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Sales Mastery: How to Sell with Complete Confidence


A New Approach To Selling :
Introduction
Everybody Sells
Taking the Fear out of Selling
Thought Exercise: Gut Feel
You Need to Believe
Exercise: Jumping in the Customer's Shoes
Don't Focus on Closing
ABC (Attunement, Buoyancy and Clarity)
Did You Always Dream of Being in Sales?
Exercise: The Notebook

The Psychology of Selling :
Maslow's Hierarchy of Needs
Learning from Coca-Cola
Why the Buyer's State of Mind Matters
Why Your State of Mind Matters
Mood Fluctuations
The Customer's Decision Making Process
Exercise: What is the Customer Thinking?
Prepare, Connect, Probe, Match, Agree, Close
Checklist