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.