TITLE -- COPYRIGHT -- ABOUT THE AUTHOR -- CONTENTS -- THE SLIM MARGIN OF SUCCESS -- INTRODUCTION -- SALES SUCCESS: DO YOU HAVE WHAT IT TAKES? -- CHARACTERISTICS OF SUCCESSFUL SALESPERSONS -- 1. COMMITMENT -- 2. HEALTHY EGO -- 4. SENSE OF HUMOR AND ENTHUSIASM -- PROFESSIONAL SALESPERSON'S QUIZ -- PROFESSIONAL SALESPERSON'S ASSESSMENT -- PART I-GETTING STARTED -- FINDING PROSPECTS -- ACQUIRING REFERRALS -- USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS -- OVERCOMING TELEPHONE COLD CALL RELUCTANCE -- DEFROSTING TELEPHONE COLD CALLS -- THE PLAN -- THE CALL -- THE CONNECTION -- SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE -- WRITE YOUR OWN TELEPHONE OUTLINE -- TELEPHONE COLD CALL CHECKLIST -- CASE STUDY -- PART IIA FACE-TO-FACE SELLING -- UNDERSTANDING THE PROCESS -- PRESENTATION STRATEGIES -- PRESENTATION STRATEGIES WORKSHEET -- STARTING THE INTERVIEW -- ASKING QUESTIONS -- Open-Ended Questions -- Closed-ended Questions -- CASE STUDY -- FACTS/FEATURES, TRANSITIONS AND BENEFITS -- FACT/FEATURES -- FACTS VS. CLAIMS -- TRANSITIONS -- BENEFITS -- Ten Common Benefits -- 1. To Make Money -- 2. To Save Money -- 3. To Save Time -- 4. For Recognition -- 5. For Security/Peace of Mind -- 6. For Convenience/Comfort -- 7. For Flexibility -- 8. For Satisfaction/Reliability/Pleasure -- 9. For Status -- 10. For Health -- PART IIB- CLOSING FOR COMMITMENT -- TESTING FOR BUYING INTEREST -- SAMPLE CLOSES -- REDUCING RESISTANCE AND COUNTERING CONCERNS -- PERSUASIVE WORDS -- OVERCOMING OBJECTIONS -- THE IMPORTANCE OF NONVERBAL COMMUNICATION -- Eye contact -- Posture -- Gestures -- Facial expression -- Movement -- Rate of Speech -- Non-words -- Proximics/spacial distance -- Tone of voice/inflection -- Professional appearance -- For women -- REVIEWING YOUR EFFORTS -- EVALUATION OF SALES PRESENTATION.

PART III-FACE-TO-FACE SELLING Understanding Your Customer -- SELLING TO DIFFERENT COMMUNICATION STYLES -- THE FOUR COMMUNICATION STYLES -- STYLE 1: Detail-Seeker -- STYLE 2: Results-Seeker -- STYLE 3: Excitement-Seeker -- STYLE 4: Harmony-Seeker -- UNDERSTAND YOUR STYLE -- DETAIL-SEEKER -- RESULTS-SEEKER -- EXCITEMENT-SEEKER -- HARMONY-SEEKER -- WHAT DID I DISCOVER ABOUT MYSELF? -- COMMUNICATION STYLES PRACTICE -- FOUR CASE SITUATIONS -- Situation 1 -- Situation 2 -- Situation 3 -- Situation 4 -- Author's responses: -- PART IV- ORGANIZE FOR GREATER SALES -- PRIORITIZING YOUR CLIENTS/PROSPECTS -- CONQUERING THE PAPERWORK MOUNTAIN -- FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE -- SALVAGING SCRAP TIME -- Make Notes -- USING A PROSPECT LEAD FORM -- PART V: REVIEW -- WHAT DID WE COVER? -- Characteristics of Success -- Prospecting -- The Sales Interview -- The Four Communication Styles -- Organization -- CROSSWORD REVIEW -- BIBLIOGRAPHY -- Periodicals -- CROSSWORD REVIEW ANSWERS.