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adult daycare center and, 20“21
attitude and, 90
awareness of time in, 94“95
business meals and, 108“109
commitment to, 96
goals and, 89
organization in, 96“98
principles of, 92“104
proactivity vs. reactivity and, 101“104
punctuality and, 67, 103“104
return on time and, 92“94
self-evaluation in, 92“94
selling vs. janitorial hours and, 95“96
stress and, 105“107
time equity and, 90“92
tools for, 98“101
time-wasters, 93, 94, 97
stress, 105“107
timing objections, 200“201
Tracy, Brian, 39, 40“41
trade-offs, 231“232
trade shows, prospecting via, 114
training, 2“3, 243
Training Magazine, 59
trust, 23
behavioral flexibility and, 125“145
building, 72
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in closing, 213“214
in negotiation, 226
price negotiation and, 234
probes and, 149
rapport compared with, 125“126
self-esteem and, 39“40
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Index
U
user error, 243
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Index
V
value-added solutions, 181“203
creating perception of value, 199
vehicles, prospecting via, 114
verifying questions, 172
visual input, 187
visualization, 40“41, 47
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Index
W
walk-points, 232
Wealthy Barber, The (Chilton), 42, 214
Wilson, Larry, 181
winning edge, 147“148
win-win-win-win situations, 225“226, 228, 235, 244
Woods, Tiger, 9
wristwatches, 94
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Index
Y
Yellow Pages, prospecting via, 114
yes
moment of, 220
three ingredients in, 213“214
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Index
Z
Ziglar, Zig, 45, 198
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List of Figures
Chapter 1: The Sequential Model of Professional Selling
Figure 1.1: The Sequential Model of Professional Selling
Chapter 2: Attitudes of Success: Five Pillars
Congratulations, you have now completed Step #1
Chapter 3: Planning and Preparation: Measure Twice, Cut Once
Congratulations, you have now completed Step #2
Chapter 5: Prospecting: I Know Where You Are Hiding
Congratulations, you have now completed Step #3
Chapter 6: Building Rapport and Trust: Behavioral Flexibility
Congratulations, you have now completed Step #4
Chapter 7: Discovery: Game Day
Congratulations, you have now completed Step #5
Chapter 8: Presentation Skills: Value-Added Solutions
Congratulations, you have now completed Step #6
Chapter 9: Confirming the Sale: Closing
Congratulations, you have now completed Step #7
Chapter 10: Creative Negotiation: There is Always a Way
Congratulations, you have now completed Step #8
Chapter 11: Action Plan: Implementation
Congratulations, you have now completed Step #9
Chapter 12: Follow-Up: You Never Call or Write Anymore
Congratulations, you have now completed Step #10
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List of Sidebars
Chapter 2: Attitudes of Success: Five Pillars
Tim Commandment #1
Tim Commandment #2
Chapter 3: Planning and Preparation: Measure Twice, Cut Once
Tim Commandment #3
Chapter 4: Time Management: It's About Time
Tim Commandment #4
Chapter 7: Discovery: Game Day
Tim Commandment #5
Chapter 9: Confirming the Sale: Closing
Tim Commandment #6
Chapter 10: Creative Negotiation: There is Always a Way
Tim Commandment #7
Chapter 11: Action Plan: Implementation
WHAT WENT RIGHT?
Tim Commandment #8
Chapter 12: Follow-Up: You Never Call or Write Anymore
Tim Commandment #9
Conclusion
Tim Commandment #10

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