Make the sale happen before lunch
Subtitle: 50 cut-to-the-chase strategies for getting the business results you want
By: Stephan Schiffman
Publisher: McGraw-Hill
Published: 2012
Place of publication: New York
Language: eng
Number of pages: 211
ISBN-13: 9780071788687; 9780071788694
Subjects: Industrial management; Selling; Business planning; Handbooks, manuals; Psychological aspects
Notes: Rev. ed. of: Make it happen before lunch. c2000.
Table of contents: title: Machine generated contents note: pt. ONE MAKE SOMETHING HAPPEN BY ... GETTING OBSESSED ABOUT THE RIGHT STUFF; title: Rule 1 Throw Out the Ball; title: Rule 2 Obsession Without Discipline Equals Chaos; title: Rule 3 Act Where You Want to Be, Not Where You Are; title: Rule 4 Focus with Specificity on Your Next Step; title: Rule 5 Create a Sense of Urgency; title: Rule 6 People Respond in Kind; title: Rule 7 Understand That People Communicate in Stories; title: Rule 8 Expect Negative Initial Responses; title: Rule 9 Know Where You Add Value; title: Rule 10 No Contact Base Is Big Enough; title: Rule 11 Know Your Personal Commercial; title: Rule 12 Lie to Your Own Brain; title: - So You Can Hardwire Your Best Moves; title: Rule 13 Accept That Genius Without Ego Is Impossible; title: Rule 14 Become a Virtual Employee; title: Rule 15 Get Redundant; title: - by Building Backup Plans for Contacts Who Are Depending on You; title: Rule 16 Plan Your Key Questions; title: Rule 17 Learn to Say "Next!"; title: Rule 18 Act Confidently on Good Ideas; title: Rule 19 You Win When You Lose; title: Contents note continued: Rule 20 Focus on Your Resources, Not Your Obstacles; title: Rule 21 Find Your Passion; title: pt. TWO MAKE SOMETHING HAPPEN BY... USING A PROCESS THAT GETS YOU TO THE NEXT STEP; title: Rule 22 Rewrite the Rules Whenever You Can; title: Rule 23 Put the Times Square Principle to Work for You; title: Rule 24 Make Calls for an Hour a Day; title: Rule 25 Know the Buy-in Process; title: Rule 26 Get It All Down in Black and White; title: Rule 27 Turn Responses Around; title: Rule 28 Don't Get Sidetracked; title: - Use the Ledge; title: Rule 29 Ask Why They're Not Working with You Now; title: Rule 30 Live Off Peak; title: Rule 31 Solidify Your In-Person Opening; title: Rule 32 Know Where You Add Value; title: Rule 33 Ask About the Past, the Present, and the Future; title: Rule 34 Ask "How" and "Why" Questions; title: Rule 35 Spend at Least 75 Percent of Your Time Gathering Information; title: Rule 36 Verify Before Recommending Anything; title: Rule 37 Manage Your Opportunities Effectively; title: Rule 38 Build Your Schedule Around the Board; title: Contents note continued: Rule 39 Build Your Proposal Around Core Objectives; title: Rule 40 Dare to Be Wrong; title: Rule 41 Say, "It Makes Sense to Me; title: - What Do You Think?"; title: pt. THREE MAKE SOMETHING HAPPEN BY ... TOUGHING IT OUT UNTIL YOU CATCH A BREAK; title: Rule 42 Beat "Bad Days" to the Punch; title: Rule 43 Learn to Love "No"; title: Rule 44 Don't React; title: - Respond; title: Rule 45 Be Willing to Walk Away; title: Rule 46 Use Fallbacks Effectively; title: Rule 47 Ride to the Rescue; title: Rule 48 Break the Walls of the Aquarium; title: Rule 49 Think Big Enough to Outlast "Defeat"; title: Rule 50 Failure Is a State of Mind ... Success Is a State of Action.