Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime

Index

ABCs of selling, 27, 28, 107

Admit the mistake, 69

Advertising, 191–192

Age of the consumer, 2, 202

AIDA, 54

Ambiguity, 169

Antagonism, 88–89

Apathy, 162, 180

Apple, 184

Art of avoidance, 125

Asking questions, 79–83, 118–119, 127–129

Assigning blame, 165

Assuming the sale, 109–110

Attention, interest, desire, and action, 54

Attention span, 33

Authenticity, 11, 68

Author’s experiences/beliefs

bottom-line benefit, 102

elevator pitch, 94

first meeting with wife, 88–89

first three jobs, 66–67

sales presentation, 99–100

seminar (“Ten Tips to a Better Price”), 120–121

6:00 a.m. appointment, 143–144

staffing industry expert, 150–151

wedding vows, 67

Avoiding failure, 98

Baseball heroes, 23

Be-strategies, 145. See also Cultivating the relationship ...