No lie-- truth is the ultimate sales tool /
Saved in:
| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York ; London :
McGraw-Hill,
c2004.
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| Subjects: | |
| Online Access: | Contributor biographical information Table of contents Publisher description |
Table of Contents:
- Machine derived contents note: Table of Contents
- Page
- Intro Turning Negatives into Selling Points 3
- Chapter 1 Making the Skeleton Dance 6
- Chapter 2 You Are Your Most Important Customer 31
- Chapter 3 Skeleton Protocol, Step 1: Become Your Most Difficult Prospect 40
- Chapter 4 Skeleton Protocol, Step 2: Finding the Positives in Every Negative 43
- Chapter 5 Skeleton Protocol, Step 3: There's a Reason for the Negative 53
- Chapter 6 Skeleton Protocol, Step 4: The Negative's Other Edge 57
- Chapter 7 Skeleton Protocol, Step 5:More Expensive, Less Reliable, Proud of It 64
- Chapter 8 Skeleton Protocol, Step 6: Balancing Act 70
- Chapter 9 Skeleton Protocol, Step 7: Becoming the Ultimate Benefit 77
- Chapter 10 When the Truth Kills the Sale 91
- Chapter 11 Tell, SELL, the Whole Story, Phinneas 104
- Chapter 12 Become an Expert Witness 123
- Chapter 13 Putting Those Negatives in Perspective 136
- Chapter 14 Sex, Rejection, and Several Assorted Butts 147
- Chapter 15 Give it a Shot: Closing Made Simple.