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TABLE OF CONTENTS
may be downloaded in the following formats PDF and MP3 format.
Click on the green links below to
go to that part.
Click on underlined chapters to read excerpts.
Preface
- HOW TO GET RICH QUICK
Just around the corner...
- HOW SELLING GOT TACKY
It's a dirty game...
- WHY THE SOFT SELL WORKS
Living well is the best revenge...
- WHAT IS A SALESPERSON?
If you can't get a regular job...
- THE CULTURAL CONTRACT
Made to be broken...
- WHAT DO YOU SELL FIRST?
Illusion to the death...
- THE "I" CHART
Stealing back the spotlight...
- PUFFERY AND REPRESENTATION
The expensive warm wind...
- FEATURES AND BENEFITS
Sell the right thing
- THE PROOF STATEMENT
Looking good, sounding honest
- MARKET DIFFERENTIATION
Sounding like the Joneses...
Back to top
- THE SEVEN SELLING MOVES
The basic structure of the Soft Sell
Additional Tactics
- UNDERSTANDING THE SEVEN SELLING MOVES
Fewer disguises than you think
- USING THE SEVEN SELLING MOVES
To know and not to do is not to know
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- SELLING BY OBJECTIVE
- THE COLD CALL
Staying cool in Hell
- BUILDING A COLD CALL PRESENTATION
A matter of tactics
- NEGOTIATION
SKILLS
Price = Panic
- THE LANGUAGE TRAPS
How to trash yourself
- ABOUT MOTIVATION
It's wonderful and it ain't persuasion
- RELATIONSHIP
SELLING
When translated means
- MECHANICS OF EMPATHY
On the right side
- TIME ACCOUNTING
Working for the money
- THE DISEASE
From poverty to largesse
- PERCEIVED VALUE
It's all in the point of view
- PROFITS IN SOLVING PROBLEMS
Worry about the right thing
- SELF TALK
Be nice
- THE
DECISION-MAKER
As elusive as true love
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- BUILDING YOUR SELLING PLAYBOOK
The devil is in the details
- PREPARE A
TACTICAL PRESENTATION
From the sidewalk up
- PRACTICE
On the playing field
- A POSTSCRIPT
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