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, 166167

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

Attitude, 145

Australian research, 45

results of, 190194

B2B and B2C selling types, 63

difference of, 64

B2B experience, 64

Behavioral issue, 38

Behavioral suggestions, 3738

Belief in yourself, 36

Best seller, 6566

Big stretch, 89

Biological stress, 3

Black lies, 34

Body language, 188

Bonus, 89

Boss lying

behavior, 2829

examples of, 2728

Bottom-up approach, 90

Buyers, 67

Buying and non-buying behaviors, 185186

Buying cycle, 155156 ...

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