on Good Times, Bad Times, and the Behaviors behind them | |
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| Index | |