The street-smart salesman how growing up poor helped make me rich
""The benefit to my own company's fortunes, having worked with Anthony,has been a steadily expanding client roster, a leg up on my competition, and the ability to comfortably walk through any door knowing that the prospect who sits in judgment of my service needs me at least as much...
| Autor principal: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
John Wiley & Sons
c2012.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628559306719 |
Tabla de Contenidos:
- The Street-Smart Salesman; Contents; Foreword; Introduction; Part I Eating without Stealing; Chapter 1 Birth of a Salesman; Chapter 2 The Million-Dollar Accident; Chapter 3 Why Not Me?; Chapter 4 Your Advantage Is That No One Takes You Seriously; Part II Street-Smart Selling; Chapter 5 Game-Changers; Chapter 6 Shut Up!; The Cure for What Ails; Chapter 7 Nothing Is as It Appears; Case Study: How Did I Get This Customer Back?; Chapter 8 Managing First Impressions; Chapter 9 A Sense of Urgency: Setting Priorities; Chapter 10 The Role of Emotion; Chapter 11 Abandon Hope!
- Chapter 12 Charming Strangers: ProspectingChapter 13 A Minute to Live: Cold Calling; Chapter 14 What's Fair Is Fair; Chapter 15 Ready, Set, Improvise: Using Visualization; The Power of Improvisation, or Duct Tape to Win!; Chapter 16 Defy Expectations; Chapter 17 Getting to the Truth: Asking Effective Questions; Chapter 18 The Will to Walk: Negotiating; Chapter 19 Flag on the Play! Reading a Customer; Chapter 20 Closing, or The Gentle Kill; Chapter 21 Teaching Instincts; Notes
