Hal Becker’s Ultimate Sales Book

Index

A

assertiveness, 32

attitude, 44, 168, 200, 202, 204, 212

B

being nice, and customer service, 200–201

benefits vs. features, 66–67

building relationships, 102–104

C

caring, 211

Carnegie, Dale, 73

cheating, and salespeople, 113–115

choosing the relationship, 104

close,

either/or, 190

puppy dog, 190

trial, 89, 191–194, 196, 224

closing, 187–196

cold calls, 108, 110, 125–147, 156, 159, 162, 180

and e-mail, 127

competition, know your, 32

consistency, 33

creativity, and customer service, 201

customer care, 199–215

customer service,

and being nice, 200–201

and creativity, 201

and understanding, 200–201

importance of, 203–205

D

daily routine, 157–159

day planner, 32, 152–154,

dealing with objections, 167–168, 171

decision-maker, 56, 62, 68,