lacocca, Lee, 84 image, 68-69 impasses, 232-233 inconvenience, 165

industry associations, prospecting via, 114 information

closing and, 212-213 in negotiation, 230 information, types of, 79-80 information sources, 65-67 inform stage, 154 Initiators, 126 instant gratification, 51-53 interest

demonstrating, 149

inverse bridging for, 168-170

probes and, 155-156

internal customers, 14-15, 242-243

prospecting via, 116-117

International Standards Organization, 20

Internet

prospecting via, Ц5 time spent on, 42

interpersonal skills, 18. See also communication; skills

interruptions, 178

introverts, 129

Directors, 132-133

Thinkers, 134-136

inverse bridging, 168-170

ЦШ И1:11

Index

ЦШ И1:11

Index

janitorial hours, 95-96 J.M. Schneider, Inc., 2 Jung, Carl, 126 just did it! attitude, 27-30

stretching with, 48-49

knowledge

core vs. peripheral, 43-44 customer, 59

differentiation through, 66-67 product, 18, 25 , 74-77 , 80 self-esteem and, 43-44 KPMG, 105

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ЦШ И1:11

Index