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