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Introduction.
PART I: The Art of Selling.
Chapter 1: You Don't Need a Plaid Sport Coat.
Chapter 2: The Seven-Step Selling Cycle.
Chapter 3: Making Selling Your Hobby: It's All in the Attitude.
PART II: Doing Your Homework.
Chapter 4: What You Don't Know about Your Clients Can Kill Your Chances of Success.
Chapter 5: Knowing Your Product.
Chapter 6: Taking Advantage of Technology.
PART III: The Anatomy of a Sale.
Chapter 7: Finding the People Who Need What You Have.
Chapter 8: Getting an Appointment and Putting Your Clients at Ease.
Chapter 9: Qualifying Your Way to Success.
Chapter 10: Winning Presentations.
Chapter 11: Addressing Customer Concerns.
Chapter 12: Closing the Sale.
Chapter 13: Getting Referrals from Your Present Clients.
PART IV: Growing Your Business.
Chapter 14: Following Up and Keeping in Touch.
Chapter 15: Using the Internet to Make More Sales.
Chapter 16: Planning Your Time Efficiently.
PART V: You Can't Win 'Em All.
Chapter 17: Handling Failure and Rejection.
Chapter 18: Setting Goals to Stay Focused.
PART VI: The Part of Tens.
Chapter 19: The Ten Biggest Sales Mistakes.
Chapter 20: Ten Ways to Improve Your Selling.
Chapter 21: Ten Ways to Master the Art of Selling.
Chapter 22: Ten Characteristics of Professional Persuaders.
Chapter 23: Ten Advanced Closes.
Chapter 24: Ten of the Best Web Sites for Sales Professionals.
Appendix: Recommended Resources.
Index.
Book Registration Information.
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