How to sell to an idiot

Description

How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone Contents About the Authors Preface Introduction Chapter 1: Step One: Be Prepared or Be the Idiot Need and Intent Mental Preparation made Simple (or Mental Prep for the Simple) Choosing In: The Cure for Cluelessness Simple Versus Easy: The Inner Idiot Rears its Ugly Head Preparation and Passion Preparation and Product Knowledge Preparation and the Written Plan Planning is not Procrastination Preparation and Motivation Preparation and Personality Chapter One Summary Chapter 2: Step Two: Connect with the Clueless Idiotspeak Your Story Your I-Customer's Story Who Versus What Personality is Job One Components of Connection A New Skill Called Connecting The Great Balancing Act Takers Versus Exchangers Chapter Two Summary Chapter 3: Step Three: Confuse to Clarify Confusion as a Tool Surgical Questions The Right Questions Trump the Right Answers Set the Stage and Play the Part From the Mouths of Babes Personality-Based Questions Big Success Comes from Small Steps Chapter Three Summary Chapter 4: Step Four: Play the Match Game Put it in Reverse Bring it Home The Next Step More Lessons from Children The Match Game and Personalities Chapter Four Summary Chapter 5: Step Five: Showtime Entertainment Versus Boredom Entertainment Versus Filling Needs Be Engergized Razzle-Dazzle Them Presenting in Style Presenting with Structure Presenting with Technology Rehearsals More Lessons from Children Personality-Based Entertainment Chapter Five Summary Chapter 6: Step Six: Ask for the Business CECO Asking is Action Ask with Confidence Let go of the Outcome The Secret to Closing The ABCs of Listening More Lessons from Children Personality-Based Asking Chapter Six Summary Chapter 7: Step Seven: Circle Around and Make Another Pass Get Out There and Fail Learn to Love the Lessons Turnaround Questions Objections Don't be the Monkey More Lessons from Children Personality-Based Objections Chapter Seven Summary Chapter 8: Step Eight: Annoy Them a Little and Ask for the Business, Again Teaching the Customer How to Buy Failure is Your Friend Pesky Persistence Stalling It's in the Cards More Lessons from "Never, Never, Never"-Land Personality-Based Annoyance Chapter Eight Summary Chapter 9: Step Nine: Appreciate The Selling Cycle Make it Memorable The Battle for Mind Share The Present More Lessons from Children Personality-Based Appreciation Chapter Nine Summary Chapter 10: Step Ten: Get a Referral Fear Not Build Champions Get Some Help Get Them Talking Get an "A" for Asking More Lessons from Children Personality-Based Referrals Chapter Ten Summary Chapter 11: Step Eleven: Follow-Up No Competition We have Seen Put the Follow Up into Your Mix Time has Nothing to do with it Pre-Sale, Pre-Delivery, Post-Delivery Follow-Up It's Research When? More Lessons from Children Personality-Based Follow-Up Chapter Eleven Summary Chapter 12: Step Twelve: Practice Don't Succeed at Being Average Be Impatient Perfect Practice Dangers of Perfection Caring Equals Change Flat Tires Need Changing What are Friends For? Final Lessons from Children Personality-Based Practive Chapter Twelve Summary Index