Selling Without Selling: 4-1 2 Steps to Success

Contents......Page 6
Foreword......Page 8
Preface......Page 10
Acknowledgments......Page 12
Introduction: Why Would You Be Interested in This Book?......Page 16
STEP 1: ATTITUDE......Page 20
1 Understanding Responsibility, Mission, and Response-Ability......Page 22
STEP 2: RAPPORT......Page 52
2 Building Rapport with Potential Clients......Page 54
3 Using the Super Theory of Relate-tivity......Page 74
STEPS 3 TO 4½: THE PROCESS—INQUIRY, PRESENTATION, AND THE CLOSE......Page 100
4 Harnessing the Power of Inquiry......Page 102
5 Creating a Successful Presentation......Page 124
6 Recognizing the Close—Just Reconfirm and Ask “When”......Page 138
PROSPECTING AND POINTS TO PONDER......Page 142
7 Overcoming Obstacles to Success......Page 144
8 Prospecting......Page 154
9 Everybody Hates Making Cold Calls......Page 160
10 Learning Super’s Secrets of Sales Tool Maintenance......Page 174
11 Lagniappe......Page 180
C......Page 188
G......Page 189
N......Page 190
R......Page 191
Y......Page 192
Author’s Bio......Page 193