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| Introduction | |
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| Be Obsessed | |
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| Listen | |
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| Empathize | |
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| Don't See the Prospect as an Adversary | |
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| Don't Get Distracted | |
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| Take Notes | |
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| Follow Up | |
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| Keep in Contact with Past Clients | |
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| Plan the Day Efficiently | |
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| Look Your Best | |
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| Keep Sales Tools Organized | |
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| Take the Prospect's Point of View | |
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| Take Pride in Your Work | |
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| Beware of Trying Too Hard to "Convince" | |
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| Never Underestimate the Prospect's Intelligence | |
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| Keep Up to Date | |
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| Know the Four Steps of a Sale | |
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| Use People Proof | |
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| Act Like an Equal-Because You Are One | |
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| Don't Get Fooled by "Sure Things" | |
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| Don't Take Rejection Personally | |
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| Understand the Importance of Prospecting | |
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| Never Focus on the Negatives | |
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| Get Competitive | |
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| Communicate That You Are a Person to Be Trusted | |
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| Take the Lead | |
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| Engage the Prospect | |
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| Know Why Your Company's No. 1 Account Bought from You | |
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| Handle the Leads That "Fall into Your Lap" with Care | |
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| Know How to Make Your Product or Service Fit Someplace Else | |
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| Pretend That You Are a Consultant-Because You Are | |
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| Ask for the Next Appointment While You Are on the First Visit | |
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| Create a New Plan with Each New Prospect | |
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| Ask for Referrals | |
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| Show Enthusiasm | |
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| Give Yourself Appropriate Credit | |
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| Tell the Truth (It's Easier to Remember) | |
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| Sell Yourself on Yourself-Get Motivated! | |
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| Start Early | |
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| Read Industry Publications (Yours and Your Clients') | |
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| Give Speeches to Business and Civic Groups | |
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| Pass Along Opportunities When Appropriate | |
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| Take Responsibility for Presentations That Go Haywire | |
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| Control the Flow | |
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| Build Leadership Skills | |
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| Prepare for the Objections You'll Hear | |
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| Discover What People Are Communicating Through Their Stories | |
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| Look Honestly at Your Job and Yourself | |
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| Tell Everyone You Meet Who You Work for and What You Sell | |
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| Keep Your Sense of Humor | |
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| Beware of Bad Advice on the Internet | |
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| Use Company Events to Move the Relationship Forward | |
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| Follow the "Yes" | |
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| Know When to Say "I Didn't Anticipate That" | |
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| Beware of "Casual Friday" | |
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| Ask Key Questions about Your Best Accounts | |
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| Find Out What's Changed | |
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| Use E-mail Intelligently | |
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| When in Doubt, Ask for the Appointment | |
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| Raise Tough Issues Yourself | |
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| Use an Effective Strategy for Getting Return Phone Calls | |
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| Don't Bring Everything! | |
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| Don't "Product Dump" | |
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| Move Beyond "Slapshot" Selling | |
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| Master PIPA-and Learn the Art of Conducting a Great First Meeting | |
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| Review Your Most Important Questions Before the Meeting | |
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| Don't Present Too Early | |
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| Verify Your Information | |
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| Ask Yourself the Right Questions | |
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| Prepare for the Meeting Properly | |
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| Work Your Way up the Ladder | |
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| Get Real-Strategize Two Weeks in Advance | |
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| Don't Get Distracted by "Yes" Answers | |
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| Never Walk Away Without Asking for Some Kind of Action | |
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| Never Make a Presentation You Don't Think Will Close | |
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| Always Have a Backup Plan | |
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| Never Kid Yourself | |
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| Take Immediate Action | |
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| Take Quiet Time to Think | |
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| Seize Opportunities | |
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| Be Punctual | |
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| Return Calls Within Twenty-Four Hours | |
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| See Everyone at Least Once | |
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| Know When to Retreat | |
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| Know How to Develop Interdependent Relationships | |
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| Know When Not to Be Dependent | |
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| Consider Yourself to Be a Messenger of Change | |
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| Prioritize, Don't Apologize | |
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| Notice What's Around You | |
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| Ask about the Cow | |
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| Always Try to Move the Sale to the Next Step | |
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| Replenish Your Prospect Base Intelligently | |
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| Look at the Lights of Two Cars Ahead | |
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| Ask "Does This Make Sense?" | |
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| Put the Prospect's Interests First | |
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| Prospect Effectively | |
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| Follow the Nine Principles of Cold Calling | |
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| Use Fallbacks | |
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| Know Your Ratios | |
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| Don't Try to Close | |
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| Start Making Sense | |
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| Index | |