[eBook Code] SalesBURST!! (eBook Code, 1st)

Acknowledgments.

About the Author.

Preface.

Late Show with David Letterman: FAST Close.

What is the Object of Entrepreneurial Sales  Training?

Definitions.

PART I: Secrets.

Chapter 1. Secret # 1. Ask a Question When You Are Lost.

Chapter 2. Secret # 2. Prime the Pump.

Chapter 3. Secret # 3. Role-Play the 10 Perfect Closing Questions.

Chapter 4. Secret # 4. Call Back the Same Day.

Chapter 5. Secret # 5. Intercept.

Chapter 6. Secret # 6. Land Where You Planned.

Chapter 7. Secret # 7. Water, No Ice.

Chapter 8. Secret # 8. The Blame Game.

Chapter 9. Secret # 9. Give and take.

Chapter 10. Secret # 10. Be a Contrarian.

Chapter 11. Secret # 11. B et on Yourself.

Chapter 12. Secret # 12. Is Sales Art or Science?

Chapter 13. Secret # 13. Immediate Action After Strategy.

Chapter 14. Secret # 14. Program You Mind.

PART II: Questioning.

Chapter 15. Answer a Direct Question with a Question.

Chapter 16. The Checklist Close.

Chapter 17. Land Mines.

Chapter 18. Cats, Dogs, or Fish?

Chapter 19. Alternative Ways to Cold Call.

Chapter 20. Selling an Intangible.

PART III: Listening.

Chapter 21. Self-Motivating.

Chapter 22. . How to Calm an Irate Customer.

PART IV: Hiring.

Chapter 23. The Most Efficient Interview.

Chapter 24. Rejection and Impression.

Chapter 25. Initial Reaction versus Fact.

PART V: Organizing.

Chapter 26. 21-Day Challenge.

Chapter 27. Sell Like You Are a Business.

Chapter 28. Start Up Capital?

Chapter 29. Six Degrees from Kevin Bacon.

PART VI: Showing.

Chapter 30. Trade Shows: A Successful Way to Sell From a Booth.

Chapter 31. More Booth Marketing Ideas.

PART VII: Marketing.

Chapter 32. FREe-commerce.

Chapter 33. Lease and Refinance.

Chapter 34. Your Presentations.

Chapter 35. Better Than New.

Chapter 36. Better Than New.

Chapter 37. You versus Goliath.

Chapter 38. Digitize Your Competition and Reposition.

Index.