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Foreword by David H. Mattson, CEO, Sandler Training
CHAPTER 1 Five Steps to Help You Master the Selling Dance
CHAPTER 2 What I Did After the Cookie Crumbled
CHAPTER 3 The Evolution of a Training Program That Will Teach You to Succeed in Sales
CHAPTER 4 Conditioning Yourself for Success in Sales
CHAPTER 5 Break the Rules and Close More Sales
CHAPTER 6 What You Know Can Hurt You, So Dummy Up!
CHAPTER 7 Can Asking Questions Be the Answer?
CHAPTER 8 Negative Reverse Selling: The Most Potent Sales Technique of All
CHAPTER 9 “Good Morning, Sir, Is That Your Sailfish?”
CHAPTER 10 Don’t Do Anything Unless You Know Why You’re Doing It!
CHAPTER 11 Stop ...