TABLE OF CONTENTS
INTRODUCTION
Acknowledgements
Preface
What's so Special About This Book?
Mis-Teachings and Mis-Truths About Sales
My Personal History
PART 1: THE ATTITUDE
Chapter 1 Stop Selling--Start Winning
Chapter 2 The Trusted Sales Advisor
Chapter 3 Always Put Your Customer First
Chapter 4 Do For Others, Not To Them
Chapter 5 Why the Public Hates Sales People
Chapter 6 Dealing With Rude People
Chapter 7 SMILE!
PART 2: APPEARANCE & EDUCATION
Chapter 8 Health Can Be Wealth
Chapter 9 General Appearance, Attitude, Empathy
Chapter 10 Read, Read, Then Re-read
(Education is the Key)
PART 3: THE CUSTOMER INTERVIEW
Chapter 11 Interview, Don't Interrogate
Chapter 12 The Interview Works Both Ways
Chapter 13 Only Sell to Friends
Chapter 14 Establishing Credibility
PART 4: SALES TECHNIQUES
Chapter 15 On Your Customer's Behalf
Chapter 16 Never Prejudge
Chapter 17 Use Testimonials
Chapter 18 Becoming a Trusted Sales Advisor
Chapter 19 Approaching and Greeting
Chapter 20 Always Get When You Give
Chapter 21 Let 'Em Off the Hook (Problems-No Big Deal)
Chapter 22 Open--Don't Close
Chapter 23 It's Presentation, Not Price
Chapter 24 Appeal to their Honor or Pocketbook
Chapter 25 Good Listeners Really Do Have Big Ears
Chapter 26 Admit Your Weaknesses as a Positive
PART 5: BUILDING A CAREER
Chapter 27 After-Sale Followup
Chapter 28 Full-Time Student of Psychology
Chapter 29 Career Boosts
Chapter 30 Closing Statement
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