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deadlines for, 106“107
discomfort zone and, 46“49
failure and, 32“33
motivation and, 36“37
personal vs. career, 36“37, 41“42
reasons not to set, 31“32
short-term vs. long-term, 34
SMART, 33“34
stress and, 106“107
time management and, 101“102
writing, 31
Gretzky, Wayne, 9
grooming, 67, 68“69, 150“151
for presentations, 188“189
growth, economic vs. real, 112“113
Gulf Resources, 2
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Index
H
Heisberg, Werner, 157
hierarchy of needs, 37, 176
Hill, Napoleon, 44
Hobson, Alan, 50
honest vs. best answers, 173“174
How to Win Friends & Influence People (Carnegie), 43
humor
attitude and, 42
learning and, 2“3, 7
hurt and rescue, 164“165
hypothetical cases, 200“201
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Index
I
Iacocca, Lee, 84
image, 68“69
impasses, 232“233
inconvenience, 165
industry associations, prospecting via, 114
information
closing and, 212“213
in negotiation, 230
information, types of, 79“80
information sources, 65“67
inform stage, 154
Initiators, 126
instant gratification, 51“53
interest
demonstrating, 149
inverse bridging for, 168“170
probes and, 155“156
internal customers, 14“15, 242“243
prospecting via, 116“117
International Standards Organization, 20
Internet
prospecting via, 115
time spent on, 42
interpersonal skills, 18. See also communication; skills
interruptions, 178
introverts, 129
Directors, 132“133
Thinkers, 134“136
inverse bridging, 168“170
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Index
J
janitorial hours, 95“96
J.M. Schneider, Inc., 2
Jung, Carl, 126
just did it! attitude, 27“30
stretching with, 48“49
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Index
K
knowledge
core vs. peripheral, 43“44
customer, 59
differentiation through, 66“67
product, 18, 25, 74“77, 80
self-esteem and, 43“44
KPMG, 105
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Index
L
language
for negotiation, 230“233
of negotiation, 230“233
Law of Ten Options, 238“239
leads, 81
learning
humor in, 2“3, 7
knowledge types and, 43“44
learning how to learn in, 43
lifelong, 44
practice and, 6
reading in, 42“43
as sequential process, 6, 9“10
unlearning old habits, 255
letters of intent/agreement, 243
libraries, prospecting via, 115
licensing, 20
Life Is an Attitude! (Chapman), 26
likeability, 126“127
Lincoln, Abraham, 139
listening
note taking and, 179
objections and, 192“193
reasons for poor, 175“179
using probes and, 163
loyalty, 243“244, 244“254
lunch, 108“109
ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
M
MacKay, Harvey, 51
magazines, prospecting via, 116
mailers, 75“76
markets, targeting, 116
Maslow, Abraham, 37, 176
Maximizer, 101
McQuaig, Jack H., 50
meal protocol, 108“109
mental drift, 163, 177
negative, 27
mental preparation, 104
mental rehearsal, 40“41
min-max points, 228“230, 234“235
trade-offs, 231“232
models, 12. See also Sequential Model of Professional Selling
moment of yes, 220
motivation
attitude and, 29“30
goals and, 36“37
managers and, 101“102
positive vs. negative, 37
stress as, 106“107
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Index
N
needs analysis
possible scenarios from, 163“164
probes for, 156“157, 163“164
negative thoughts, 27. See also attitude
closing and, 207
negotiation, 223“240
attitude in, 227“228
creative, 227
fight or flight approach to, 226“227
issues vs. personalities in, 236“238
language for, 230“233
mindset for, 223“224
options in, 238“239
planning and preparation for, 228“230
price, 233“236
principles of, 227“238
trust in, 226
when to use, 224“227
win-win-win-win, 225“226, 228, 235
Negotiation for Dummies (Donaldson, Donaldson), 237
newspapers, prospecting via, 113“114
Niche Selling (Brooks), 199
no, learning to say, 98, 101“102
Noble, Charles, 34
nonverbal communication, 176
of attitude, 26
behavioral types and, 138“139
believability and, 184
closing and, 214“215
note taking, 179, 195
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Index
O
objections, 190“201
acknowledging and validating, 193“194
clarifying, 194“195
factual vs. emotional, 194“195
responding to and solving, 195
strategy for managing, 193“196
tough questions vs., 193
uncovering up front, 196
validating satisfaction of, 196
obligations, 93“94, 97
observation
learning through, 42“43
prospecting via, 117
openness scale, 129“130
open probes, 157“158
opportunity, 53, 86
order fulfillment, 243“244
organization, 96“98
ABC Amber CHM Converter Trial version, http://www.processtext.com/abcchm.html




Index
P
passion pursuits, 41“42
path of least resistance, 28“29
patience, 49“55
pause button, 237“238
peak time, 97“98
penalty box, 170“174
People Smarts (Alessandra), 127
performance
accountability for, 20
compensation and, 20“21
standards, 12
peripheral knowledge, 43“44
persistence, 49“55
accepting the #2 position and, 219“221
close ratios and, 216“219
preparation and, 63“64
self-esteem and, 38
silver platter syndrome and, 51“53
personal development, 41“42
personal life, 15. See also balance
personal planners, 99
PEZ method, 76, 175
planning and preparation, 59“87
account classification and, 80“87
for cold calls, 120
communicating information types and, 78“80
compared, 61“62
consequences of failure to, 62
feature and benefit approach and, 72“74
feature dumps and, 74“77
goal setting and, 32“33
importance of, 59“60
information for, 62“65
information sources for, 65“67
to manage objections, 191
mental preparation in, 104
for negotiations, 228“230, 239
for presentations, 184“185
sales call, 67“71
showing off, 72, 152“154
when to do it, 67
pleasantries, 150“152

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