INDEX
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
A/B (Attitude/Behavior) Journal, 71–74
Acceptance, 54
Account planning, 263–264
Active listening, 167–168
Advancement, 267–268
Adversity, 247
Affordability of product, 190–191
Agendas, setting, 148–149
Aggressive selling, 119–121
Anger, 54
Answering questions, 110–111, 113, 216
Approval, seeking, 45
Asking questions:
in Bonding and Rapport step, 138–139
in Dummy Curve technique, 98–100
in Pain step, 168–171
in Rehearsal technique, 205
in sales discussions, 102, 105
(See also Reversing technique[s])
Attitude: ...
Get You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
