Salespeople Don’t Lie

Cover
 Contents
 Foreword
 Preface
 1 How Did Salespeople Come To Be?
 2 The Door-to-door Salesperson
 3 The Used Car Salesperson
 4 Sell Like Hell
 5 The Dowry Totem Pole
 6 Ours Not to Reason Why
 7 Pirates of Sales: The Story of Medical Reps
 8 More Pirates of Sales: Dumping Sales
 9 Even More Pirates of Sales
 10 Still More Pirates of Sales
 11 The Heroes of Sales
 12 Why Do Salespeople Lie?
 13 To Be a Professional Salesperson
 14 Who Teaches Whom to Sell?
 15 The Sins of Our Forefathers
 16 Understanding the Nature of a Sale
 17 Sales Is Relationship at Work
 18 The Lonely Salesperson 19 Company Maketh the Man20 The Devil Made Me Do It
 21 When All Hell Breaks Loose
 22 For Whom the Bell Tolls
 23 Either You Don\'t Know, or You Are Lying
 24 Tainted by the Company One Keeps
 25 Sales Malpractice
 26 A Sales System, Really?
 27 The Power of Discipline
 28 What\'s Worth Doing Is Worth Doing Well
 29 Freedom from Avoidable Worry
 30 Motivation: A Bath Needed Daily
 31 Principles of Professional Selling
 32 Sales Teams and Unique Contributions
 33 Know What to Pitch
 34 Breaking Trust
 35 Dr No
 36 The Joy of Professional Selling
 37 Balcony View of Sales 38 Evolving into a Sales Professional39 Being in Your Customer\'s Shoes
 40 The Salesperson as a Servant
 41 Handling Objection and Irate Customers
 42 Always Diagnose Before You Prescribe
 43 Meeting the Purchaser\'s Needs
 44 Sales Functional Needs and Personal Aspirations
 45 Pitching It for Impact
 46 The Professional Salesperson
 47 Develop Your Team
 48 Creating a Resident Faculty
 49 Too Proud to Lie
 Epilogue
 About the Author