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Index
Praise
Title Page
Foreword
Preface
PART I - 15 NO B.S. STRATEGIES FOR EXCEPTIONAL SUCCESS IN SALES, PERSUASION, ...
CHAPTER 1 - STRATEGY 1 IMMUNITY TO THE WORD “NO”
No’s Turned into Yes’s, That’s What Master Salespeople Do
CHAPTER 2 - STRATEGY 2 THE POSITIVE POWER OF NEGATIVE PREPARATION
How General Patton Used the Positive Power of Negative Preparation
Who Else Uses the Positive Power of Negative Preparation?
CHAPTER 3 - STRATEGY 3USE LISTENING TO INFLUENCE PEOPLE
What Are You Listening For?
How to Read Anyone’s Mind
CHAPTER 4 - STRATEGY 4 AVOID CONTAMINATION
How to Cheat on Your Expense Account and Other “Lessons” from the Grizzled Old Pro
CHAPTER 5 - STRATEGY 5 THE PROCESS OF PERSONAL PACKAGING
A Valuable Lesson from a Prejudiced Banker
CHAPTER 6 - STRATEGY 6 REMEMBERING WHY YOU’RE THERE
CHAPTER 7 - STRATEGY 7 DO EXPECTATIONS GOVERN RESULTS?
CHAPTER 8 - STRATEGY 8 PROOF: THE MOST IMPORTANT TOOL FOR EXCEPTIONAL SUCCESS ...
Proof Through Testimonials
How Dumb Salespeople Work Ten Times Harder Than They Need To and Get One-Tenth ...
A Picture Is Worth a Thousand Words
Statistical Proof
How Much Proof Is Enough? How Much Proof Is Too Much?
CHAPTER 9 - STRATEGY 9 FRED HERMAN’S K.I.S.S. PRINCIPLE
The New Economy’s Chaos of Choices and New Economy Customers’ Desire for the ...
You Can Get Rich Making the Complicated Simple
Close the Doors on the Sales Prevention Department
CHAPTER 10 - STRATEGY 10 SELL MONEY AT A DISCOUNT
How to Put Money in Their Pockets and Then Set It on Fire
Becoming an “Added-Value” Sales Professional
Be Able To Say: No Other _____________Will . . .
Creating Added Value from Thin Air
Creating Added Value at Nominal Cost
CHAPTER 11 - STRATEGY 11ALWAYS COMPARE APPLES TO ORANGES
Most of the Advice You Get About Dealing with Price Resistance Is Wrong
Specialization and Customization Prevent Apples to Apples Comparisons
CHAPTER 12 - STRATEGY 12IN SEARCH OF THE FREE LUNCH
How to Close the Difficult Sale with a Very Desirable Premium
Premiums and “Big Ticket Selling”
CHAPTER 13 - STRATEGY 13THE MAGIC OF MYSTIQUE
Perception Is Reality: The “Story” Is the “Secret Ingredient”
Creating Your Own Mystique
How to Unmask and Still Create Mystique
Everything Old Is New Again—at Least It Better Be!
CHAPTER 14 - STRATEGY 14 I’D RATHER BE DUMB AND PERSISTENT THAN SMART AND IMPATIENT
How Being a Dumb Frog Got This Rookie a Veteran’s Top Income—Fast
Does Success—or Failure—Breed Success?
CHAPTER 15 - STRATEGY 15 LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE
PART II - HOW TO STOP PROSPECTINGONCE AND FOR ALL
CHAPTER 16 - POSITIONING,NOT PROSPECTING
Writing
Public Speaking
Publicity
Are You Just Another Salesperson?
The Final Component
“Gee, This Sounds Like a Lot of Work”
CHAPTER 17 - HOW TO USE “LEAD GENERATION ADVERTISING” TO ATTRACT HIGHLY ...
Never the Pest, Always the Welcome Guest
The “Welcome Guest Process” in Brief
How a Lead Generation Ad Works Like a “Personals” Ad
Where Do You Run Lead Generation Advertising?
The Postcard Technique
Headlines Are Important
Who Uses Lead Generation Advertising?
How to Use Lead Generation to Force Prospects to Give You Information and Grant ...
The Last but First Thing You Need to Know About Lead Generation
PART III - A NO B.S. START-TO-FINISH STRUCTURE FOR THE SALE
CHAPTER 18 - THE SIX STEPS OF THE NO B.S. SALES PROCESS
Interest
Ability
Authority
Predisposition
Step One: Permission to Sell
Step Two: The Offer
Step Three: The Presentation
Step Four: Emotional Logic
Step Five: Closing the Sale
Step Six: The Morning After
PART IV - DUMB AND DUMBERTHINGS THAT SABOTAGE SALES SUCCESS
CHAPTER 19 - B.S. THATSALES MANAGERS SHOVEL ONTO SALESPEOPLE
1. “The Answer to Your Problem Is Simple: Make More Calls.”
2. “Everybody’s Your Prospect.”
3. “It Is Easier to Sell to Someone Who Isn’t Interested than It Is to Find ...
4. “Your Problem Is You’re Not Motivated.”
5. “It’s Just a Numbers Game. Keep at It.”
How to Tell a Good Sales Manager from a Bad One
CHAPTER 20 - SIX DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
1. Lousy Follow-Up
2. Hanging Out with Losers
3. Hanging Out with the Losers at the Bar, Strip Club, or Coffee Shop
4. Wasting Time
5. Not Creating SYSTEMS
6. Poor Self-Discipline
PART V - MY BIGGEST SECRET TO EXCEPTIONAL RESULTS IN SELLING: TAKEAWAY SELLING
CHAPTER 21 - THE AWESOME POWER OF TAKEAWAY SELLING
Proving the Theory of Supply and Demand
How a Starving Dog Trainer Rid Her Finances of Fleas, Once and For All
A Real Estate Agent to Learn From
The Power of “Disqualification”
How Do New Economy Customers Respond to Takeaway Selling?
A Fundamental Choice
CHAPTER 22 - A Final Word from the Author
BONUS BOOK
PART VI
ABOUT THE AUTHOR
ETERNAL TRUTHS
Index
Subscribe to Entrepreneur Magazine
Copyright Page
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