| Introduction |
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xi | |
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1 Know What You're Really Selling |
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1 | (2) |
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2 Everybody is a Salesperson |
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3 | (2) |
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3 The Four Main Reasons Why Prospects Will Buy From You |
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5 | (3) |
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4 The Number One Reason Why Prospects Will Buy From You |
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8 | (2) |
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5 The Greatest Challenge of Persuasion |
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10 | (2) |
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6 The First Few Seconds are Very Important in Sales |
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12 | (6) |
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18 | (5) |
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8 A Closer Look at Some Specific Methods of Selling |
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23 | (4) |
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9 Three Important Things to Always Remember in Sales |
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27 | (3) |
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10 How to Build Rapport For Sure |
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30 | (3) |
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11 The Six Main Reasons Why a Prospect Will Not Want to Buy |
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33 | (3) |
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12 Discover How to Overcome Those Annoying Objections |
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36 | (5) |
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13 Twenty-Five Ways to Close a Sale |
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41 | (8) |
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14 Ten Very Powerful Questions to Ask Prospects! |
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49 | (5) |
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15 Train Yourself to Think Positively |
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54 | (4) |
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16 Positive Thinking Creates Success with Anything |
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58 | (3) |
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61 | (3) |
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18 Regard Every Prospect as a Gem! |
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64 | (2) |
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19 Your Goal Has Everything to do with Your Sales Performance |
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66 | (3) |
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20 Get Your Mind into the Flow of Sales Business |
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69 | (3) |
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21 Rules and Suggestions That all Salespeople Must Learn to Follow |
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72 | (6) |
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22 Powerful Sales Words to Remember |
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78 | (10) |
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23 Take Control of the Situation |
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88 | (3) |
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24 Three Very Persuasive Sales Techniques To Know |
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91 | (4) |
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25 Hypnotic Techniques on How to Persuade All People! |
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95 | (6) |
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26 Body Language: The Language That Will Generate the Most Sales |
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101 | (9) |
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27 Interpreting the Prospect's Body Language |
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110 | (4) |
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28 The Universal Personality Code |
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114 | (3) |
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29 Find your Prospect's Hot Buttons |
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117 | (3) |
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30 Use the Sense of Humor to Lighten Up the Mood: It's Easy |
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120 | (2) |
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31 Belief in Yourself is the Key Towards Achieving All Goals! Part I |
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122 | (2) |
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32 Belief in Yourself is the Key Towards Achieving All Goals! Part II |
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124 | (2) |
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33 Belief in Yourself is the Key Towards Achieving All Goals! Part III |
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126 | (3) |
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34 Mentally Command It, and It Shall Happen as You Will |
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129 | (3) |
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35 It's Not a Matter of if You Will, But of How Soon You Will |
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132 | (2) |
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36 Believe in the Impossible Thoughts |
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134 | (2) |
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37 Persistency is the Force that Keeps the Ball Rolling! |
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136 | (3) |
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38 Determination is What Causes Desirable End Results! |
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139 | (2) |
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39 Focus on Your Purpose and Feel the Pleasure |
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141 | (3) |
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40 Three Deeds that Will Guarantee Your Success as a Salesperson |
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144 | (3) |
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41 Your Enthusiasm is what will Get their Attention |
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147 | (2) |
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42 Clear Your Mind to Influence Others Better |
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149 | (2) |
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43 Whatever You Say or Do, Don't Come Across as a Salesperson |
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151 | (2) |
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44 Change Your Perception to Improve Your Selling |
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153 | (2) |
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45 Discover the Method to Enjoy What You Do, Day-By-Day |
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155 | (2) |
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46 How You Handle Rejection will Determine Whether or Not Sales is for You |
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157 | (2) |
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47 Discover the Simple Method of Changing Minds |
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159 | (3) |
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48 Why this Book Can be Dangerous |
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162 | (2) |
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49 Know Your Product or Service Like the Back of Your Hand |
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164 | (2) |
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50 Anybody Can Learn the Method of Selling and Succeed in it |
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166 | (2) |
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51 Your Will Power has to be Stronger than the Prospects |
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168 | (2) |
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52 Always Keep at the Front of Your Mind Why Your Prospects Should Buy From You |
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170 | (2) |
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53 Mentally Envision it Step-By-Step |
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172 | (2) |
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54 Follow the Law of Expectation |
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174 | (2) |
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55 Make Your First Request Within Seconds Upon Meeting Your Prospect |
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176 | (2) |
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56 Keep it Short and Sweet |
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178 | (2) |
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57 Be Yourself no Matter What that Self is |
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180 | (3) |
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58 Your Empathy towards them is what will Draw Them Closer to You |
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183 | (2) |
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59 Address their Concerns Before They Do |
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185 | (3) |
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60 Let Them Imagine that it is theirs Already |
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188 | (2) |
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61 Your Urgency is what will Compel them to Act Now |
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190 | (3) |
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62 Do Not Talk to Your Prospects - Engage them in Conversation |
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193 | (2) |
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63 It's Not What You Say, But How You Say it That will Make the Difference |
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195 | (2) |
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64 How to Keep Prospects Saying "Yes" |
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197 | (3) |
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65 Let Your Customers Bring You More Customers |
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200 | (2) |
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66 Don't Tell them the Price - Show them the Price |
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202 | (4) |
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67 A Closer Look at Negotiating Price |
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206 | (4) |
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68 Don't Give 'Em Time to Think |
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210 | (3) |
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69 Inspire them by What They Fear |
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213 | (3) |
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70 Make them an Offer that they Can't Refuse |
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216 | (2) |
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71 Convince them by Their Own Words |
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218 | (2) |
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72 What Goes on in the Mind of a Successful Salesperson |
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220 | (3) |
| Conclusion |
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223 | (1) |
| Glossary |
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224 | (4) |
| Appendix - Research Studies |
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228 | (1) |
| Index |
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229 | |
