Contents
How to Use This Book
1 One Thing Worse Than a Rude Employee
2 Bribe Significant Others
3 Involve the Family
4 Prospect with a T-E-A-M
5 Use Your People
6 Call Them Associates
7 If You Want Loyalty
8 Make Me Feel Important
9 Strategic Partnerships
10 Play It S-A-F-E
11 People-to-People Prospecting
12 Birds of a Feather
13 Get Them on Your Own Turf
14 Become a Joiner
15 Intentional Relationships
16 Are You New or Recycled?
17 Love That Loyalty
18 Develop a Clear Vision of Success
19 Heroic Tales
20 Do You See What I See?
21 Zero Defections
22 Don't Turn Off Your Prospects
23 Pushy Prospectors
24 Don't Let the Fish Flop Away
25 Your Way or My Way
26 Help, Don't Sell
27 The Power of Compliments
28 Become a “Yes” Person
29 Sell Your People First
30 Fix the Problem
31 People Are Funny
32 Inspire New Hires
33 Respect Their Time
34 Target Your Prospects' Interests
35 All Buyers Are Liars
36 Brag, Brag, and Brag Some More
37 Pay Attention to Individual Needs
38 My Name's Not Bud
39 Beware of Agitators
40 Label What Differentiates You
41 Do Something Different
42 Be Creative
43 Go in Naked
44 Believe It or Not
45 Try Something Different
46 Customize, Customize, Customize
47 Little Things with Big Payoffs
48 Be Different
49 Do What Others Don't
50 Learn from Chameleons
51 Beware of First Appearances
52 Be a Super-Sleuth
53 Inspired Employees = Dedicated Customers
54 The C-Y-A Factor
55 The Best Prospect Ever
56 Stick Like Velcro
57 Whatever It Takes
58 Love Those Journals
59 Do You Qualify?
60 Before You Open Up
61 Tell and Sell
62 Keep Your Links Current
63 Leave a Trail
64 Learn from the FBI
65 Keep Top-of-Mind Awareness
66 The Proof of the Pudding
67 What about Tomorrow?
68 Your Elevator Speech
69 Point Out the Problem
70 Go After Lost Customers
71 Free Still Works
72 Out of Sight, Out of Mind
73 Email—Friend or Foe?
74 Keep the Lights On
75 One Magic Word
76 Quality Speaks Volumes
77 Keep Up with Technology
78 Is Your Image Working for You?
79 Don't Take Anything for Granted
80 Beware of Prescriptions without Diagnoses
81 Make It Easy to Buy
82 Make Them Feel Safe
83 Loose Lips Sink Prospects
84 Build Trust
85 Falling Out of the Dumb Tree
86 Consider Name-Dropping
87 Freebies Are Hard to Turn Down
88 Advertise Creatively
89 Claim Those Free Dollars
90 One Magic Question
91 Always Deal with a M-A-N
92 Yes, No, and Maybe
93 Bigger Is Better
94 Networking
95 One Size Never Fits All
96 All's Fair in Love and War
97 Do You Know What They Know?
98 What Gets Repeated
99 Traditions Are Sacred
100 The Puppy-Dog Lick
101 Don't Give Them a Reason
102 What Do You Sell?
103 Everything Matters
104 When Do You Need It?
105 Lost Sales = Opportunities
106 Let Them Decide
107 Forget Satisfied
108 Perceptions of Value
109 Leverage Hulk and Bulk
110 It's All about Value
111 How Much Does It Cost?
112 Stack Up the Benefits
113 What You Can Do
114 Sell Value, Not Price
115 The $10 Stupidity
116 Losing Their Luster
117 Tell Them What You Can Do
118 Are You Listening?
119 The Early Bird Gets the New Customer
120 The Problem with Communication
121 “No” Is Not the Answer
122 Selective Hearing
123 If Only We Had Time
124 Anticipate Obstacles
125 Decide Not to Sell
126 Bullet-Proof Your Communications
127 Attention to Detail
128 Use Your Design
129 Smile, Smile, Smile
130 It's Okay to Know You Don't Know
131 Don't Be a Bungling Bob
132 Create Your Personal Gold Mine
133 The Insanity Principle
134 Beware of Fatal Ruts
135 Ask for Help
136 Accentuate the Positive
137 Harness the Internet
138 Tell the Truth
139 How Are You Really Doing?
140 Meet Uncle F-E-S-S
141 Don't Drop In
142 Don't Love Them and Leave Them
143 Organize Your Prospects
144 The Agony of Defeat
145 Expect the Unexpected
146 You Can't Afford Not To
147 Become an Information Junkie
148 Obsessed with Reputation
149 Invest in Yourself
150 The Value of Persistence