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Index
Front Cover Image
Welcome
Dedication
Acknowledgments
Introduction
1. What a Selling Career Really Is
2. What Kind of Salesperson Are You?
3. What Stage of the Cycle Is Your Business in Now? (And What to Do About It)
4. Going Back to Basics: Where to Begin
5. Start by Keeping the Business You Have
6. Success Is in Who You Already Know
7. How to Quickly Determine If Someone Is an Ideal New Client for You
8. Reducing Sales Resistance
9. Converting Clients from the Competition
10. Closes That Help Clients Overcome Fear
11. Methods for Cutting Costs While Continuing to Appear Successful
12. Selling Is Service
Reference Material
Table of Contents
Also by Tom Hopkins
Praise for Selling in Tough Times
Copyright Page
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