Preface: Great Persuasion Skills Are Invisible / VII

PART ONE: INFLUENCING OTHERS

1 Breaking Buyers' Patterns / 3

2 Toward Buyers and Away Buyers / 9

3 Buyer Tortoises vs. Buyer Hares / 19

4 Buyers Who Like Proof vs. Buyers Who Don't / 24

5 Artist Buyers vs. Accountant Buyers / 28

6 Big Picture Buyers vs. Detail-Oriented Buyers / 33

7 Four Kids in a Classroom / 36

8 Critical Language Tips / 44

9 Evoke Emotions! / 56

10 The Persuasive Power of Storytelling in Selling / 63

11 Questions That Advance the Sale Closer to the Close / 72

12 The Ultimate Objection-Handling Tool / 86

13 Strategic Listening / 97

14 The Opening Strategy for All Sales Calls / 106

15 How to Be Funny: Humor for Sales Pros / 116

16 Potent Communication Skills / 129

17 High-Influence Cold Calling / 140

PART TWO: INFLUENCING YOURSELF

18 Seven Keys to Influencing Your Brain / 145

19 Heart and Head Check: Self-Test / 162

20 Influence Your Body / 166

21 Know Your Numbers / 171

PART THREE: IMPLEMENTING YOUR INFLUENCE

22 A Summary of Strategies / 179

23 Can't Decide What's Most Important? / 184

24 First Step, Next Steps / 188

25 Model of Sales Excellence Tool / 192

Index / 195