Table of Contents

FOREWORD
INTRODUCTION
PART 1
FIFTEEN NO B.S. STRATEGIES FOR EXCEPTIONAL SUCCESS IN SALES, PERSUASION, AND NEGOTIATIONS
Chapter #1 STRATEGY #1: IMMUNITY TO THE WORD“NO”
Chapter #2 STRATEGY #2: THE POSITIVE POWER OF NEGATIVE PREPARATION
Chapter #3 STRATEGY #3: USE LISTENING TO INFLUENCE PEOPLE
Chapter #4 STRATEGY #4: AVOID CONTAMINATION
Chapter #5 STRATEGY #5: THE PROCESS OF PERSONAL PACKAGING
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 EXCEPTINONAL SUCCESS IN SELLING
Chapter #9 STRATEGY #9: FRED HERMAN’S K.I.S.S. PRINCIPLE
Chapter #10 STRATEGY #10: SELL MONEY AT A DISCOUNT
Chapter #11 STRATEGY #11: ALWAYS COMPARE APPLES TO ORANGES
Chapter #12 STRATEGY #12: IN SEARCH OF THE FREE LUNCH
Chapter #13 STRATEGY #13: THE MAGIC OF MYSTIQUE
Chapter #14 STRATEGY #14: I’D RATHER BE DUMB ANDPERSISTENT THAN SMART AND IMPATIENT
Chapter #15 STRATEGY #15: LONG DISTANCE IS NOWHERE NEAR AS GOOD AS BEING THERE
PART 2 HOW TO STOP PROSPECTING ONCE AND FOR ALL
Chapter #16 POSITINING, NOT PROSPECTING
Chapter #17 HOW TO USE “LEAD GENERATION ADVERTISING” TO ATTRACT HIGHLY QUALIFIED PROSPECTS
PART 3 A NO B.S. START-TO-FINISH STRUCTURE FOR THE SALE
Chapter #18 THE SIX STEPS OF THE NO B.S. SALES PROCESS
PART 4 DUMB AND DUMBER Things That Sabotage Sales Success
Chapter 19 B.S. THAT SALES MANAGERS SHOVEL ONTO SALESPEOPLE
Chapter 20 6 DUMBEST THINGS SALESPEOPLE DO TO SABOTAGE THEMSELVES
PART 5 MY BIGGEST SECRET TO EXCEPTIONAL RESULTS IN SELLING: TAKEAWAY SELLING
Chapter #21 THE AWSOME POWER OF TAKEAWAY SELLING
Chapter 22 A FINAL WORD FROM THE AUTHOR
BONUS BOOK: HOW TO READ ANYONE’S MIND
REFERENCES SECTION

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide