Adamson, Brent, 59
Adversity, Ellis ABC model, 22
Authority, selling technique, 98
B2B selling. See also Selling
asking questions, 105–107
closing the sale, 109–110
communicating agenda, 105
handling objections and confirming commitment, 107–109
proposing solutions, 107
setting meeting objectives, 103–105
Beckwith, Harry, 41
Being helpful, 56–57
Belief, Ellis ABC model, 22
Big-thinking, 15–17
Bloomberg, 32
Brain Rules (Medina), 129
Business networking, 66–67
Buyers empowerment, 4
Cabane, Olivia Fox, 25
Call to action (CTA), 52–53
Case studies, attracting clients, 72–73
Challenger Sale, The (Dixon and Adamson), 59
Charisma Myth, The (Cabane), 25
Cialdini, Robert, 97–99
Commitment, selling technique, 97
Competitors in selling, 115–116 ...
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