Machine generated contents note: 1.Keeping It Simple -- `Get out - stay out - and don't come back' -- What do you need? -- Achieving the right mindset -- Finding clients and customers -- Understanding why people buy -- Using your heart or your head -- Discovering what customers won't always tell you -- Business buyers are also emotional -- It's difficult to be logical -- Knowing what people really want -- Knowing what they don't want -- Understanding what people really buy -- Some points to remember -- A new type of salesperson -- Understanding old style selling -- Discovering new style selling -- Selling is about change -- 2.Getting into the Mindset -- Five steps to success -- Sticking to the 80/20 rule -- Seven simple steps to get more out of your day -- 3.Motivating People to Buy -- Moments of truth -- Providing ordinary or extraordinary service -- Seven steps that make the difference -- How to lose more customers -- Boosting your business image --

Contents note continued: Conjuring up the best business name -- Creating business cards that do the business -- Writing successful brochures -- Winning websites -- How to brand your business -- It's the real thing -- Online networking -- Face-to-face networking -- Generating referrals -- How to promote your business -- Getting the most from advertising -- Advertising in Yellow Pages -- Using direct mail and sales letters -- Creating good sales letters -- Using postcards -- Publishing newsletters -- Using the media -- Writing articles -- Becoming a sponsor -- Giving away samples -- Presenting seminars -- 4.How to Sell Yourself -- Have you got the likeability factor? -- You are the product -- How to become a powerful listener -- How to talk with anyone -- Understanding the Ps and Qs of public speaking -- 5.Using the Proactive Approach -- Preparation -- Dealing with the gatekeeper -- Dealing with voice mail -- Selling the meeting -- Side-stepping initial resistance --

Contents note continued: The greeting -- Handling resistance -- Planning each contact -- Dealing with first things first -- Successful selling means satisfying needs -- Listening to the language of needs -- 6.Four Simple Sales Steps -- Step 1 The opening -- Step 2 Questioning -- Step 3 The presentation -- Step 4 Closing -- 7.How to Deal with Resistance -- Acknowledging the customer's point of view -- Requesting permission to ask questions -- Questioning to create a customer's awareness of needs -- Pinpointing other reasons for resistance.