language

for negotiation, 230-233 of negotiation, 230-233 Law of Ten Options, 238-239 leads, 81 learning

humor in, 2-3, 7 knowledge types and, 43-44 learning how to learn in, 43 lifelong, 44 practice and, 6 reading in, 42-43 as sequential process, 6, 9-10 unlearning old habits, 255 letters of intent/agreement, 243 libraries, prospecting via, 115 licensing, 20

Life Is an Attitude! (Chapman), 26 likeability, 126-127 Lincoln, Abraham, 139 listening

note taking and, 179 objections and, 192-193 reasons for poor, 175-179 using probes and, 163 loyalty, 243-244, 244-254 lunch, 108-109

ЦШ И1:11

Index

MacKay, Harvey, 51

magazines, prospecting via, Ц16

mailers, 75-76

markets, targeting, 116

Maslow, Abraham, 37, 176

Maximizer, 101

McQuaig, Jack H., 50

meal protocol, 108-109

mental drift, 163, 177

negative, 27

mental preparation, 104

mental rehearsal, 40-41

min-max points, 228-230, 234-235

trade-offs, 231-232

models, 12. See also Sequential Model of Professional Selling

moment of yes, 220

motivation

attitude and, 29-30

goals and, 36-37

managers and, 101-102

positive vs. negative, 37

stress as, 106-107

JMJ Hi8H itijjjiiHiHi дзд

ЦШ И1:11

Index

Index

needs analysis

possible scenarios from, 163-164 probes for, 156-157, 163-164 negative thoughts, 27. See also attitude closing and, 207 negotiation, 223-240 attitude in, 227-228 creative, 227

fight or flight approach to, 226-227

issues vs. personalities in, 236-238

language for, 230-233

mindset for, 223-224

options in, 238-239

planning and preparation for, 228-230

price, 233-236

principles of, 227-238

trust in, 226

when to use, 224-227

win-win-win-win, 225-226, 228, 235

Negotiation for Dummies (Donaldson, Donaldson), 237

newspapers, prospecting via, 113-114

Niche Selling (Brooks), 199

no, learning to say, 98, 101-102

Noble, Charles, 34

nonverbal communication, 176

of attitude, 26

behavioral types and, 138-139 believability and, 184 closing and, 214-215 note taking, 179, 195