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Bibliography

Alessandra, Tony and OConnor, Michael. People Smarts. (San Diego: Pfeiffer and Company, 1994). Alessandra, Tony and OConnor, Michael J. The Platinum Rule. (New York: Warner Books Inc., 1996). Boyan, Lee. Successful Cold Call Selling. (New York: American Management Association, 1989). Carlson, Richard. Dont Sweat The Small Stuff...and its all small stuff. (New York: Hyperion, 1997). Carnegie, Dale. How To Win Friends & Influence People. Carnegie, Dale (New York: Simon & Schuster Inc.,

1981).

Chilton, David. The Wealthy Barber. (Toronto: Stoddart Publishing Co. Limited, 1989). Chapman, Elwood N. Life Is An Attitude! (Menlo Park: Crisp Publications, Inc., 1992).

Creative Negotiation. Achievers International (1989).

Donaldson, Michael and Mimi. Negotiating for Dummies. (Foster City: IDG Books Worldwide, Inc., 1996). Nelson, Bob and Economy, Peter. Managing for Dummies. (Foster City: IDG Books Worldwide, Inc., 1996).

Situational Selling: Focus on the Customer. Achievers International (1989).

Tieger, Paul and Barbara. The Art of Speedreading People. (Little Brown, 1998).

Wilson, Larry. Changing the Game: The New Way to Sell. (New York: Simon & Schuster Inc., 1987).

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Recommended Readings

Alessandra, Tony and OConnor, Michael J. The Platinum Rule. Bolton, Robert and Grover, Dorothy. People Styles at Work. Boyan, Lee. Successful Cold Call Selling.

Canfield, Jack and Hansen, Mark Victor and Hewitt, Les. The Power of Focus. Carlson, Richard. Dont Sweat The Small Stuff...and its all small stuff. Carnegie, Dale. How to Win Friends & Influence People. Chapman, Elwood N. Life Is an Attitude! Chilton, David. The Wealthy Barber.

Cloke, Kenneth and Goldsmith, Joan. Thank God Its Monday!

Covey, Stephen. The 7 Habits of Highly Effective People.

Frankl, Viktor E. Mans Search for Meaning.

Hill, Napoleon. Think & Grow Rich.

Nelson, Bob. 1001 Ways to Reward Employees.

Reeve, Christopher. Still Me.

Sharma, Robin. The Monk Who Sold His Ferrari.

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A accounts, 81-82, 83

account classification, 80-87

A accounts, 81-82

B accounts, 82

C accounts, 82-87

evaluating opportunity and, 86

acquisition/mergers, prospecting via, 118

ACT, 101

action

goals and, 36-37

just did it! attitude, 27-30

tape recorders and, 29-30

action plans, 189-190, 241-246

communication in, 242-243

adaptability, 126-127. See also behavioral flexibility

administrative duties, 93-94, 95-96

adult daycare center, 20-21

retreating to, 218

time management and, 95

Advanced Selling Strategies (Tracy), 40-41

advantages, FAB approach, 74

agendas

making clear, 70-71 primary and secondary, 70 synchronizing, 52-53, 154 time management and, 101-102 agreeing to disagree, 86, 233 Alessandra, Tony, 127, 138 Allen, Woody, 123 allies, 13-14 prospecting via, 115

Art of Speedreading People, The (Tieger), 127

asking, power of asking, 206-212, 213-214

attitude, 25-57, 256

choice in, 53

comfort zone and, 44-49

customer complaints and, 102-103

enjoying yourself and, 183-184

goals and, 30-37

humor and, 42

just did it!, 27-30

managing objections and, 191-192 in negotiation, 227-228 patience and persistence, 49-55 self-esteem, 38-44 self-reliance and, 54-55 of top achievers, 27 toward user errors, 243 win-lose, 223-224 attrition rates, 112, 248-250

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Index