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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