Sales Success (The Brian Tracy Success Library)

INDEX

added value, unique, 42–44

affluence symbols, 85

amazing customers, 99–100

anecdotal selling approach, 75–76

appearance, 26, 30, 78–80, 84, 85

approach/first contact, 9–10

Art of War, The (Sun Tzu), 36

asking for action, 9, 11, 92–96

assumption close, 94

attention, getting customer, 58–60

audio books, educational, 16

authority, projecting, 85

authorization close, 94–95

Bain & Company, 105

breakfast meetings, 26

business to business selling, 55–56

caring, 67

CDs, educational, 16

clarity, 20–21, 23, 28

client-centered approach, 60

closing the sale, 9, 10

closing questions in, 93–95

improving skills in, 109, 112–113

ratios for, 22–23

selling more stuff (SMS)/making more money (MMM), 27–28

clothing, 78–79, 84, 85

coefficient of sales effectiveness, ...