Index

1. Accessories
2. Account management tools
   1. blogs
   2. customer database
   3. direct mail offers
   4. drop-ins
   5. e-mail offers
   6. e-newsletters
   7. get-togethers
   8. gifts
   9. letters
   10. newsletters
   11. phone calls
   12. recognition
   13. social media
   14. website
3. Achievements:
   1. past
   2. visualizing
4. Activities, high-payoff
5. Advertising campaigns
6. Advice, sources of
7. Agenda
8. Allies
9. Alternative close
10. Apologies
11. Appearance
12. Arguments
13. Assumptive close
14. Audience building, on social media
15. Avoidance, of objections
16. Awards
17.  
18. Blogs
19. Body language
20. Brochures
21. Bundled offers
22. Business growth:
    1. analytical approach to
    2. numbers needed for
    3. objectives for
    4. organic ways for
23. Business plans
24. “But”
25. Buying process, making painless
26. Buying triggers
27.  
28. Cards, handwritten
29. Career history
30. Certificates
31. Challenges
32. “Cheap”
33. Cheeky requests
34. Client records
35. Closing
    1. alternative close
    2. assumptive close
    3. conditional close
    4. direct close
    5. summary close
36. Clothing
37. Cold calls
38. Communication:
    1. e-mail
    2. handwritten
    3. letters
    4. nonverbal
    5. on social media
    6. text messages
    7. word choices
39. Company image
40. Company websites
41. Competitors:
    1. differentiating from
    2. knowing your
    3. of prospects
42. Conditional close
43. Conditional offers
44. Confidence
    1. importance of
    2. levels of success and
    3. preparation and
    4. steps to building
    5. tips for building
45. Content, for social media
46. Convenience
47. Conversations:
    1. at networking events
    2. phone
    3. sales
48. Corporate gifts
49. “Cost”
50. Cost savings
51. Credibility
52. Customer experience
53. Customers. See also Prospects
    1. acquisition of new
    2. building long-term relationships with
    3. choosing your
    4. decision making by
    5. drop-ins with
    6. expectations of
    7. first impressions on
    8. gifts for
    9. ideal
    10. identifying potential
    11. information shared by
    12. knowledge of
    13. lifetime value of
    14. listening to
    15. number of new
    16. phone calls to existing
    17. point of view of
    18. rapport building with
    19. records of
    20. referrals from existing
    21. remembering names of
    22. testimonials from
    23. text messages to
    24. turning suppliers into
    25. winning over potential
54. Customer service
55.  
56. Database, of customers
57. Data collection tools
58. Decision-making process
59. Decisions:
    1. based on emotions
    2. closing the sale
    3. enthusiasm as catalyst for
    4. helping prospects reach
    5. making easy
    6. making one at a time
60. Delegation
61. Devil’s advocate
62. Diary
63. Direct close
64. Direct mail
65. Directories
66. Discounted offers
67. Discounts
68. Downsell
69. Drop-ins
70.  
71. Educational content, for social media
72. E-mail communication
73. E-mail offers
74. E-marketing
75. Embarrassing stories, on social media
76. Emotions
77. E-newsletters
78. Entertaining content, for social media
79. Enthusiasm
80. Expectation levels
81. “Expensive”
82. Experience
83. Expert, being seen as
84. Expertise
85. Eye contact
86.  
87. Facebook
88. Facial expressions
89. Failure
90. Fear:
    1. of networking
    2. of rejection
91. Financial rewards
92. First impressions
93. Focus
94. Follow-on sales
95. Four Rs
96. Friends
97. FRIENDS system
98.  
99. Gatekeepers
100. Get-togethers
101. Gifts
102. Gift with purchase
103. Goals
104. Gold prospects
105. Grooming
106.  
107. Handwritten cards
108. High-achieving mindset
109. High-payoff activities
110. History
111. Hourly rate
112.  
113. Ideal customers
114. “If”
115. Inclusive statements
116. Indecision
117. Industry experience
118. Initial transactions
119. Introductions, repeating name during
120.  
121. Key performance indicators (KPIs)
122. Knowledge:
     1. of customers
     2. product/industry
123.  
124. Letters
125. LinkedIn
126. Listening skills
127. Long-term success
128. Loss leaders
129. Luck, making own
130.  
131. Marketing, vs. sales
132. Marketing materials
133. Media platforms
134. Memberships
135. Mentors
136. Micro-niches
137. Monthly payments
138. Multibuy offers
139. Mutual acquaintances
140.  
141. Names
142. Negotiations
143. Networking
144. Newsletters
145. Nonverbal communication
146. Notepad
147.  
148. Objections:
     1. avoiding
     2. clarifying
     3. tackling
149. Offers:
     1. conditional
     2. creating
     3. direct mail
     4. discounted
     5. e-mail
     6. gift with purchase
     7. loss leaders
     8. memberships
     9. multibuy
150. Operational team
151. Opportunities
     1. creating
     2. maximization of
     3. missed
152. Order forms
153. Overdelivering
154. Overselling
155.  
156. Partnerships
157. Payment plans
158. Perception, as reality
159. Persistence
160. Personal presentation
161. Phone conversations
162. Phones
163. Pitch
164. Platinum prospects
165. Potential customers. See also Prospects
     1. reaching
166. Premeeting plan
167. Presentations. See Sales presentations
168. Price negotiations
169. Price/pricing
170. Price primers
171. Printed literature
172. Problems:
     1. fixing
     2. talking about
173. Productivity
174. Products, sharing range of
175. Professionalism
176. Profitable activities
177. Prospecting
178. Prospect list:
     1. building
     2. narrowing
179. Prospects. See also Customers
     1. prequalified
     2. questions to ask
     3. reaching new
     4. trust building with
     5. types of
     6. understanding your
180.  
181. Questions:
     1. to ask yourself
     2. from customers
     3. for networking events
     4. three-stage technique for
182.  
183. Rapport building
184. Ratios
185. Recognition
186. Records
187. Recurring payments
188. Referrals
189. Refine
190. Reflection
191. Rejection
192. Relationship building
193. Repeat transactions
194. Reputation
195. Reschedule
196. Research, on prospective customers
197. Respect
198. Reticular activating sensor (RAS)
199. Review, in Four Rs
200. Reviews
201. Risk reversal
202.  
203. Sales:
     1. additional
     2. challenges of
     3. closing
     4. customer-centric
     5. follow-on
     6. vs. marketing
     7. overcoming indecision in
     8. as philosophy
     9. tips for being successful in
204. Sales appointments
205. Sales conversations:
     1. control of
     2. importance of
     3. preparation for
     4. on telephone
     5. three-stage questioning technique
     6. word choices during
206. Sales meetings:
     1. follow-up
     2. gaining decisions during
     3. premeeting plan
     4. preparation for
     5. tools needed for
207. Salespeople:
     1. perceptions about
     2. pushiness of
208. Sales presentations
     1. beginning of
     2. ending
     3. goals for
     4. middle of
     5. word choice for
209. Sales process:
     1. control of
     2. defining
     3. on paper
     4. sales presentation within
210. Sales professionals:
     1. partnerships with
     2. perceptions about
     3. qualities of
     4. recommendations by
211. Scene setters
212. Self-improvement
213. Service-based businesses
214. Services, sharing range of
215. Silver prospects
216. Smiling
217. Social media
218. Social profile
219. Social proof
220. Speaking engagements
221. Strategic alliances
222. Strengths, of competitors
223. Success:
     1. factors in
     2. formula for
     3. Four Rs for
     4. levels of
     5. long-term
     6. networking for
     7. secret ingredient to
     8. tips for
     9. visualizing past
224. Summary
225. Summary close
226. Suppliers
227. SWOT analysis
228.  
229. Targeted advertising
230. Target market
231. Technological innovations
232. Testimonials
233. Text messages
234. Thank yous
235. Third-party endorsements
236. Third-party stories
237. Threats
238. Time, for appointments
239. Timing, of upsell
240. To-do lists
241. Transport, mode of
242. Triggers, buying
243. Trust, gaining
244. Twitter
245.  
246. Ultimatums
247. Upcharge
248. Upsells
249.  
250. Value, perception of
251. Video testimonials
252. Visualization, of achievements
253. Voice
254. Voicemail
255.  
256. Watch
257. “We”
258. Weaknesses, of competitors
259. Website
260. Wii FM (What’s in it for me?)
261. Word choice
262.  
263. YouTube