Honesty Sells: How to Make More Money and Increase Business Profits -- Contents -- Acknowledgments -- Introduction: Another Book on Sales? Why You Need to Read This Book -- Important Things You Need to Know -- Chapter 1: Top 10 Sales Hall of Shame: When Bad Salespeople Go Even Worse -- iPhone, uPhone, We All Phone -- It's the Factory's Fault! -- A Little Sizzle with Your Steak? -- President, I Presume? -- The Blind Leading . . . Period -- Made in China -- Get It in Writing -- Just Sign Right Here . . . -- Parlez-Vous Francais? -- It'll Be Here Next Week-Honest! -- Chapter 2: Honesty-The Best Policy for Closing Sales and Growing the Business -- What Is Honest Communication? -- Honesty Builds and Maintains Credibility -- Faced with a Similar Situation, What Might You Do? -- Summing Up -- Chapter 3: The Startling Truth about Why Honesty Sells -- Why Salespeople Lie to Clients -- Honesty Will Hurt Sales -- Why Clients Lie to Salespeople -- What You Can Do -- Why Honesty Matters Now More Than Ever -- The Problems with Popular Strategies -- Summing Up -- Chapter 4: Being Honest with Yourself -- Assuming That Clients Will Think You Are Being Honest with Them -- Treating Prospecting as Something You'll Outgrow Eventually -- Thinking That a Great Product Will Sell Itself or That the Competition Is Nonexistent -- Believing in the Adage ''Nothing Personal . . . It's Just Business'' -- Relying on a ''Low-Hanging Fruit'' Strategy to Hit Your Targets -- Treating Any Prospect as if It's a Sure Thing -- Adopting an Underpromise/Overdeliver Strategy -- Believing ''My Success Is Unrelated to My Attitude'' -- Nobody Can Choose Your Attitude for You -- The People around You Are a Direct Mirror of Your Attitude -- Maintaining a Good Attitude Is Easier Than Regaining One That's Lost -- Summing Up -- Chapter 5: The Hidden Costs of Communication Breakdowns.

Seven Hidden Costs -- Summing Up -- Chapter 6: Just the Facts-How Assumptions Impact Sales -- What You Think You Know Can Hurt You -- Could You Be Wrong? -- Why Does This Happen? -- To Make Matters Worse . . . -- Reversing the Mistake of Assuming -- Salespeople Who Think They Know Best -- Benefits to Examining Assumptions -- What You Can Do -- Summing Up -- Chapter 7: Be a Life Giver -- Associate Only with Life Givers -- Laugh, Learn, and Take Responsibility -- Train Your Mind for Success by Achieving a Realizable Goal Every Day -- Actions Speak Louder Than Words -- Be Likable -- The Way You Do the Things You Do -- Just a Little of the Human Touch -- Summing Up -- Chapter 8: Getting the Truth from Everyone -- Take It Personally! How to Accept-and Benefit from-Criticism -- Getting to the Truth -- The Law of Reciprocity -- Summing Up with One Last Thought: Focus on What Matters -- Chapter 9: Referral Selling: Ensuring Honest Relationships from the Start -- Be Honest and Obvious -- Start a Monthly Advocate Program -- Develop a Culture of Referrals -- While We Are on the Subject of Giving . . . -- Remind Your Clients of How You Will Contact Them -- Write Some Letters -- Send Thank-You Notes and Gifts -- Bring Like-Minded People Together -- Honor Referrals -- Have Fun with Holidays and Celebrations -- Always Have Time -- Be World Class! -- Ask -- Summing Up -- Chapter 10: The Start of Your Selling Relationship: Getting Started with an Honest Foot Forward -- Greed -- Time -- Fear -- Gain -- Guilt -- Contribution -- Pride -- Love -- Summing Up -- Chapter 11: Close More Sales by Acknowledging Your Clients -- The Key to Acknowledgment -- Who Doesn't Need to Hear These Things? -- Summing Up -- Chapter 12: The Honest Way to Close More Sales. More Often. More Quickly. -- Making Sure You Don't Cross the Line -- Staying on the Right Side of the Fine Line.

Summing Up -- Chapter 13: Overcoming Objections and Questions -- How Can We Control Our Surprise and Stop the Panic? -- Improve Your Objection-Handling Attitude -- Examine Your Behavior -- Appreciate Your Prospect's Hesitation and Try the Following -- A Specific Note about Pricing Objections and Negotiations -- Deal with It-Up Front, Honestly -- Provide an Early Estimate -- Have Your Options Ready -- The Most Powerful Word for Handling Objections -- Brainstorm Your Best Answers -- Hitting the Objection Head On! -- The Start of a Brilliant Career -- Summing Up -- Chapter 14: Turning a Onetime Client into a Lifetime Client -- Increase Your Profits by over 75 Percent -- Best Practice One: Know Your Clients -- Best Practice Two: Follow Up -- Best Practice Three: Don't Oversell and Underdeliver -- Best Practice Four: At the Same Time Don't Underpromise and Overdeliver -- Best Practice Five: Clean Up Mistakes along the Way -- Best Practice Six: Say No and Keep the Deal Alive -- Best Practice Seven: Interview Your Clients -- Another Way to Gain This Information Is Through a Third-Party Interview -- Summing Up -- Chapter 15: Remember to Practice Honesty Internally -- Keep Commitments -- Focus on Interdepartmental Honest Communication and Teamwork -- Appreciate Each Other -- Partner and Vendor Honesty -- Summing Up -- Chapter 16: Some Final Thoughts -- Do You Need to Use Everything That We Have Offered in This Book? -- About the Authors -- Index.