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