| Foreword | p. 13 |
| Introduction | p. 19 |
| The Real Psychology of Selling | p. 21 |
| Persuasion for Professionals | p. 22 |
| What is Ultimate Selling Power? | p. 22 |
| The Mindsets of Sales Millionaires | p. 25 |
| The Sales Millionaire's Mindset Placed Under a Microscope | p. 27 |
| Do Not Be Afraid to Be Persuasive | p. 28 |
| The Psychology of Sales Professional | p. 31 |
| The Superstar's Mindset Toward Persuasion | p. 31 |
| Looking for the Root Causes | p. 33 |
| How to Sell Yourself on Selling | p. 35 |
| Believing in the Value You Bring to the Table | p. 36 |
| The Truth About the Process of Selling | p. 40 |
| The Power of Invisible Selling | p. 43 |
| The Best Ways of Dealing With Concerns, Objections, and Resistances | p. 47 |
| The Incredible Power of Words | p. 49 |
| Do Not Be Intimidated By the Power of Words | p. 51 |
| The Power of Organized Words | p. 53 |
| Real-Life Examples | p. 54 |
| Why Salespeople Deny They Use Scripts | p. 55 |
| The Reality of Positive Thinking in Master Salesmanship | p. 59 |
| The Meat and Potatoes of Sales Scripting | p. 61 |
| Steps in Building Powerful Scripts | p. 61 |
| How to Build a Multimillion Dollar Mastermind Sales Script Book | p. 69 |
| Advanced Script Book Development Strategies | p. 70 |
| A Billion Dollar Success Story | p. 90 |
| You Take the Lead | p. 93 |
| Looking for Leads | p. 94 |
| Present Company Included | p. 96 |
| Referrals Get Results | p. 97 |
| Use Your Network to Net Leads | p. 97 |
| Go to the Source | p. 99 |
| "But My Company Provides Me With Leads" | p. 101 |
| Trade Show Tactics | p. 101 |
| Generating Leads With a Hospitality Room | p. 103 |
| "But Trade Shows Don't Work in Our Business" | p. 105 |
| Fishing for Leads on the Internet | p. 106 |
| Ad Hoc Steps to Add Referrals | p. 107 |
| What to Do With Those Leads | p. 108 |
| Two Leading Types of Errors | p. 110 |
| Leads That Are Not Misleading | p. 111 |
| What You Want to See in CRM | p. 112 |
| How to Develop and Use Your Unique Selling Proposition | p. 113 |
| Developing Your Unique Selling Proposition | p. 114 |
| How Long Should Your USP Be? | p. 116 |
| What If your Services Are Not That Unique? | p. 119 |
| But What If I Am Really, Really Ordinary? | p. 122 |
| Mistakes to Avoid in Your USP | p. 125 |
| Avoiding Cliches in Your Unique Selling Proposition | p. 129 |
| Tips for the Salesperson Who Has No Credentials | p. 130 |
| The Pre-Sale Warm-up | p. 133 |
| Mind Over Matters | p. 134 |
| What You Expect Is What You Get | p. 135 |
| Get With the Programming | p. 136 |
| Check Out the Company: Is It One You Want to Keep? | p. 137 |
| Sources of Company Information | p. 138 |
| Check Out the People | p. 140 |
| An Important Lesson From Hollywood | p. 143 |
| The Time to Qualify | p. 144 |
| Speaking of Questions | p. 146 |
| Do It Yourself | p. 149 |
| What Do You Want to Know? | p. 150 |
| More Contact Options Than Ever | p. 153 |
| The Final Countdown | p. 155 |
| How to Use the Media to Sell Your Products and Services | p. 157 |
| Messages From the Media | p. 157 |
| Getting Into Print | p. 159 |
| The Marketplace for Your Articles | p. 161 |
| Opportunities for Online Articles | p. 163 |
| How to Pick a Topic for Your Article | p. 164 |
| A Few Style Points | p. 165 |
| Capitalizing on What You Write | p. 166 |
| Use Your Articles to Get on Radio and Television | p. 169 |
| Radio vs. Television | p. 170 |
| Hiring a Public Relations Professional | p. 171 |
| Doing Public Relations on Your Own | p. 174 |
| The Best Contents for Your Promotional Package | p. 175 |
| How Can You Generate Newsworthy Topics? | p. 177 |
| You're Going on the Air Tomorrow. Yikes! | p. 180 |
| Tuming Your Articles into a Book or E-Book | p. 182 |
| The Bottom Line | p. 183 |
| The Power of Seminar Selling | p. 185 |
| "I've Tried Everything" | p. 186 |
| The Wide, Wide World of Seminar Marketing | p. 187 |
| "But Seminar Selling Costs Too Much!" | p. 188 |
| Tuming Seminars From an Expense to a Profit Center | p. 190 |
| But What About Personal Attention to Clients? | p. 192 |
| How to Save Money In Conducting Sales Seminars | p. 192 |
| Sharing the Costs of Doing Seminars | p. 194 |
| Don't Let Your Peers Discourage You | p. 196 |
| Proof of the Public's Desire for Seminars | p. 197 |
| The Pros and Cons of Pre-Packaged Seminars | p. 198 |
| Strategies and Tactics for Dealing With Challenging Prospects and Customers | p. 205 |
| Dealing With Different Customers | p. 206 |
| The Deliberative or Procrastinating Prospect | p. 207 |
| The Silent Prospect | p. 210 |
| The Fast-Talking Prospect | p. 212 |
| The Dominant Prospect | p. 214 |
| The Inaccessible Prospect | p. 216 |
| The Complaining Prospect | p. 220 |
| Out With the Old Adage | p. 223 |
| Capitalize on the Power of CRM | p. 225 |
| An Introduction to CRM | p. 226 |
| CRM at Every Contact Point | p. 227 |
| Other Powerful Benefits of CRM | p. 228 |
| How Do You Profit From CRM? | p. 236 |
| The 10-Point CRM Checkout System | p. 237 |
| Making the Right CRM Decision | p. 250 |
| The Bottom Line on CRM | p. 251 |
| How Coaching Creates Ultimate Selling Power | p. 253 |
| Solving the Major Challenges of Sales Coaching | p. 254 |
| Do You Really Need a Coach? | p. 258 |
| What Do Sales Coaches Do? | p. 259 |
| Can You Be Coached by a Book or by Tapes? | p. 260 |
| When is the Best Time to Start Working With a Coach? | p. 263 |
| Who Can Actually Benefit from a Sales Coach? | p. 266 |
| Finding a Great Sales Coach | p. 267 |
| Put Your Career on Fast-Forward | p. 269 |
| Epilogue: Interview With G. Edward Hunt | p. 271 |
| Index | p. 279 |
| About the Authors | p. 285 |
| Table of Contents provided by Syndetics. All Rights Reserved. |
