Supremely Successful Selling: Discovering the Magic Ingredient

Index

Alice in Wonderland (Carroll)

Allen, George

American Airlines

American Red Cross

Amway Corporation

Angelou, Maya

Anglican Communion

“Anne Frank concept”

Anxiety

overcoming

setting the visit and

Appointment, negative connotation associated with word. See also Visit

Archbishop of Canterbury

Armstrong, Lance

Arthur Brown & Co.

Ash, Mary Kay

Augustine, Norman

Austin, Alfred

Bayuk, Adrien

Beau Geste (film)

Beethoven, Ludwig von

Beginning:

steps in

tips on

Benefits of product

conveying to buyer

knowing

spending too little time on

Bianchini, Egizio

BlackBerry

BMO Bankcorp

Bradley, Bill

Brochures

Burnham, Malin

Bush, George H. W.

Bush, George W.

Buyer(s). See also Heat Index

becoming

conveying benefit of product to

empowering principles for

establishing rapport with

face-to-face with

five levels of

knowing about

likely

listening carefully to

listing what you know about

motivating, factors tied to

never running out of

partnering with

possible

preparedness and

presenting opportunity to

respect for

visiting

Carroll, Lewis

Cassals, Pablo

Character

Churchill, Winston

Classic Leather

Clinton, Bill

Closing strategies, thinking about

Cochran, William

Cold calls

direct contact, making a sale and

keeping probable buyers in pipeline with

Columbus, Christopher

Combined Insurance Co.

Commerce, world, salespersons and

Commitment, arriving at, before leaving

Common ground, seeking

Competition, cultivating urge for

Concerns:

failing to probe for

probing for

Connelly, Marc

Contacts, documenting