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Imperial Library
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Index
Title Page
Copyright Page
Dedication
Acknowledgements
Foreword
Introduction
YOU
Chapter 1 - The Early Bird
Chapter 2 - Believe in Yourself
Chapter 3 - One Person: All the Difference
Chapter 4 - Loyalty in Little Things Is Huge
Chapter 5 - Find Mentors
Chapter 6 - Practice Right So You Can’t Get It Wrong
Chapter 7 - Learn from Legends
Chapter 8 - Sell Yourself
Chapter 9 - The Well-Pressed Impression
Chapter 10 - Linkedln and Facebook: The New Handshake
Chapter 11 - Sharpen Your Best Selling Points
Chapter 12 - Better Humble Than Stumble
Chapter 13 - Be Yourself
Chapter 14 - Trust Is a Must
Chapter 15 - Discover Your Potential
Chapter 16 - Super Sellers Are Customer-Centric
Chapter 17 - Celebrate the Child in You
IMAGINE
Chapter 18 - Visualize Success
Chapter 19 - Putt for Survival
Chapter 20 - Rain Can Make Your Parade
Chapter 21 - You Gotta Have a Dream!
Chapter 22 - Don’t Miss Miss America
Chapter 23 - Inching Ahead Your Goal Line
Chapter 24 - The Bucket List
Chapter 25 - Fantasy Sparks Reality
STICK WITH IT
Chapter 26 - The ABCs of Determination—Any Body Can
Chapter 27 - Quitters: Never Winners
Chapter 28 - The 10,000-Hour Investment
Chapter 29 - Compassion Uplifts You Too
Chapter 30 - Enthusiasm: Only You Can Ignite It
Chapter 31 - Enthusiasm: An Encore
Chapter 32 - Your Attitude Determines Your Altitude
Chapter 33 - Change Your Thoughts, Change Your Life
Chapter 34 - Your Positive Self—Right Underneath Your Fingers
Chapter 35 - Worrying Makes You Cross the Bridge Before You Come to It
SETBACKS
Chapter 36 - There’s No Education Like Adversity
Chapter 37 - Overcoming the Fear of No
Chapter 38 - Beat Rejection Before It Beats You
Chapter 39 - Those Who Don’t Know Don’t Know They Don’t Know
Chapter 40 - Comeback Kids Don’t Kid Around
Chapter 41 - Watch Out for These Four-Letter Words
Chapter 42 - Race to the Top
Chapter 43 - Wrestle Self-Confidence from Self-Doubt
Chapter 44 - Lose the Right Battles to Win the War
Chapter 45 - Refuse to Lose
THE CHAMPIONSHIP STRIDE
Chapter 46 - Never Look a Gift Mule in the Mouth
Chapter 47 - Your Best Captive Audience
Chapter 48 - Get in the Zone
Chapter 49 - Give Yourself a Break
Chapter 50 - The Psychology of a Slump
Chapter 51 - Coming Through in the Clutch
Chapter 52 - Don’t Coast to an Apathy Crash
Chapter 53 - Courage—What Sets You Apart from the Crowd
Chapter 54 - Think Big to Sell Big
Chapter 55 - Trust Your Hunches
Chapter 56 - Obscure to Awesome
Chapter 57 - Passion: The Prime Mover
Chapter 58 - Be a Successful Maverick
CONNECT
Chapter 59 - Make the Internet Your Sales Scalpel
Chapter 60 - Social Media—The New Sales Megacenter
Chapter 61 - Be an Affinity Groupie
Chapter 62 - Don’t Make 50 Your Psychological Speed Limit
Chapter 63 - Putting the Byte on Techies
Chapter 64 - Selling on Candid Camera
Chapter 65 - Customer Service: The Digital Retread
Chapter 66 - Customer Service in the Internet Age
Chapter 67 - The Mackay 25 Sales Call Prep Checklist
Chapter 68 - The Unanswered Serve
Chapter 69 - Turning a Tweet Mind-Set into Sales Nest Eggs
EXCEL
Chapter 70 - Strive for Excellence
Chapter 71 - Sell Yourself into Your Dream Job
Chapter 72 - Fall in Love with Your Job
Chapter 73 - Be Honest
Chapter 74 - Make Character Your Best Characteristic
Chapter 75 - Networks Have Power Ratings
Chapter 76 - 4th-Quarter Game Changers
Chapter 77 - The Average American Thinks He Isn’t
Chapter 78 - Use Self-Esteem to Your Advantage
Chapter 79 - A Club to Aim For
Chapter 80 - Sales Need Flesh and Blood
Chapter 81 - Sales Success: The Blue-Ribbon Recipe
Chapter 82 - The 7 Cs of Success
AFTERTHOUGHTS
Second Author’s Note
The ABCs of Selling
The Second Ten Commandments
INDEX
Money-Back Guarantee
ALSO BY HARVEY MACKAY
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