Sell Is Not a Four Letter Word: Earning an Above-Average Living While Maintaining Your Integrity By Doug Robinson. TABLE OF CONTENTS
Introduction Dedication
CHAPTER 1 – ENTHUSING Attitude Determine Altitude.
If There’s No Wind...Row!
Who is Zapping your Zeal?
“Slump, I Ain’t in No Slump, I Just Ain’t Hittin” – Yogi Berra.
You Miss Every Shot You Don’t Take.
If, At First You Don’t Succeed, You’re About Average.
CHAPTER 2 - ESSENTIALIZING
Got the Right Stuff for a Career in Sales?
People Show Their True Colors.
Mirror, Mirror on the Wall.
Do You Like Me, Yes or No?
We Didn’t All Come Over on the Same Ship; But We Are All in the Same Boat.
Can I Borrow Your Shoes?
A Goal Without a Plan is Just a Dream.
The Urgent vs The Important.
You Can’t Steal 2nd with Your Foot on 1st.
it’s Not What You Say.
Never Assume.
You Can’t Control the Wind, but You Can Adjust Your Sails.
When Students are Ready, Teachers Appear.
Yada, Yada, Yada.
Buying is a Sensual Activity.
Sales Process; Meet Buying Process.
CHAPTER 3 - ENGAGING
Remember the Prep Step.
Calling All Superheroes.
“You Can Observe a Lot by Watching”
People Buy You...and Pain Killers.
Learning the Midas Touch.
Chat ‘Em Up!
All Dressed Up but No Place to Go.
A New Outlook with...OutlookTM.
Thanks, But I’m Just Not Feeling It.
Persistence or Stalking?
A GPS to Navigate Gatekeepers.
Battling the Status Quo.
Don’t Cross That Line.
CHAPTER 4 - EXPLORING
How Much is Enough? “Strategery”
No Sweat Prospecting.
See Me Letters.
Something in the Way She Moves – The Beatles.
What Goes Around, Comes Around.
Your New Best Friend.
Probing with Open Questions.
Confirming Through Closed Questions.
The Mouth Has a Mind of Its Own.
The QB4Q.
The Before the Show Show.
Questions Fatigue.
Put Your Jaws on Pause!
Listen Up!
Don’t Tell Them How to Build a Watch.
Time Really Does Fly.
Some Will, Some Won’t, So What, Who’s Next...?
CHAPTER 5 - ELABORATING
Folks, it’s Showtime!
Words Really Have Meaning.
Have You Got the Recipe for That?
Our Goofiness Must Make God Smile.
The World Runs on WIIFM.
A Liar Needs a Good Memory.
Pesky Pillars of Premium Priced Products.
Features Tell but Benefits Sell.
Need to Be More Persuasive?
How Can I Sell Without the Lowest Price?
Sales Rise When You Dramatize!
Demonstrate as You Elaborate .
DATES Help Advance the Sale.
Funny = Money.
Lowest Common Denominator Selling.
Large Account Buyer’s...Quadruplets?
Death Sentence...Speaking Before a Group.
Perfect Practice Makes Perfect.
“There Ain’t Any Rules in a Knife Fight.
CHAPTER 6 - ENCOUNTERING
Happy Wife, Happy Life.
Responding to Grumpy Buyers.
Deal Appeal.
Detecting the Discontent.
Countering Customer Concerns.
Are We There Yet?
Degrees of Displeasure.
Nibbled to Death by a Duck.
I’m So Broke I Can’t Pay Attention.
“I’ve Fallen and I Can’t Get Up”.
Steering Around Stalls.
Personal Rejection Reflection.
CHAPTER 7 – EXECUTING
Confirming Communication Cues.
How are Sales Born?
First Things First.
Live by the Presentation, Die by It.
Cut to the Chase...How Much is It?
You Gotta WOW ‘Em to Close ‘Em.
Where Do We Go From Here?
Scoring in the Red Zone.
I’d Like a Second Opin
Price Cutting is a Self-Inflicted Wound.
Ever Been Convicted of a Felony?
How to Win Against a No Decision.
A Couple Thousand Golf Balls.
CHAPTER 8 - EXPANDING
Watch Closely for Forks in the Road.
The Best Offense is Good Defense.
Playing Dodge Ball in Your Best Accounts.
The Pen is Mightier than the Sword.
Enlarge Your Kingdom with Testimonials.
I’d Like You to Meet a Friend of Mine.
Manna in the Selling Desert.
The Gift That Keeps on Giving.
You Never Know Who They Know.
Use Bird Dogs to Sniff Out Creative Leads.
Planting Seeds Grows Service Leads.
Can You Recycle Ex-Customers?
Neighboring and Canvassing.
Fertilize Your Commission Checks.
Bundling Buoys Bank Balances.
Makes Me Feel Special.
How Seamless is Your Company?
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