Contents
Foreword: The Essence of Selling ix
Mindset: What Makes a Sale a Good Sale 1
Formula: What All Salespeople Should Know About Their Customers 16
Reflection: Who Do You Think You Are? 32
Customers: You Have to Like People 47
Flash of Inspiration: Psychology for the Top Sales Professional 63
One-Track Mind: The Art of Focusing 74
Targeting: What Is It You Want? 89
Mental Preparation: Think Before You Meet 100
Tall Tales: The Proper Frame of Mind for Customer Acquisition 112
Valuable(s): Standing Behind Your Price and Performance 123
N.O.: NO Is Short for Next Opportunity 139
Out of Left Field: Techniques for When the Going Gets Tough 149