Cover -- CONTENTS -- INTRODUCTION -- THE IDEAS -- 1 GETTING PEOPLE TO GIVE YOU TIME -- 2 BE AVAILABLE -- 3 MAKE CUSTOMERS RESPECT YOU -- 4 A GOOD FIRST IMPRESSION -- 5 ENHANCING CUSTOMERS' RECALL OF YOU -- 6 ENHANCING CUSTOMERS' RECALL OF YOU (CONTINUED) -- 7 FIND THE DECISION MAKER -- 8 CLOSE CONTACT -- 9 THE RIGHT WEIGHT OF CASE -- 10 DON'T WASTE CUSTOMERS' TIME -- 11 BE ON TIME -- 12 INSISTING ON RESPECT -- 13 BE WILLING TO GET YOUR HANDS DIRTY -- 14 LOSE YOUR EGO -- 15 CLIMB THE STAIRS -- 16 STRAWBERRIES AND CREAM -- 17 USE VISUAL AIDS EVEN WHEN YOU CANNOT -- 18 MAKE PAYMENT DEPENDENT ON RESULTS -- 19 SUPPORT THEIR CHARITY -- 20 USE A SPOKEN LOGO -- 21 SEND A CARD -- 22 DIRECT THE MEETING -- 23 REMEMBER THAT IT IS A COMMERICIAL TRANSACTION -- 24 MAKE YOUR CUSTOMER IMPROVE YOUR PRODUCTIVITY -- 25 ADOPT THE RIGHT ATTITUDE -- 26 STAND UP TO CUSTOMERS -- 27 TACKLE A NEW CATEGORY OF CUSTOMER -- 28 CHALLENGE THE CUSTOMER'S CULTURE -- 29 THINK OF A NUMBER -- 30 LET ONE CUSTOMER SELL TO ANOTHER -- 31 WORK AROUND INHERENT PROBLEMS -- 32 BE AFRAID, BE VERY AFRAID -- 33 MAKING ADMINISTRATION ASSIST SALES -- 34 THE USEFULNESS OF"GATEKEEPERS -- 35 CHECK, CHECK, AND CHECK AGAIN -- 36 MIX BUSINESS AND CHAT APPROPRIATELY -- 37 NOW YOU'RE MOTORING -- 38 VOLUME, VOLUME,VOLUME -- 39 LINE UP THE WHOLE TEAM BEHIND THE SALESPERSON -- 40 SELL IN COLLABORATION WITH SOMEONE ELSE -- 41 TELL PEOPLE YOU'VEWON AN AWARD -- 42 MAKE PEOPLE BELIEVE YOU ARE SUCCESSFUL -- 43 SHOW PEOPLE YOUR SIZE -- 44 SURPRISE THEM WITH YOUR WRITING -- 45 ASK FOR REFERRALS -- 46 REMOVE FEAR OF RISK -- 47 TAKE YOUR TIME -- 48 PUT OVER A CONSISTENT MESSAGE -- 49 SPEAK THEIR LANGUAGE -- 50 MAKE DESCRIPTION RING A BELL -- 51 SURPRISE CUSTOMERS WITH SPEED OF RESPONSE -- 52 KEEP CUSTOMERS THINKING OF YOU -- 53 GUARANTEE AS MUCH AS YOU CAN -- 54 KEEP THEIR ATTENTION -- 55 USE YOUR CUSTOMERS'TIMING.

56 GET THE COMPETITION INTO THE DISCUSSION -- 57 AVOID GIVING A DISCOUNT -- 58 PROMISES, PROMISES -- 59 MAXIMIZE YOUR COLLECTION OF USEFUL INFORMATION -- 60 ENHANCE YOUR PROFILE AS A PROFESSIONAL -- 61 NOT AT YOUR CONVENIENCE -- 62 ASSESS COMPETITORS' SALES PERFORMANCE -- 63 WHEN THE CUSTOMER DOES NOT LIKE YOU -- 64 WORK THE LOGISTICS -- 65 DRAMATICALLY MEMORABLE -- 66 UNDERSTAND CUSTOMERS' CULTURE -- 67 ADMIN RULES OK -- 68 GET OUT OF HERE -- 69 WITH A LITTLE HELP FROM A FRIEND -- 70 EN ROUTE TO SUCCESS -- 71 DON'T BE TOTALLY SELF-SUFFICIENT -- 72 THE UBIQUITOUS SALES MEETING -- 73 MOTIVATION AS A CATALYST -- 74 PUT VALUE ON INFORMATION ABOUT THE CUSTOMER -- 75 TAKE A LONG-TERM VIEW -- 76 BRAG, BUT DO SO CONVINCINGLY -- 77 USE COMPLAINTS AS A SPRINGBOARD -- 78 AGREE THE IMPOSSIBLE -- 79 FOCUS ON USERS -- 80 LOG OBJECTIONS -- 81 MAKE AN EXHIBITION OF YOURSELF -- 82 A STRONG BRAND -- 83 USE THAT SALES MEETING -- 84 NOT JUST LOGICAL -- 85 LET COMPETITION HELP -- 86 LONG-TERM CONTACT -- 87 ON YOUR FEET -- 88 BE PREPARED -- 89 THE POWER 0F DESCRIPTION -- 90 A TELLING SONG -- 91 BIG STRATEGIES -- 92 NO PROBLEM -- 93 BECAUSE YOU'RE SPECIAL -- 94 THE SMALL PRINT -- 95 BENCHMARK YOURSELF -- 96 SHOW TO SELL -- 97 DEFINE YOUR JOB -- 98 GO ON FOOT -- 99 NEVER TELL OBVIOUSLIES -- 100 WHY ARE YOU CALLING? -- FINALLY (A STORY) -- KEEP SEARCHING FORAN EDGE -- AFTERWORD.