Index

A

ABC’s (Always Be Creating) of selling
accountable closers
active listening
adapting to surroundings
adrenalized closers
Always Be Creating (ABC’s) of selling
appearance
asking for referrals
author website
awareness

B

bait and switch
barriers to listening
filters
reactive assumptions/ judgments
selling the same way as buying
talking too much
basics of selling
blamer closers
body language
book website
budget close
building value
business failures
buttoning-up sales
buyer’s remorse
buying signs

C

cancellations
buyer’s remorse
call for help
keeping customer’s eyes on value
reasons for
saving
asking for referrals
creating new possibilities
exit interviews
offering solutions
precall preparation
questions
rediscovery
removing emotions ...

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