Innovative Selling

Index

ABHI (Association of British Healthcare Industries), 96

Accountability improvement, 110

Adams-Guppy and Guppy, 45

Advice, 30

Aggressive selling, 117

Anxiety overload, 39

Appointing techniques, 166–167

Association of British Healthcare Industries. See ABHI (Association of British Healthcare Industries)

Attitude, 145

Australian research, 4–5

results of, 190–194

B2B and B2C selling types, 63

difference of, 64

B2B experience, 64

Behavioral issue, 38

Behavioral suggestions, 37–38

Belief in yourself, 36

Best seller, 65–66

Big stretch, 89

Biological stress, 3

Black lies, 34

Body language, 188

Bonus, 89

Boss lying

behavior, 28–29

examples of, 27–28

Bottom-up approach, 90

Buyers, 67

Buying and non-buying behaviors, 185–186

Buying cycle, 155–156 ...