Ziglar, Zig, 45, 198

ЦШ И1:11

Index

List of Figures

Chapter 1: The Sequential Model of Professional Selling

Figure 1.1: The Sequential Model of Professional Selling

Chapter 2: Attitudes of Success: Five Pillars

Congratulations, you have now completed Step #1

Chapter 3: Planning and Preparation: Measure Twice, Cut Once

Congratulations, you have now completed Step #2

Chapter 5: Prospecting: I Know Where You Are Hiding

Congratulations, you have now completed Step #3

Chapter 6: Building Rapport and Trust: Behavioral Flexibility

Congratulations, you have now completed Step #4

Chapter 7: Discovery: Game Day

Congratulations, you have now completed Step #5

Chapter 8: Presentation Skills: Value-Added Solutions

Congratulations, you have now completed Step #6

Chapter 9: Confirming the Sale: Closing

Congratulations, you have now completed Step #7

Chapter 10: Creative Negotiation: There is Always a Way

Congratulations, you have now completed Step #8

Chapter 11: Action Plan: Implementation

Congratulations, you have now completed Step #9

Chapter 12: Follow-Up: You Never Call or Write Anymore

Congratulations, you have now completed Step #10 JMJ Hi8H itijjjiiHiHi дзд

цШиШ:11 \aiM

List of Sidebars

Chapter 2: Attitudes of Success: Five Pillars

Tim Commandment #1 Tim Commandment #2

Chapter 3: Planning and Preparation: Measure Twice, Cut Once

Tim Commandment #3

Chapter 4: Time Management: Its About Time

Tim Commandment #4

Chapter 7: Discovery: Game Day

Tim Commandment #5

Chapter 9: Confirming the Sale: Closing

Tim Commandment #6

Chapter 10: Creative Negotiation: There is Always a Way

Tim Commandment #7

Chapter 11: Action Plan: Implementation

WHAT WENT RIGHT? Tim Commandment #8

Chapter 12: Follow-Up: You Never Call or Write Anymore

Tim Commandment #9

Conclusion

Tim Commandment #10