- INTRODUCTIION
1. KNOW WHAT YOU’RE REALLY SELLING
2. EVERYBODY IS A SALESPERSON
3. THE FOUR MAIN REASONS WHY PROSPECTS WILL BUY FROM YOU
4. THE NUMBER ONE REASON WHY PROSPECTS WILL BUY FROM YOU
5. THE GREATEST CHALLENGE OF PERSUASION
6. THE FIRST FEW SECONDS ARE VERY IMPORTANT IN SALES
7. THE METHOD OF SELLING
8. A CLOSER LOOK AT SOME SPECIFIC METHODS OF SELLING
9. THREE IMPORTANT THINGS TO ALWAYS REMEMBER IN SALES
10. HOW TO BUILD RAPPORT FOR SURE
11. THE SIX MAIN REASONS WHY A PROSPECT WILL NOT WANT TO BUY
12. DISCOVER HOW TO OVERCOME THOSE ANNOYING OBJECTIONS
13. TWENTY-FIVE WAYS TO CLOSE A SALE
14. TEN VERY POWERFUL QUESTIONS TO ASK PROSPECTS!
15. TRAIN YOURSELF TO THINK POSITIVELY
16. POSITIVE THINKING CREATES SUCCESS WITH ANYTHING
17. GOOD LUCK AND YOU
18. REGARD EVERY PROSPECT AS A GEM!
19. YOUR GOAL HAS EVERYTHING TO DO WITH YOUR SALES PERFORMANCE
20. GET YOUR MIND INTO THE FLOW OF SALES BUSINESS
21. RULES AND SUGGESTIONS THAT ALL SALESPEOPLE MUST LEARN TO FOLLOW
22. POWERFUL SALES WORDS TO REMEMBER
23. TAKE CONTROL OF THE SITUATION
24. THREE VERY PERSUASIVE SALES TECHNIQUES TO KNOW
25. HYPNOTIC TECHNIQUES ON HOW TO PERSUADE ALL PEOPLE!
26. BODY LANGUAGE: THE LANGUAGE THAT WILL GENERATE THE MOST SALES
27. INTERPRETING THE PROSPECT’S BODY LANGUAGE
28. THE UNIVERSAL PERSONALITY CODE
29. FIND YOUR PROSPECT’S HOT BUTTONS
30. USE THE SENSE OF HUMOR TO LIGHTEN UP THE MOOD: IT’S EASY
31. BELIEF IN YOURSELF IS THE KEY TOWARDS ACHIEVING ALL GOALS! Part I
32. BELIEF IN YOURSELF IS THE KEY TOWARDS ACHIEVING ALL GOALS! Part II
33. BELIEF IN YOURSELF IS THE KEY TOWARDS ACHIEVING ALL GOALS! Part III
34. MENTALLY COMMAND IT, AND IT SHALL HAPPEN AS YOU WILL
35. IT’S NOT A MATTER OF IF YOU WILL, BUT OF HOW SOON YOU WILL
36. BELIEVE IN THE IMPOSSIBLE THOUGHTS
37. PERSISTENCY IS THE FORCE THAT KEEPS THE BALL ROLLING!
38. DETERMINATION IS WHAT CAUSES DESIRABLE END RESULTS!
39. FOCUS ON YOUR PURPOSE AND FEEL THE PLEASURE
40. THREE DEEDS THAT WILL GUARANTEE YOUR SUCCESS AS A SALESPERSON
41. YOUR ENTHUSIASM IS WHAT WILL GET THEIR ATTENTION
42. CLEAR YOUR MIND TO INFLUENCE OTHERS BETTER
43. WHATEVER YOU SAY OR DO, DON’T COME ACROSS AS A SALESPERSON
44. CHANGE YOUR PERCEPTION TO IMPROVE YOUR SELLING
45. DISCOVER THE METHOD TO ENJOY WHAT YOU DO, DAY-BY-DAY
46. HOW YOU HANDLE REJECTION WILL DETERMINE WHETHER OR NOT SALES IS FOR YOU
47. DISCOVER THE SIMPLE METHOD OF CHANGING MINDS
48. WHY THIS BOOK CAN BE DANGEROUS
49. KNOW YOUR PRODUCT OR SERVICE LIKE THE BACK OF YOUR HAND
50. ANYBODY CAN LEARN THE METHOD OF SELLING AND SUCCEED IN IT
51. YOUR WILLPOWER HAS TO BE STRONGER THAN THE PROSPECT’S
52. ALWAYS KEEP AT THE FRONT OF YOUR MIND WHY YOUR PROSPECTS SHOULD BUY FROM YOU
53. MENTALLY ENVISION IT STEP-BY-STEP
54. FOLLOW THE LAW OF EXPECTATION
55. MAKE YOUR FIRST REQUEST WITHIN SECONDS UPON MEETING YOUR PROSPECT
56. KEEP IT SHORT AND SWEET
57. BE YOURSELF NO MATTER WHAT THAT SELF IS
58. YOUR EMPATHY TOWARDS THEM IS WHAT WILL DRAW THEM CLOSER TO YOU
59. ADDRESS THEIR CONCERNS BEFORE THEY DO
60. LET THEM IMAGINE THAT IT IS THEIRS ALREADY
61. YOUR URGENCY IS WHAT WILL COMPEL THEM TO ACT NOW
62. DO NOT TALK TO YOUR PROSPECTS – ENGAGE THEM IN CONVERSATION
63. IT’S NOT WHAT YOU SAY, BUT HOW YOU SAY IT THAT WILL MAKE THE DIFFERENCE
64. HOW TO KEEP PROSPECTS SAYING “YES”
65. LET YOUR CUSTOMERS BRING YOU MORE CUSTOMERS
66. DON’T TELL THEM THE PRICE – SHOW THEM THE PRICE
67. A CLOSER LOOK AT NEGOTIATING PRICE
68. DON’T GIVE ‘EM TIME TO THINK
69. INSPIRE THEM BY WHAT THEY FEAR
70. MAKE THEM AN OFFER THAT THEY CAN’T REFUSE
71. CONVINCE THEM BY THEIR OWN WORDS
72. WHAT GOES ON IN THE MIND OF A SUCCESSFUL SALESPERSON
- CONCLUSION
- GLOSSARY
- APPENDIX – RESEARCH STUDIES
- INDEX