CONTENTS
Preface: Great Persuasion Skills Are Invisible
2 Toward Buyers and Away Buyers
3 Buyer Tortoises vs. Buyer Hares
4 Buyers Who Like Proof vs. Buyers Who Don’t
5 Artist Buyers vs. Accountant Buyers
6 Big Picture Buyers vs. Detail-Oriented Buyers
10 The Persuasive Power of Storytelling in Selling
11 Questions That Advance the Sale Closer to the Close
12 The Ultimate Objection-Handling Tool
14 The Opening Strategy for All Sales Calls
15 How to Be Funny: Humor for Sales Pros
16 Potent Communication Skills
17 High-Influence Cold Calling
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