Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

A/B (Attitude/Behavior) Journal, 71–74

Acceptance, 54

Account planning, 263–264

Active listening, 167–168

Advancement, 267–268

Adversity, 247

Affordability of product, 190–191

Agendas, setting, 148–149

Aggressive selling, 119–121

Anger, 54

Answering questions, 110–111, 113, 216

Approval, seeking, 45

Asking questions:

   in Bonding and Rapport step, 138–139

   in Dummy Curve technique, 98–100

   in Pain step, 168–171

   in Rehearsal technique, 205

   in sales discussions, 102, 105

   (See also Reversing technique[s])

Attitude: ...

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