Lessons and Adventures in Sales

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Pelican Publishing
 

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Contents

Introduction
7
Starting a Career in Sales
13
A Cautionary Tale
21
Take Pride in Your Profession
29
Level One
43
The Anatomy of a Sale
53
A Checkup for Champion Salespeople
67
Try Winning
75
The Wise Man and the Fool
177
Lead Follow or Get Out of the Way
181
How to Sell an Empty Box for a Billion Dollars
189
Tony Starts a Career in Multilevel Network Marketing
199
Jimmy Thumper Checks Out Multilevel Network Marketing
203
The Potato Man
207
Lights Out
215
Road Trip Tips
221

Positive Mental Attitude
87
Building Value
91
Overcoming Objections by Building Value
99
Understanding the Presentation
109
Creating Urgency
117
An Analysis of Urgency
125
Getting Thrown Out
137
Rejection
141
Making Promises You Cant Keep
153
TwentyOne Principles of Closing the Sale
161
Level Two
165
Fifty Practical Tips for Professional Salespeople
169
Life on the Road with Two Travelling Salesmen
227
Setting Goals that Count
237
Pulling the Plug
245
Trading Nothing for Something
253
You Cant Fool a Kid from Brooklyn
259
How to Break a Dry Spell
265
Cursing and Cussing Out Salespeople
275
Taking Pride and Taking Charge
281
Level Three
285
Conclusion
291
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