Sales Badassery

Index

A

• About.com, 139
• ActiveCampaign, 158
• Adobe, 145
• AdWords, 141–142, 149, 174–176, 189
• Affleck, Ben, 13–15
• Agrarian Age, 137
• Alcohol, 169–170
• Amateur Radio Emergency Services, 166
• Amazon, 125, 144, 148, 155, 164
• Answer(s):
  • failure to, 103–106
  • overly specific, 108
  • refusal to, 105–106
• Apple, 146
• Appointments, sales, xviii, 36, 41, 58, 60, 69, 73, 128–129
• Approval, seeking, see Seeking approval
• Approval-seeking behaviors, 96–97
• AT&T, 27, 177
• Attacks, verbal, 107–108
• Attire, business, xv
• Attraction, 31
• Audi, 32, 86
• Audio gear, 144–145
• Autosuggestion, 48–50, 52, 54
• Available, being too, 94

B

• B2B sales, 26, 74
• Bad news, withholding, 132–133
• Baldwin, Alec, 1
• Barnes, Edwin C., 21–23
• Begging, see Chasing and begging
• Behaviors, approval-seeking, 96–97
• Beliefs, limiting, 51–57, 59–61, 96, 100
• “Ben Franklin” close, 41
• Bentley, 32, 185
• Bettger, Frank, 35–36, 127
• Bing, 149
• Body language, 10, 92–93, 105, 111–113
• Boiler Room (film), 13, 15
• Bold, being, 83–84
• Brainwashing, 99–100
• Breathing, 74
• Broad smile, 7–8
• Budget, asking about prospects', 94, 126
• Burnout, subscriber list, 122
• Bush, George H. W., 2
• Bush, George W., 2, 68, 85, 93, 162
• Business attire, xv
• Buying, selling vs., 71, 72
• Buying triggers, 77–78

C

• Calls, follow-up, 96
• Cars, 32–34, 40, 74–75, 85–86, 116–117, 154–155
• Car and Driver, 32
• “Caravan” (song by Rush), 181
• Cardone, Grant, 150–151
• Carnegie, Andrew, 53
• Carotid artery, 9
• Cat theory, 38–45, 73
• Chambers of Commerce, 166–167
• Chasing and begging, 25–45, 194
  • and cat ...