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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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Index

ABCs of selling, 27, 28, 107

Admit the mistake, 69

Advertising, 191192

Age of the consumer, 2, 202

AIDA, 54

Ambiguity, 169

Antagonism, 8889

Apathy, 162, 180

Apple, 184

Art of avoidance, 125

Asking questions, 7983, 118119, 127129

Assigning blame, 165

Assuming the sale, 109110

Attention, interest, desire, and action, 54

Attention span, 33

Authenticity, 11, 68

Author’s experiences/beliefs

bottom-line benefit, 102

elevator pitch, 94

first meeting with wife, 8889

first three jobs, 6667

sales presentation, 99100

seminar (“Ten Tips to a Better Price”), 120121

6:00 a.m. appointment, 143144

staffing industry expert, 150151

wedding vows, 67

Avoiding failure, 98

Baseball heroes, 23

Be-strategies, 145. See also Cultivating the relationship ...

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