The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
A
Abraham Lincoln approach
action. See physical action
affordability
agreements
alcohol use/drinking
Alden, John
Allen, Marcus
alternative-choice close
American Medical Association
American Sales Association
appointments, telephone calls to obtain
arguing, avoiding
Aristotle
asking for orders
establishing value before
trial closes in
assumptive attitude
attitude. See positive attitude
averages, law of
B
backing away, in sales psychology
Bagg, Mike
Beaver, Ralph
Bellows, Chuck
Ben Franklin close
Better Business Bureau
Bettger, Frank
Bible
body language
Boston College
boxing
Brickman, Tom
brochures
business cards
in group prospecting
in recruiting salespeople
“’round tuit”
buyer perspective
C
Cadillac
center of influence/radiation prospecting
Chamber of Commerce
cheek stroking, in CHEF method
CHEF method
cheek/chin in assuming ownership
hands rubbing together
eyes shining in
friendly prospect
chin stroking, in CHEF method
Christen, Victor
closing process
alternative-choice close
assumptive close
belief in product/service
Ben Franklin close
close of last resort for major purchase
closing consciousness and
conviction and
difficult prospects and
disclosure close
establishing value in
granddaddy close
in helping others get what they want
humor in
integrity and
in job hunt
multiple approaches to
objections in. See objections
order-book close
physical action close
positive attitude in
preparation for
questions as tie-downs in
as routine, follow-through procedure
taking advantage of opportunities
teamwork in
tennis racket close
testimonials in. See testimonials
three-question close
trial closes. See trial closes
“twenty-nine day agreement” (proposed)
two-part sales approach
visualization in
clothing. See dress
clubs
lead exchange
sales and marketing
COD (communication/observation/dedication) approach to prospecting
cold calling/warm prospecting
Columbus, Christopher
communication process
assumptive attitude in
capitalizing on the natural
gatekeeper name in
language choice in
prospect name and
recording presentations
repetition in
“verbal paintbrush” approach to
visual aids in. See visual aids
competition
education of customer and
knowledge of
nondisparagement policy
“other salesperson” objection
positive attitude toward
testimonial letters and
compliments
confidence, winning customer
consistency, in presentations
Contacts Influential
contracts
conviction step
convincing, persuading vs.
Cook, Gladys
Cooper, Randy
cost, price vs.
creativeness
Creepy Crawly pool cleaner
D
Death of Salesman (play)
decision makers
body language with
demonstrations with
early-morning phone calls and
influencers vs.
telephone gatekeepers of
defensiveness, avoiding
demonstrations. See also presentations
with decision maker present
feelings in
ideal features and
law of averages and
in nest selling
objections and
ownership in
to qualified prospects
testimonials and
deposits
diet/nutrition
direct benefits statements
disclosure close
alternate of choice in
writing the order and
divorce
door-to-door prospecting
dress
grooming and
importance of
inducement and
professionalism and
for telephone prospecting
E
eagle-eye method of prospecting
Edwards, Doug
ego with empathy
emotion
controlling
enthusiasm in selling process. See enthusiasm
logic vs.
in sales psychology
and selling as transference of feeling
selling methods based on
empathy
demonstrating
ego with
example of
nature of
sympathy vs.
energy levels
enthusiasm
nature of
in presentations
as successful selling key
in telephone prospecting
evaluation forms
excuses
exercise
eye contact
eye sparkle, in CHEF method
F
Fails, Emol
fear of rejection
feelings. See emotion
Fenster, Wes
Flutie, Doug
follow-up
after the sale
closing as
inducement and
in referral prospecting
testimonials and
football
Forum Corporation
Fountain, Tom
Franklin, Benjamin
Frazier, Merrill
friendliness, in CHEF method
friends and family prospecting
G
Galileo
Gary Gullible (prospect type)
gatekeepers
asking questions of
controlling the conversation with
early-morning phone calls and
general benefits statement/direct benefits statement and
as influencers
kindness toward
names of, using
objections raised by
general benefits statements
General Motors
Glasgow Clothiers
God, belief in
golf
granddaddy close
Greenberg, H. M.
grooming
group prospecting
guilt
H
Hamilton, Alexander
Hammond, Jill, introduction
hand rubbing, in CHEF method
health consciousness
heart of sales career
honesty
ego with empathy
attitude
reserves
toughness
Herman, Fred
Hockfield, Ed
Hockfield & Associates
Hoke, Merley
Holy Bible
honesty/integrity
“business is business” attitude vs.
in closing process
eye contact and
in heart of sales career
overselling and
in sales process
sincerity and
hope. See positive attitude
Hope, Bob
How I Raised Myself from Failure to Success in Selling (Bettger)
Hoyer, Doyle
humor, in closing process
Hunt, Calvin
Hyatt Hotel (Indianapolis)
I
IBM Corporation
ideal product/service
imagination
in “marriage certificate” trial close
role of
impending events
in narrative story/narrative event
nature of
types of
inducement
in narrative story/narrative event
nature of
personal interest and sincerity of salesperson and
influencers
authorized decision makers vs.
initial meeting with
telephone gatekeepers as
integrity. See honesty/integrity
Internet
involvement in product/service
Isabella, Queen of Spain
Ivan Indecisive (prospect type)
J
Jackson, Ab
Janet Rush, introduction
Jefferson, Thomas
Jill Hammond, introduction
job hunt, positive attitude in
John II, King of England
Johnny, the shoe shine man
judgment, in prospecting
K
Krause, Hal
L
Lapin, Daniel
last resort close for major purchases
law of averages
lead exchange clubs
Lemons, Harry
Lincoln, Abraham
listening
body language and
importance of
in presentations
problems with
to recordings of presentations
in refusing to hear “no”
logic
emotion vs. facts in selling process
selling methods based on
M
“marriage certificate” trial close
Marshall Field and Company
Martin, Jay
McDougall, Tom
McGraw-Hill
mental reserves
Messenger, Jay
mind joggers, in referral prospecting
mirrors, in telephone prospecting
Montrose, Gene
Motley, Red
Music Man, The (musical)
N
names
of gatekeepers
of prospects.
See also referral prospecting
name tags
narrative story/narrative event
National Football League
National Speakers Association
negotiation, serious approach to
Nesmith, Major
nest selling
Nevin, John
new salespeople
development of
key of positive projection and
positive attitude in job hunt
qualifying prospects and
recruiting
referral prospecting and
New York Times, The
“no”
honoring
refusing to hear
nondisparagement policy
Norman, Tom
nutrition/diet
O
objections
acting pleased about
changing to questions
commitment that this is last question
in demonstrations
early, uncovering
formula for handling
ignoring
“marriage certificate” trial close
memorizing handling of
“other salesperson”
postponing responses to
during presentations
to price
questions vs.
as reason for moving forward
repeating
responding with questions
selling on the offense and
as signals of interest
of telephone gatekeepers
testimonials and
times and opportunities for handling
voice inflection in
objective, sales
offense, selling on the
optimism. See positive attitude
order-book close
orders, asking for. See asking for orders
Osgood, Charles
overselling, avoiding
ownership, of sales process by prospect
P
panic, avoiding
Penn Sate
persistence
as belief in what you are selling
foolishness vs.
in narrative story/narrative event
persuading, convincing vs.
Phil Wynn, introduction
phone sales. See telephone prospecting and sales
physical action
as key of successful selling
in physical action close
physical reserves
Pilgrims
PING Manufacturing Company
pituitary gland
planning
of presentations
positive attitude
assumptive close
in closing process
at the end of the day
enthusiasm and
excuses and
in heart of sales career
impact of first contact in day and
importance of
in job hunt
language choice in
positive projection as key of successful selling
toward previous purchase of prospect
praise
prejudgment, avoiding
prejudgment, in
prospecting
preparation. See also planning
of presentations
for sales opportunities
visualization in
presentations
asking questions in
consistency in
conviction step in
creative genius and
delegating the sales process
demonstrations in. See demonstrations
enthusiasm in
eye contact in
flexibility within
gaining favorable attention in
handling questions in
importance of
individual vs. group
involvement of prospects in
length of
listening by customers in
listening to customers in
memorizing
need for new
objections and
planning
preparing
recording
on the telephone
testimonials and. See testimonials
time awareness and
visual aids in
previous product/service
defending
nondisparagement policy
positive attitude toward
price
affordability and
cost vs.
establishing value before disclosing
objections to
quality vs.
pride, of salespeople
product/service
ideal
involvement of customer in
offering additional
offering upgrades
salesperson belief in
professionalism
dress and
of Johnny, the shoe shine man
time awareness and
prospect(s)
characteristics of
CHEF method of identifying
in closing process. See closing process
convincing vs.
persuading
defined
difficult, in closing process
involvement in product/service
kinds of
last name received as
learning about
names of, using
needs/desires of
objections of. See objections
ownership of sales process by
pressure selling and lack of
qualifying. See qualifying prospects
questions in leading to decisions
reasons for not buying
staying in touch with
suspects vs
prospecting. See also prospect(s)
center of influence/radiation
COD (communication/observation/dedication) approach
cold calling/warm prospecting
continuous approach to
door-to-door
eagle-eye method
getting prospects
ideal product/service characteristics
importance of
influencers vs. decision makers
information sources for
judgment/prejudgment in
lead exchange clubs
objections in. See objections
previous customers in
radiation/center of influence
referral
service/support staff in
as sin of the desert brought to life
teaming up for
telephone. See telephone prospecting and sales
as trial close
psychology of selling. See sales psychology
public relations, for selling
pulling for clients
Q
qualifying prospects
cost of sales call
criteria for
demonstrations and
educator role of salesperson
group prospecting
importance of
influencers vs. decision makers
information sources for
judgment/prejudgment in
locating authorized decision-makers
money, adequacy of
questions in
in referral prospecting
steps in
in timing telephone presentations
quality, price vs.
questions
changing objections to
for gatekeepers
to gather pertinent information
in helping others get what they want
in the Holy Bible
importance of asking
last question, commitment to
in leading prospect to decision
for present and future sales
during presentations
principles for effective
in responding to objections
in sales psychology
subordinate
for telephone gatekeepers
in three-question close
as tie-downs to close the sale
time awareness and
in trial closes
R
radiation/center of influence prospecting
Raleigh, Walter
recessions
recording presentations
“redhead” (Jean Ziglar)
referral prospecting
asking for referrals
follow-up in
friends and family in
hesitation in
mind joggers in
new salespeople and
qualifying prospects in
radiation/centers of influence approach
teamwork in
refusal, rejection vs.
rejection
fear of
refusal vs.
on the telephone
repetition
in communication process
of objections
reserves
mental
physical
spiritual
resistance, of best prospects
respect, importance of
right brain
Roth, Charles
Ruble, Dennis
Rush, Janet, introduction
Russell, Hugh
S
Saladmaster Corporation
sales aids
sales and marketing clubs
Salesman with a Purpose
sales objective
salespeople
belief in product/service
democracy among
development of
historical examples of
new. See new salespeople
“other salesperson” objection
pressure selling by
pride of
public relations for selling and
recessions and
refusal vs. rejection and
remembering who wins
sales process and
security of
sell, defined
as “warped”
sales presentations. See presentations
sales psychology
asking for the order
asking questions
avoiding overselling
backing away
best prospects are toughest to reach
convincing vs. persuading
doing for vs. doing to
emotions in
establishing value before asking for order
establishing value before giving price
honoring “no”
impact of expertise in
involving prospect with product
knowledge of the prospect
law of averages
making purchase affordable
needs/desires of prospect
prospecting and. See prospecting
providing ownership of process
reasons prospects don’t buy
understanding sales objective
urgency in
Savage, Jim
Schwinn bicycles
self-care
self-image, of salesperson
sell, defined
seller perspective
selling harder
service/support. See also product/service
as source of prospects
Shedd, John
Sheldon, Frederick
shoe shiner (Johnny)
Sidney Skeptical (prospect type)
sincerity. See also honesty/integrity
inducement and
sleep
Smith, Fred
smoking
Solomon, King
spiritual reserves
standing up, for telephone prospecting
Standish, Miles
staying in touch, with prospects
Strawberry Communications
subordinate questions
in narrative story/narrative event
three-question close and
as trial close
successful selling keys
assumptive attitude. See also assumptive attitude
enthusiasm. See also enthusiasm
impending event
inducement
listen. See also listening
narrative story/narrative event
persistence. See also persistence
physical action
positive projection
sincerity
subordinate question
successful selling tips
Abraham Lincoln approach
ask questions for information
assumptive close
avoid arguing/defensiveness
be optimistic
control emotions
correct voice inflection
defend previous purchase of prospect
develop professional sales skills
display integrity
don’t panic
get on customer’s side of the table
keep in touch
negotiate seriously
positive attitude toward previous purchase
provide service after the sale
qualify prospects
sell harder
sincere compliments
sit on both sides of the table
tie down the sale
uncover objections
use a talking pad
support staff. See also gatekeepers
positive attitude toward
suspects, prospects vs.
swap clubs
sympathy
ego with empathy vs.
example of
nature of
T
talking pads
in handling objections
in sales process
teamwork
in closing process
impact in winning
in prospecting
telephone prospecting and sales
determining pay rate per call
door-to-door calls vs.
dress in
early-morning phone calls and
enthusiasm in
fear of
gatekeepers and
to get appointments
method of answering phone
mirrors and
objectives/goals for
planning calls
presentations on the phone
rejection and
setting stage for relationships in
standing up for
testimonials in
time awareness in
visualizing success in
voice inflection in
tennis racket close
Tennyson, Bill
Testaverde, Vinny
testimonials
demonstrations and
evaluation forms
follow-up letters and
objections and
obtaining
power of
in sales presentation books
in telephone prospecting
time awareness
in investment decisions
in presentations
questions and
in requesting testimonials
in telephone prospecting
urgency and
toughness
training/studying
importance of
recording voice in
in sales psychology
trial closes
assumptive questions in
“marriage certificate”
prospecting as
subordinate questions and
trust. See honesty/integrity
two-part sales approach
U
University of Georgia
University of Miami
University of Pisa
University of Southern California (USC)
upgrades
urgency, sense of
V
value
changing
establishing before asking for order
establishing before disclosing price
establishing in closing process
“verbal paintbrush” approach, to communication
Vespucci, Amerigo
Vietnam War
visual aids
brochures
in presentations
quality of
testimonial letters as
visualization
of closing process
of success
voice inflection
application to shoe shines
importance of
in price objections
recording presentations to analyze
role of
in telephone prospecting
Walgreen Drug Company
Walker, Herschel
Washington, George
Wheeler, Elmer
Winn, Joyce
World Book Encyclopedia
Wynn, Phil, introduction
Y
Yale University
Yankee peddler concept
Z
Ziglar, Jean (“the redhead”)
Ziglar, Tom
Zig Ziglar Corporation