B accounts, 82, 83 bags of money, 13 bags of wind, 16 balance

personal planners and, 99 self-esteem and, 41-42 stress and, 105-107 time management and, 92 behavioral flexibility, 125-145 adaptability in, 126-127 behavioral styles, 128-140 closing and, 215

different vs. difficult people and, 139-140

Directors, 132-133

negotiating and, 236

recognizing types in, 138-139, 140-144

Relaters, 136-138

in sales calls, 151-152

Socializers, 130-131

tailoring presentations and, 185-186

benefits, 72-74

bridging, 79, 166-170

definition of, 73-74

FAB approach and, 74

inverse bridging, 168-170

orienting presentations toward, 187

Bennis, Warren, 43

biases, 159-160

blame, 14-15

born-again customers, 15-16

Boyan, Lee, 35

breakfast, 108

clubs, prospecting via, 115

bridging, 79

closing and, 215

customer questions, 172

effective, 166-170

inverse, 168-170

bringing it forward, 200-201

brochures, 75-76

Brooks, William, 199

building directories, prospecting via, 117

business directories, prospecting via, 116

ЦШ И1:11

Index