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| Foreword | |
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| How To Get More Dates | |
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| Acknowledgements | |
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| Ten Steps...to Getting the Most out of This Book - and Out of Life! | |
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| What It Takes to Be the Best | |
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| Desire and attitude are vital | |
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| All of us sell every day | |
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| "I'll never go back there again!" | |
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| Picasso, Renoir, and Jones | |
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| The plumber's secret | |
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| The fable of the two woodsmen | |
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| How to be the cream of the crop | |
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| Think back (shudder!) to the last time you bought a car | |
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| 12:00! 12:00! 12:00! | |
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| Do you sell confusion? | |
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| Take the winning athlete's approach | |
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| What's new under the sun? | |
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| All you need to know about human relations | |
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| The Five Habits of a Top Salesperson | |
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| These five habits will set you apart from the pack | |
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| How to make resolutions that work | |
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| The secret of the top pros - in sales and sports | |
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| Working smarter is fine as long as you keep working harder | |
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| Make it fun! | |
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| Effective Listening is Essential for Effective Selling | |
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| Favorable attitudes and listening | |
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| How can you get customers to trust you? | |
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| How good a listener are you? | |
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| Spare-thinking time | |
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| Tips to help make you a better listener | |
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| Ask questions the way doctors do | |
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| Your job is to investigate and to satisfy the customer | |
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| Confidence: You Must Earn It. It's Worth It! | |
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| The benefits of confidence | |
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| You have to earn it and you can | |
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| How to make a positive impression | |
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| Price is rarely the issue | |
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| Testimonial: confidence sells | |
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| High-impact workout to build self-confidence | |
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| How bad can it get? | |
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| The Use of Questions in Selling | |
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| The art and absolute importance of using questions | |
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| It's not cheating. It's being prepared | |
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| The art of conversation and your class reunion | |
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| Questions give you the initiative | |
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| Questions allow you to tune in to your customer's style and needs | |
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| You have license to ask questions | |
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| The trial close: the question that establishes commitment | |
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| How to use questions to probe for real wants and needs | |
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| The anatomy of a real live sales call in eight steps | |
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| The girl of my dreams | |
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| Another proof: the art of cross-examination | |
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| Simplify! | |
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| Make Columbo your hero | |
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| Remember Dale Carnegie? | |
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| Overcoming Objections | |
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| How to understand and handle objections | |
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| Techniques that help you deal with objections | |
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| Gang up on objections | |
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| Why do you want objections? Consider these amazing facts | |
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| When the girl of my dreams says no | |
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| Cold Call Selling | |
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| There are only two ways to get new business, and they aren't marketing and advertising | |
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| When you really want to dance | |
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| The truth about Babe Ruth | |
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| Which is better, in person or by phone? | |
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| How many cold calls do you make each day? Consistency counts | |
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| Smarter, okay. Harder, yes! | |
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| The screen | |
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| Screens were not born yesterday | |
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| Work while you wait | |
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| Your cold call is not a sales call | |
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| You can learn a lot on 1,400 tours | |
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| When to take a rain check | |
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| How would you like to get six days of work done in five? | |
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| Bob's secret | |
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| My favorite blizzard | |
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| How to use the telephone in cold calling | |
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| A great phone technique with the screen | |
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| Fax Becker | |
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| A strategy for under a buck for prospects who won't return your calls | |
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| Another technique that works and costs less than a buck | |
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| Customer Care | |
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| To your customers, your company is you and everyone in it | |
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| Pray for problems | |
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| What to do when your contact keeps changing | |
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| It's 4:45 on a Friday afternoon | |
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| When customers don't know what they want | |
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| Take care of your customers: the satisfied ones and the dissatisfied ones | |
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| How to make your customers comfortable with the decision to buy | |
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| Protect your reputation | |
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| "The Guy in the Glass" | |
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| The dissatisfied customer | |
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| The nicest thing about the 2000's | |
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| You have more dissatisfied customers than you realize! | |
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| Smarter? No. Angrier? Yes! | |
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| A week in the life of a customer | |
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| Reputation: it's all you've got | |
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| How about dessert? And-on sales | |
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| A Case in Point | |
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| What does the customer want? Let's look again at the car dealership on your corner | |
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| Goal Setting and Time Management | |
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| Goals: your rudder | |
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| Two ways to save time on proposals | |
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| Setting goals | |
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| Manage your time if you want to succeed | |
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| A $10 daily planner will change your life! | |
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| How to plan your day | |
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| For a buck or so, you can get highly organized | |
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| Keep it all in perspective | |
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| The Art of Closing | |
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| When should you close? | |
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| So you don't die | |
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| Do you think it's harder than it is? | |
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| Symptoms of unnecessary fear of closing | |
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| Traits of a successful closer | |
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| Half the game is in watching | |
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| I took the manual off the shelf and made it a game | |
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| The order blank close | |
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| The alternative choice close | |
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| The free trial a.k.a. puppy close | |
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| The Ben Franklin close | |
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| The call back close | |
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| The lost sale close | |
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| The "I'll think it over" close | |
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| The question close | |
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| The similar situation close | |
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| Develop flexibility and variety | |
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| From the buyer's side | |
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| Getting through the valleys | |
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| Why salespeople fail: David Sandler's four general assumptions | |
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| About the Author | |
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| More Information | |
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| Sales Warranty Card | |
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| The 10 Simple Steps of Sales Success | |
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| Notes | |