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Imperial Library
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Index
Cover Page
Title Page
Copyright Page
Dedication
Contents
Foreword
Introduction
Section 1: Laying the Foundation to Becoming a Trustworthy Salesperson
Chapter 1: The Law of the Iceberg: The Truest Measure of Your Success Is Invisible to Your Clients
Chapter 2: The Law of the Summit: Your Direction Is a Result of Your Perception
Chapter 3: The Law of the Shareholder: Successful Salespeople Buy Stock in Themselves
Chapter 4: The Law of the Ladder: The Success You Achieve Is Directly Related to the Steps You Conceive
Chapter 5: The Law of Leverage: You’re Less Likely to Fail When You’ve Told Others You Will Succeed
Chapter 6: The Law of the Hourglass: You Must Make Your Moves Before Your Time Runs Out
Chapter 7: The Law of the Broom: To Build Your Business Up, You Must First Clean It Up
Section 2: Laying the Foundation for Building a Trustworthy Sales Business
Chapter 8: The Law of the Dress Rehearsal: Practicing Your Lines Elevates the Level of Your Performance
Chapter 9: The Law of the Bull’s-Eye: If You Don’t Aim for the Best Prospects, You’re Likely to Do Business with Any Prospect
Chapter 10: The Law of the Scale: If You Want More Business, Have Fewer Clients
Chapter 11: The Law of Courtship: For a Relationship to Be Right on the Outside, It Must First Be Right on the Inside
Chapter 12: The Law of the Hook: A Captivated Audience Stays to the End
Chapter 13: The Law of Incubation: The Most Profitable Relationships Mature over Time
Chapter 14: The Law of the Encore: The Greater the Performance, the Louder the Applause
Acknowledgments
About the Author
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