The Street-Smart Salesman: How Growing Up Poor Helped Make Me RichISBN: 978-1-118-31319-0
Hardcover
220 pages
June 2012
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Foreword Joe Mandato, D.M. v
Introduction xi
Part I Eating without Stealing 1
Chapter 1 Birth of a Salesman 3
Chapter 2 The Million-Dollar Accident 23
Chapter 3 Why Not Me? 36
Chapter 4 Your Advantage Is That No One Takes You Seriously 43
Part II Street-Smart Selling 59
Chapter 5 Game-Changers 61
Chapter 6 Shut Up! 80
Chapter 7 Nothing Is as It Appears 90
Chapter 8 Managing First Impressions 95
Chapter 9 A Sense of Urgency: Setting Priorities 106
Chapter 10 The Role of Emotion 112
Chapter 11 Abandon Hope! 120
Chapter 12 Charming Strangers: Prospecting 128
Chapter 13 A Minute to Live: Cold Calling 137
Chapter 14 What’s Fair Is Fair 145
Chapter 15 Ready, Set, Improvise: Using Visualization 151
Chapter 16 Defy Expectations 158
Chapter 17 Getting to the Truth: Asking Effective Questions 168
Chapter 18 TheWill to Walk: Negotiating 174
Chapter 19 Flag on the Play! Reading a Customer 183
Chapter 20 Closing, or The Gentle Kill 192
Chapter 21 Teaching Instincts 209
Notes 219
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The Street-Smart Salesman: How Growing Up Poor Helped Make Me Rich (US $22.95)
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