TITLE -- COPYRIGHT -- TO THE READER -- CONTENTS -- INVITATION -- PART I ATTITUDE AND SELLING SUCCESS -- TWO WAYS TO GO (Make Your Choice Now) -- PERSONALITY AND SELLING -- CASE #1: A DECISION FOR RAMONA -- IF YOU HAVE CUSTOMER CONTACT, YOU HAVE SELLING OPPORTUNITIES -- WHAT CAN SUCCESS IN SELLING DO FOR YOU? -- YOUR ATTITUDE IS SHOWING -- EXERCISE: YOUR ATTITUDE TOWARD SELLING -- SELF-CONFIDENCE SCALE -- CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE -- CASE #2: WILL JOE SURVIVE? -- FIRST IMPRESSIONS ARE CRITICAL -- COMMUNICATING YOUR BEST IMAGE -- THE PSYCHOLOGY OF SELLING -- ELIMINATING DOWN PERIODS -- PART II HOW TO PLAY THE SELLING GAME -- SELLING IS LIKE PLAYING BASEBALL COVER ALL THE BASES AND MAKE A SALE -- TIPS ON HOW TO GET TO FIRST BASE -- MAKE YOUR APPROACH TO THE PROSPECT PROFESSIONAL, PERCEPTIVE, AND POSITIVE. -- MOST BATTERS DO NOT GET TO FIRST BASE -- GET TO SECOND BASE: A PROFESSIONAL PRESENTATION -- SECOND BASE IS NOT AUTOMATIC -- FACT VS BENEFITS -- CASE #3: WHO MADE THE SALE? -- MAKE THE MOVE TO THIRD BASE -- WELCOME QUESTIONS -- BUILDING A CLIENTELE -- CASE #4: WHO WILL BE MOST SUCCESSFUL? -- YOU CAN'T WIN WITHOUT CLOSING -- GETTING HOME: HOW TO CLOSE A SALE -- HOW MUCH PERSUASION? -- CASE #5: WHO CLOSED THE SALE? -- SUMMARY -- PROVE YOU KNOW THE BASICS-REVIEW -- PART III BACK TO BASICS -- SOME THOUGHTS ON SELLING IN TOUGH TIMES -- LITTLE THINGS COUNT -- LITTLE COURTESIES COUNT BIG -- CUSTOMER SPECIAL TREATMENT EXERCISE -- SELLING VIA THE TELEPHONE -- TELEPHONE OPPORTUNITIES (Let your fingers make you successful) -- HOW TO BE A TELEPHONE PROFESSIONAL -- DOING A NUMBER ON THE TELEPHONE -- HOW TO HANDLE THE DIFFICULT CUSTOMER -- TEN UNFORGIVEABLE MISTAKES -- SELLING OCCUPATIONS PAY OFF IN MANY WAYS -- CASE #6: WENDY THE WAITRESS -- SELLING AND TIME MANAGEMENT -- CASE #7: WHO WILL WIN THE TRIP TO HAWAII? -- REWARD YOURSELF.

SALES SUCCESS FORMULA -- EXERCISE: DEMONSTRATE YOUR PROGRESS -- LOOKING AHEAD -- AUTHOR'S SUGGESTED ANSWERS -- FINAL REMINDER!.