Table of Contents
Foreword Tom Ziglar 9
Introduction 11
1 The Core Secret: The Key to Sales Success 15
Part 1 The Psychology of Closing
2 The "Household Executive" Saleslady 29
3 Making "King" Customer the Winner 38
4 Credibility: The Key to a Sales Career 49
5 Commonsense Selling 57
6 Voice Training to Close Sales 65
7 The Professional Sells and Delivers 77
Part 2 The Heart of Your Sales Career
8 The Critical Step in Selling 89
9 The Big "E" in Selling 96
10 The Right Mental Attitude 107
11 Your Attitude toward You 111
12 Your Attitude toward Others 116
13 Your Attitude toward the Sales Profession 120
14 Building Physical "Reserves" in Selling 134
15 Building a Mental Reserve in Selling 142
16 Ya Gotta Have Love 151
Part 3 The Sales Professional
17 Learning and Using Professional Techniques 157
18 Characteristics of the Professional Salesperson 161
19 Here Is a Professional 174
20 Everybody Is a Salesperson and Everything Is Selling 188
Part 4 Imagination and Word Pictures
21 Imagination in Selling 207
22 Imagination Sells and Closes Sales 219
23 Using Word Pictures to Sell 241
24 Picture Selling for Bigger, Permanent Sales 253
Part 5 The Nuts and Bolts of Selling
25 Objections-the Key to Closing the Sale 259
26 Objections Are Consistent-Objectors Aren't 267
27 The Salesman's Friend 274
28 Using Objections to Close the Sale 283
29 Reasons and Excuses for Buying 295
30 Using Questions to Close the Sale 300
31 For Direct Sales People 308
Part 6 The Keys in Closing
32 Four Ideas and the Keys to Sales Success 325
33 Selling and Courting Run Parallel Paths 336
34 The "Look and Listen" Close 348
35 Listen-Really Listen 358
36 The Keys in Closing-Conclusion 365
37 The "Narrative" Close 379
Closing Chapter: Your Dream Team and Investors: Keys to Exponential Business Growth 382
Acknowledgments 401
Index of Closes 405