Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

INDEX

A

Absolute guarantees, 141

Acknowledging objections, 164–166

Acting, selling as, 114

Active listening, 121–122

Ad hominem arguments, 204

The Adventures of Sherlock Holmes (Arthur Conan Doyle), 157–158

Aggression:

and passive-aggressive clients, 177–184

as a tactic, 178–180

Aligning goals (see Goal alignment)

Alternatives, finding, 200

“Androcles and the Lion,” 81–82, 86–87

Angry clients, 169–175

and engagement in discussion, 173–174

and need for what you’re selling, 171

out-of-control clients, 174–175

reasons for anger, 171–172

Apologizing:

for anger at how sales call ends, 214

when there are problems, 62

Apple, 46–47, 218

Appointments, number of, 4, 7

Arguing:

ad hominem arguments, 204

and The Schiffman Sales Philosophy, 75

Armed forces, ...